Position Summary:
Crane ChemPharma Flow Solutions is a division within the Fluid Handling Business Segment of Crane Co, a US multi-national which specializes in highly engineered products in niche markets. Crane ChemPharma designs, manufactures, markets and distributes a range of process valves and actuators under the Saunders, Xomox, Revo and Resistoflex brand names for a wide range of applications in a number of industries including the chemical and biopharmaceutical industries.
The FKX product range is a global product brand of Krombach valves serving demanding applications in different industrial sectors. The Crane®FKX9000 Triple Offset Valve design is recommended for industrial applications requiring reliable zeroleakage, bi-directional shut-off in harsh conditions of critical processes, steam isolation, and temperature extremes, especially when use of soft-seated materials in valves is limited. The FKX product line was recently launched and is the fasted growing product launch within the Crane ChemPharma Flow Solutions division.
Reporting directly to the Global Business Line Manager- FKX9000, the successful candidate will be responsible for the overall commercial management of the FKX9000 portfolio in US and LATAM including product line pricing and profitability, definition of new business initiatives, providing sales target opportunities by application and geography, product training and the provision of sales tools. The job holder will also be responsible for assisting the Global BLM in developing the short and long-term strategies for the FKX9000 portfolio and for the implementation of those strategies in his region, including business model development and execution.
www.craneco.com
Principle Duties (includes, but is not limited to): Drive sustainable, profitable growth in US region for the FKX9000 TOV product line Develop & implement annual, regional product line Operating Plan Manufacturing at 4 sites (CIN, ARM,SAT, LIN) with majority of supply from Armature Network of global sales offices and service centers Participate as part of high-performing FKX Product Team, reporting to Global Business Manager, and teaming with Applications Specialists and Project Manager in Europe Market / Industry Intelligence and Analysis Industry Structure and Value Chain Market Sizing and Segmentation Technology Analysis and Trend Development Competitor Intelligence and Analysis Price and Performance Analysis Competitor Profiling & Partner Alliance Competitive Tear Down and Cost Analysis Value Proposition Define Target Segments and Customers Customer Needs Identification Features and Benefits Value Proposition Logic Chain and Economic Modeling Value Proposition Development & Communication Proof / Case Studies Business Model / Product Delivery System Manage existing stocking models using Crane Supply Chain processes Monitor performance and adjust models as necessary to maintain service levels Propose, approve and implement new models to grow the business Provide Support for Front End Field Sales and Inside Sales Teams Participate in Monthly Sales Regional KPI Meetings Participate in Weekly & Monthly Regional Project Meetings Design & deliver product training to end users and channel partners Support bid process for Projects and MRO conversion Support the Site Operations, Engineering, & Quality teams for key projects Pricing Strategy & Implementation MRO Contract Development & Implementation (direct & channel) Project Bids & Contract Negotiations Value-based Pricing Models New Product Development Manage NPD Projects as assigned Prioritize, Fund, and Execute NPD Projects using Crane NPD Process Voice of the Customer Key Intelligence Topics and Questions Design of VOC Questionnaires Data Collection, Analysis, & Actions Win Loss Analysis Hit Rate data collection Measure / analyze / act (window to market and hit rate) Reporting Weekly Product Line Reports Monthly Operating Review Presentations (as assigned) Monthly New Product Development Updates (as assigned) Frequent 50%Travel in the region (US LATAM) with opportunities to travel to Europe Essential Qualifications / Experience: Educated to degree level in a technical and business related subject e.g. Engineering, Manufacturing or business Systems and Marketing At least 4-5 years' experience in Sales, Applications, and/or Product Management for a technical product. Exceptional marketing and analytical skills. Knowledge of different sales strategies. Industry experience preferable Experience with product life cycle. Certified or trained in operational excellence or Lean Manufacturing, and the use of its tools Ability to communicate orally and in writing in English, including technical and business terms. Able to communicate in other languages an advantage. Excellent presentation skills Customer focus Ability to operate across the business and in different environments and cultures Multiple industry experience Integrity and ethical qualities of the highest standard Highly motivated and innovative Sound negotiation skills Team working and interpersonal skills Good IT skills MBA preferred
