Position Summary:

The Sleeved Plug Valve combined with Automation products is the largest product line of XOMOX business. SPV serves demanding applications in high purity, erosive and corrosive environments, primarily in the chemical, mining, and refining sectors.

Principle Duties (includes, but is not limited to):

• Drive sustainable, profitable growth in Americas region for the SPV product line
  • Develop & implement annual, regional product line Operating Plan
  • Manufacturing at five sites (CIN, CUU, LIN, SZEK, JV) with majority of supply for the Americas region coming from CIN, CUU, and JV
  • Network of global sales offices and service centers
• Participate as part of high-performing SPV Product Team, reporting to Global Business Manager (Lindau), and teaming with Program Manager (Lindau), and two Applications Specialists (Cincinnati)
• 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 Travel in the Americas region with opportunities to travel to EMEA, China, APAC

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