Description
Job Success Profile
Senior Market Development Manager
Buckman is a privately held, global specialty chemical company with headquarters in Memphis, TN, USA, committed to safeguarding the environment, maintaining safety in the workplace, and promoting sustainable development. Buckman delivers exceptional service and innovative solutions to our customers globally in the pulp and paper, leather, and water treatment sectors to help boost productivity, reduce risk, improve product quality, and provide a measurable return on investment. Buckman is in the middle of a digital transformation of its businesses and focused on building the capabilities and tools in support of this.
Position Summary
Business Lead for market segment(s) they are pursuing, leads the respective strategy and 5-year Growth targets, coordinating execution of key initiatives and achievement of targets.
Position Responsibilities

• Maintains an Independent and Impartial Knowledge of Markets - market size, market trends, competitors, industry position, product positioning
• Leads Segment strategy, alignment, Product Roadmaps, and 1-5 year Revenue and Profitability targets and execution
• Owns product launches and project management of Innovation projects, achieving Buckman targeted KPM's [NTS, Significant Launches, Project Timelines, Future Quality of Portfolio]
• Runs Voice of Market and builds Market Roadmap showing Innovation opportunities, unmet needs, and timing of market changes.
• Tracks launches to ensure targets are met, aligning with Sales Champions on customer funnels, and leading Corrective Actions when revenue does not meet projections.
• Oversees development of all launch related sales tools and collateral, including Value Propositions, Price guidelines for new products, training programs, collateral and success stories.
• Identification and recommendations for Acquisitions and Technology partnerships

Build Business & Innovation Capabilities by:

• Developing Market Roadmaps articulating evolving megatrends and timing
• Working closely with VP, GM and functional leaders to develop, maintain and communicate Product Roadmap for achieving higher organic growth that leverages all aspects of the growth engine.
• Setting Regional Segment strategy and model growth in 5 year plans, aligned with Janus initiatives and ensure revenue achievement of targets.
• Building Segment Innovation funnel meeting NTS and PPI goals for current and future year predictions.
• Maintaining Significant Launch Forecast / Actual bowling charts with Sales Champions, inclusive of target customer funnels, and creating and executing Corrective Actions for any projected misses.
• Establishing Charter, Business Case and Timelines for all PhaseGate projects at Gate 2, and execute projects through Gate 4 per timeline.
• Improving OpCo and Commercial alignment for Innovation initiatives and execution.
• Champion and improve launch process, increasing magnitude and timing
• Leading Voice of Market process at Customers, Industry Experts, Complementary Suppliers and End Users.

Culture of Continuous Improvement:

• Innovation process: speed, probability of success, identification of significant unmet needs matching market megatrends for large and sustainable projects
• Segment Expansion: Ability to apply competencies and tools to other segments or routes to market
• Marketing Excellence: Improving Buckman's capabilities in sales tools and launches based on different customer models, lead generation, Search Engine Optimization, customer interaction with website and sales collateral, etc.
• Champion communication and training of best practices across regions

Education:

• Bachelor's Degree (BS/BA) in Science, Engineering or Business. MBA preferred

Experience:

• 10 Years of Experience in a strategic marketing or similar role

Knowledge:

• Strategic Marketing
• Voice of Market/ Voice of Customer Experience
• Use of Stage Gate systems for Innovation management
• Technical and/or Commercial Knowledge in the Industries Served
• Business / Finance Metrics (NPV, IRR, Capex Justification, Effects of Volume driven Cost accounting)

Competencies:
Job Competencies - Results Leadership:

• Focus on Results - Consistently achieving results, even under tough circumstances.
• Strategic Mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
• Business Insight - Understands key business or functional concepts, practices and areas of knowledge and applies them in business situations. Keeps up with current and possible future policies, practices, and trends in the industry and organization.

Job Competencies - People Leadership:

• Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
• Communicates Effectively - exchanges knowledge and data so that the message is received and understood with clarity and purpose
• Leads by Influence - Influencing or persuading others in a positive way focuses on empowering, developing and serving the people who work for you

Job Competencies - Thought Leadership:

• Technical Knowledge -Any specialized job knowledge that is needed to perform the job successfully.
• Manages Ambiguity - Operating effectively, even when things are not certain or the way forward is not clear.
• Possibility Thinking - Creating new and better ways for the organization to be successful.

Location
Memphis, TN
Language
English
Travel
15 - 30%
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