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About the Role

The Offering Specialist supports the lifecycle direction and management for the profit and loss of a suite of Armstrong offerings, focusing on strategic development, market and product development, offering category management, and business operations.

Responsibilities

• Analyzes macro trends, addressable markets, growth rates, trends, new and existing competition, where Armstrong is targeted, where Armstrong could target, how Armstrong will differentiate, and financial aspirations in each segment of market.
• Executes VOC (Voice of Customer) and VOS (Voice of Sales) activities.
• Develops the competitive landscape by gathering information such as factual market reports, outlooks, shares, and win-loss data, to inform and refine the offering strategy.
• Generates and creates the business proposition for capital investment, market growth, and improved market position of the offering category.
• Identifies market and product development opportunities and presents them to Leadership for investment.
• Identifies target market segments and vertical market sectors to be pursued and translates these into target key accounts for Sales Plan execution.
• Develops target segments and verticals and target accounts in their addressable markets.
• Supports the Offering Roadmap with high-quality value propositions, compelling business cases, and effective delivery of value propositions, including launch and in-market support.
• Contributes to the Annual Business Plan and its execution.
• Manages revenue, standard margin, and sales contribution goals globally and across selling territories.
• Manages the execution of the pricing strategy, including price lists, ARMs, incentives, rewards, and variable cost structure, with annual targets to reduce product cost by line.
• Owns the lifecycle of offerings from introduction to retirement, including pricing, ARM structure, and end-of-life SKUs, to achieve business plan targets and improve inventory turns.
• Works with Operations to ensure delivery against target market requirements, monitors metrics, and collaborates on improvement plans.
• Works to improve Quality and Delivery.
• Manages the marketing and communication program for the offering, including awareness, consideration, and hit rate needs, working with the Corporate Marketing and Communications team.
• Works collaboratively with Sales to maximize reach and profitability through the right multi-channel model, and tweaks channel model structure and incentives to continuously improve and exceed strategy and annual business plan goals.

Requirements

• Minimum of 2 years of experience working with a related product line (heat exchangers and expansion systems) in a similar industry with International and North American market experience.
• 5-7 years of experience working with product development, product management, sales, design engineering, manufacturing, and distribution operations in an industrial or commercial B2B environment.
• Demonstrated knowledge of product engineering and management principles, general practices, and regulations, policies, and procedures.
• Creative problem-solving skills and conflict management within different organizations (centralized and matrix organizational structures).
• Ability to break down complex problems into simplified steps, conduct root cause analysis, and provide clear, well-thought-out recommendations.
• Strong, team-oriented leadership skills with presence and a bias for action.
• Self-directed with the ability to work autonomously and collaboratively with a focus on results.
• Ability to communicate in an open and authentic manner in all situations.

Skills

• Product development
• Product management
• Sales
• Design engineering
• Manufacturing operations
• Distribution operations
• Product engineering
• Marketing
• Communication
• Lifecycle management
• Pricing strategy
• Business operations
• Problem-solving
• Conflict management
• Leadership

Experience Level

• 2+ years related product line experience
• 5-7 years product development, management, sales, engineering, manufacturing, and distribution operations experience

Education Level

• Degree in Engineering required
• Master's in Business Administration (MBA) or equivalent business training is an asset