Commercial Product Manager, Chemicals and Chromatography
Research and Safety Division
The Commercial Product Manager (CPM) is responsible for the implementation of the strategy, both product category and focus initiatives, developed by the European Category Management team, through the commercial teams at a local level. The CPM will be responsible for a country or region within a sales group in the new RSD organisation. Critical to the success of this role is a high level of cross functional working with other teams, such as Marketing, Sales & Customer Service.
- Develop and implement business plans to ensure that European Product Management strategy is delivered at a local country level in an effective and appropriate manner. This includes language, pricing, sales force communication and marketing liaison. Processes should enable two-way communication, so that central strategies can be delivered locally, but also local market input can be fed back to the centre to ensure that strategies are executed in the most effective manner. Specifically:
- Ensure that the commercial teams are aware of the product positioning strategy for and trained on, those focus products by category.
- Provide appropriate support for internal initiatives, including the focus on Self-manufacturing, Fisherbrand and The Preferred Supplier Programme (PSP).
- Ensure the commercial team is supported at seminars, meeting and exhibitions through the CPM team and furthermore provide additional Technical support where necessary in conjunction with the product support team.
- Manage the local dimension of the monthly sales webcast through the provision of adequate translation and presentation.
- Ensure that European CPM activities & performance metrics are fully aligned with the European & Global Product Management strategies, Sales, Marketing & Customer Service organizations. This will be achieved through the AOP process and joint, ongoing reviews / performance reporting.
- Establish commercially effective / relevant relationships with the ‘local’ European suppliers. The role of CPM is to ensure that RSD relationships with the broader European supplier community remain ‘healthy’ – this would be reflected by minimum supplier revenue breakage, consistent levels of field & marketing support and pricing levels consistent, or favorable to, other channels in that local market. ‘Local’ suppliers and the nature of support / engagement will be agreed in conjunction with the European Category Directors and their teams.
- Manage annual negotiations with the ‘local’ supplier base in the CPM portfolio in order to secure the most advantageous position for the company regarding pricing, product delivery and supplier support for the products, without compromising the company’s commitment to its clients. Such negotiations should ultimately be focused on increasing profitability for the corporation.
- Manage the ongoing administration of product data for local suppliers; including the introduction, amendment and deletion, as well as cost data and list pricing (where relevant). This would also include validation of new / existing catalogue content in local language for all suppliers.
- Continually assess product / market opportunities / gaps as they relate to the local territory. Communicate potential opportunities to the European Product Management team for evaluation and decision making. Equally, monitor and provide structured feedback on competitor activities to both Product Management, as well as Sales & Marketing functions, where appropriate.
- Travel, where necessary, to maintain effective relationships with appropriate suppliers and represent the company at industry events and tradeshows, as well as providing support to field sales organizations at regional meetings and with customers.
- Support operational improvement activities, through working with the supply chain function. These efforts should be centered on increasing customer service and satisfaction via delivery performance through the inclusion of strict service level agreements with local suppliers.
- Liaise at country level with cross divisional partners to ensure the development, execution and alignment of commercial strategies that supports the profitable growth of the corporation’s products & the strengthening of its brand in appropriate markets
- Drive internal process improvement through active support of the PPI process.
Candidate Experience and Qualifications:
- Candidates must have a bachelor’s degree in Chemistry. An advanced degree is preferred.
- Candidates must have relevant progressive commercial experience.
- Potential candidates should have relevant experience in at least two (and preferably more) of the following areas:
- Prior commercial experience in a product management, merchandising or marketing organization
- A technical background in science, engineering or research, to include an awareness of technology trends and the evolution of scientific applications.
- Previous experience with category management
- Industry-related experience in laboratory products or life sciences
- Contract negotiations with detailed and complex terms in such areas as pricing, delivery, support and services
- Willingness to travel within country/region up to 20% is expected
- Excellent interpersonal, customer orientation and problem solving, can-do attitude
- Multi tasking experience and flexibility to address immediate priorities and still manage deadlines with longer-term projects and strategic initiatives.
- Have an excellent command of internal systems; identify patterns and trends within data to assist with category analysis that will demand excellent knowledge of research tools e.g.: Excel and Business Intelligence systems.