Product Manager, ETP - M. Holland

Purpose
The Product Manager (PM) role is responsible for maximizing volume and gross margin growth for the product group(s) in the portfolio, working in conjunction with suppliers and the M. Holland Commercial team. The PM will have responsibilities in five Critical Activities: Sales Team Enablement & Coaching, Proactive Commercial Strategy, Demand Generation & Product Pull Through, and Data-Driven Sales Accountability. The Product Manager will operate from a home office and be expected to travel regularly to deepen Supplier relationships and assist closing strategic pieces of business with our Sales team.

Areas of Responsibility / Tasks
Performance must reflect appropriate level of expertise and achievement of the desired results for the items listed below.

Sales Team Enablement & Coaching
1. Develop portfolio specific playbooks, in collaboration with Sales, to deliver actionable guidance on how to position products, handle objections, and differentiate our value added services while presenting competitive proposals.
2. Create and share competitive insights and margin guidelines detailing selling strategies for all levels of tenure on the sales team.
3. Develop and deliver a cadence of regular portfolio training exercises to train on the material family attributes, but also explain “how to sell it” using application examples important to meet Supplier growth goals.
4. Through joint sales travel, and virtual consultation, the PM will optimize deal making capabilities by targeting new business development or re-engaging past application opportunities.

Proactive Commercial Strategy
1. Develop targeted portfolio campaigns geared towards identifying customers where we only have a fraction of the market share where we could address gaps in our purchasing behavior.
2. Translate Commercial leaderships strategic vision into front-line selling initiatives and Supply Chain strategies.
3. Leverage market expertise, including customer knowledge, to identify accounts where M. Holland has an underrepresented position within the portfolio.
4. Define and monitor price trends in the market. Provide the sales team with pricing strategy guidance at customers who may have unique requirements related to price volatility, market segment specialization, and/or our investment in value-added services.
5. Optimize the balance across product slates, sales volumes, sales prices, gross margin per pound and inventory to generate the best possible return on the company’s investment in the portfolio.

Demand Generation & Product Pull Through
1. Partner with Marketing and Commercial Support teams to generate lead campaigns targeted to customers / segments where M. Holland holds strategic cost and/or value-added service advantages.
2. Differentiate M. Holland as the preferred Distribution channel for our Supplier partners by meeting supplier growth goals and developing deep and sustainable relationships.
3. Utilizes subject matter expertise gained through supplier insights, centralized knowledge of market pricing, and supply / demand trends to empower Sales in gaining market share from competitors.
4. Attend industry-sponsored trade shows and cultivate a robust network in relevant industry associations.

Data-Driven Sales Accountability
1. Develop portfolio dashboards detailing product level performance by Customer, Account Manager, and Region with the goal of identifying trends, highlighting wins, and understanding missed opportunities.
2. Leverage dashboard data to create gap reports to guide sales in creating action plans to identify / quote new opportunities.
3. Highlight and reward Performance Driven Behaviors by those in Sales who execute portfolio specific initiatives regardless of won / lost opportunities.
4. Work with Supply Chain and Sales to effectively limit / reduce slow moving and obsolete inventory.
5. Effectively use MHC’s CRM system to support Account Managers in developing a pipeline of prospects and new business development opportunities.

1. All other duties as assigned

Supervisory Responsibilities
1. Not Applicable

Competencies; Knowledge, Skills, Abilities (KSA)
To perform this role successfully, an individual must have experience achieving desired result(s) in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent within our culture.
1. Strong working knowledge of polyolefins, processing methods, and durable applications.
2. Strong commercial deal making acumen at the Supplier and Customer levels.
3. Passion to develop and coach early career sales professionals while also enhancing tenured sales professionals’ ability to retain existing b