Product Manager Non-OEM

Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.

BRIEF DESCRIPTION

As a Product & Market Development Manager, you will own Services portfolio of engineered products (non-OEM Wear parts, Spare parts, modernisations/upgrades) necessitated for optimum operation and lifetime extension of the non-Andritz capital equipment. You will have overall responsibility for developing (reverse engineering), promoting, and commercialising the non-OEM Services portfolio globally, working predominantly with regional sales and Services teams.  
As part of the BU Services, Asset Lifecycle Management (ALM) team, foster innovative business models on win-win basis (e.g. PPU model, annual sales volume contracts, stock agreements etc.) in conjunction with embed digitalisation to move away from price wars. Ambition is to maintain and strengthen our position as number one supplier for the non-OEM engineered wear parts, spare parts and equipment upgrades globally.

You will be based in North America preferably in Blenheim, Ontario (Canada) or in Muncy, Pennsylvania (USA) and report directly to the Vice President, BU Services (TBC).

KEY RESPONSIBILITIES

• Working closely with global BU Services and North American regional management teams, develop and execute global strategy, aligned with BU Services’s vision to become strategic partner not only with our existing customers but also new potential customers using non-Andritz equipment.
• Responsible to achieve non-financial goals along with yearly financial budgets for order intake and margins.
• Develop and execute business development plans in collaboration with Global Sales and Services organisation, Innovation (R&D) and Operation teams (in North America and across the globe) to expand customer base and extend global reach.
• Thoroughly understand the main players in the feed (animal, aqua, Pet) and biofuel markets, reverse engineer wear parts (e.g., feed dies, extruder screws etc.), strategic sourcing of spare parts and development of upgrade/retrofit kits for the non-Andritz capital equipment by improving upon any deficiencies present in the original design.
• Be the leader to pioneer Smart (digital) technologies to convert customer mindset from commodity to value added wear parts, designed absolutely to their specific application needs and offer complete insights to enable intelligent decision making.
• Develop and promote concept of proactive Asset Lifecycle Management (ALM) to enable asset optimisation Services, encompassing Smart (digital) Services to deliver distinguished business outcome.
• Working with cross functional teams, critically analyse the current processes and systems to improve lead times, distribution structure and alternative competitive supply chains globally.  
• Frequent customer visits to understand pain points and develop convincing business case to develop products to close portfolio gaps.
• Thoroughly understand customer’s value chain and production process across multiple industries and bring solutions to achieve highest returns on the asset invested.
• Work closely with Services Backoffice (Quotation and Order Execution) teams to improve on associated KPIs.
• Manage and standardize product portfolio including value proposition and pricing to continuously improve our market competitiveness.
• Create Market Intelligence on customer requirements, competitor analysis, price and performance analysis.
• Prepare and provide know how on relevant product offerings, both internally and externally.
• Support and give product training to the global sales organizations to enable value-based selling.

 

Key activities:

• Complete PLC (product lifecycle) management of the existing portfolio and develop a range of innovative ideas for non-OEM product offerings with new business models.
• Lead the process from need identification, idea generation, product design, prototype validation till successful commercial launch.  
• To be the primary interface with Sales (capital and Services), Backoffice, Innovation, Automation, Digital and Operations teams.
• Attend customer meetings and travel to sites to understand gaps and future strategic partnership opportunities.
• Work closely with other Product Managers within BU Services and BU Capital teams.
• Work closely with Product Marketing team to develop appealing marketing collateral with concise and justifiable USPs to support the sales enablement and improved hit rate.
• Keep an eye for M&A oppor