Position Summary

Reporting to the Global Business Manager Surface Protection, this role has responsibility for contributing to and supporting the tactical and long-term strategies of thermoplastic polyurethane (TPU) solutions in Surface Protection applications and adjacencies to grow the Surface Protection Segment, establishing B2B2C strategy and process in Consumer Markets for AP region.

With a strong focus on development of the core business, including expanding current sales, downstream partnership, and OEM engagement in the segment, this role will also own the regional innovation pipeline and analyze market opportunities to determine and anticipate market needs and, in collaboration with the technology group, validate new applications and new product offerings. In support of this would be a requirement to develop marketing plans encompassing the development of meaningful value propositions, segmentation, value chain analysis, positioning/promotional strategies, analysis and assessment of the segment’s competitive strengths and challenges.

This position will work in close cooperation with the regional sales team, including channel partners and technical service teams, helping them to achieve their sales targets defined in the growth strategy. This role is also expected to identify commercial targets, define tactics, and value proposition tools to communicate/convert to sales with them.

 

Duties/Responsibilites

You will be accountable for managing core business development and identifying new opportunities, developing, and executing marketing strategies and driving new profitable growth for the segment in line with short- and long-term targets.

Lead the regional marketing strategy development and execution in alignment with the global Surface Protection strategy, including pricing, volume and revenue forecasts, for achieving the desired results.  Develop and implement marketing plans to achieve the marketing strategy and business objectives, including regional brand building and market promotion as relevant to global strategy for the target market(s); and extend beyond traditional B2B to include B2B2C strategies. Identify commercial targets, define tactics, and value proposition tools to communicate/convert to sales, providing strategic and pricing guidance to regional commercial team, ensuring continued profitable growth of AP Surface Protection market. Develop a deep market understanding of target market sub-segments. Develop Lubrizol’s basis for distinct value and competitive advantage in focus segments and OEMs. Develop a thorough understanding of trends, technology, applications, and performance requirements of the target market, and key OEMs. Establish and nurture relationships with key industry OEM’s and value chain members for advancing the segment strategy, maintaining intelligence and trends identification, understanding present and anticipated needs, and leading market-facing initiatives. Identify and develop new target markets and customers through value and opportunity analysis, market and customer intimacy, establishing strong, collaborative relationships with customers, and taking the necessary actions to become the differentiated leader. Lead the innovation projects and convert to commercial products. Manage regional innovation pipeline for the segment and work in close partnership with R&D to prioritize innovation projects based on financial projections and strategic fit. Work closely with the cross functional team to launch new products, gain early market acceptance, and accelerate penetration. Monitor regional market demand and define capacity needs and products to focus on. Identify gaps in current capabilities and develop action plans to address them. Maintain and foster relationships, promote alignment, and communicate regularly with Regional Business, and other key department leaders. Coordinate with the regional New Business Development team in the identification and execution of key opportunities and projects.

 

Key Performance Metrics

OEM engagement Specifications secured for Lubrizol products AP region segment revenue and profitability Innovation Pipeline (short-long term projected sales trajectory) New product sales and profit margin Development of value-add solutions and implementation of new business models Effective Marketing Plan development and implementation, including channel strategy, branding and promotional strategies B2B2C

 

Qualifications/Skills

Bachelor’s degree, preferably in Marketing, Business Administration, Chemistry, Chemical Engineering or engineering related discipline. Candidates with an MBA are preferred. 7+ years of experience in Strategic Marketing roles in a B2B2C environment. Commercial development acumen including value chain analysis, customer needs analysis, definition of value proposition, market positioning, brand building, and a track record of success. Highly competent in developing and implementing strategies.  Demonstrated track record of effective leadership and execution from strategy development through to commercialization. Quick learner with excellent communication and presentation skills. Ability to gain a quick overview of the market, key players, and the general technology. Ability to develop rapport with key internal team players and stakeholders/management and customers. Excellent team player with leadership skills. Self-motivated, results oriented, sense of urgency and critical thinking. Ability to influence team through thought leadership or actual team leadership. Financial acumen and analytical capabilities. Strong organizational skills; ability to manage and prioritize tasks/projects. Travel up to 30%.