Director of Marketing

Director of Marketing

Director of Marketing

The Director of Marketing is responsible for leading, managing and directing all marketing, demand generation, and business development activities of BEUMER Corporation in North America. The Director of Marketing will work directly with the CMO and VP Corporate Development, as well as with other BEUMER Corporation business leadership (i.e., division heads) to identify, document, and execute revenue growth strategies that enable its several businesses to grow at a rate in excess of market growth. The Director of Marketing will be an experienced, hands-on marketing strategist and business development professional with the functional expertise and practical experience needed to identify, pursue, and capture market opportunities in North America necessary to achieve BEUMER Corporation's financial and strategic objectives.

The Director of Marketing will lead the effort to drive share gain and price realization in historically served markets and to expand the addressable market in North America for BEUMER Group products and solutions by creating, implementing, and optimizing go-to-market strategies and plans (including tactical marketing and sales enablement plans, processes, and tools), market analysis, competitive analysis, customer intelligence, and business development initiatives. Key functional responsibilities will include: marketing and demand generation strategy development and execution; business development planning and implementation; market and competitor analysis; customer intelligence development and utilization; and marketing communications.

The ideal candidate will have 7-10 years demonstrably successful experience in: strategic analysis and planning; product/brand management relating to industrial automation solutions (moderately complex/complex technology portfolios with longer sales cycles); marketing communications program development and implementation; and project execution in multi-product/multi-segment/multi-industry businesses. Direct experience in the marketing and sales of complex material handling and/or logistics products and solutions is preferred. 

Responsibilities

• ·         Perform portfolio analyses and assessments to identify revenue and growth plans by market and business segment.
• ·         Develop and maintain product-market segmentation scheme including identification, quantification and prioritization of segments.
• ·         Develop and maintain three-year market and adjacent opportunity maps (including market sizing and CAGR projections) for BEUMER Corporation's Logistics (warehouse and distribution, post and parcel), Conveying and Loading (systems and products), and Palletizing and Packaging businesses.
• ·         Develop and implement comprehensive marketing and demand generation plans (aligned to BEUMER Corporation strategic plan and to market and adjacent opportunity maps) for BEUMER Corporation's Logistics, Conveying and Loading, and Palletizing and Packaging businesses.
• ·         Articulate product-/systems level and market segment-specific value propositions to include supporting proof points.
• ·         Lead the development of and manage tactical marketing and communications initiatives (including the management of third-party agencies), helping to translate BEUMER Corporation's technology and application expertise, innovation, and quality leadership into marketing programs that grow revenue and strengthen the value of the BEUMER brand in North America.
• ·         Develop annual marketing budget; monitor performance against budget.
• ·         Develop and implement marketing and business development performance metrics.
• ·         Develop and maintain an inventory of core competitor strengths, weaknesses and capabilities; gather and integrate competitive intelligence into company and product-/systems-level marketing planning.
• ·         Design and manage market research and analytics to include primary market research (quantitative and qualitative), secondary market research, and competitive intelligence.
• ·         Identify cross-selling opportunities that leverage the breadth of BEUMER's product and service offerings across all businesses.
• ·         Identify, prioritize, and execute on marketing opportunities with significant scale and synergy to drive growth and leverage current portfolio of products and systems.
• ·         Work collaboratively with BEUMER Corporation business leaders (division heads) to recommend, guide and champion business development initiatives, including the presentation of an underlying business case (market size, market share estimates, achievable pricing).
• ·         Analyze commercial results to facilitate identification, qualification, and quantification of product and/or systems improvement opportunities.
• ·         Identify and evaluate inorganic growth strategies including acquisitions, alliance, licensing, and partnership opportunities linked to BEUMER Corporation's strategic plan. 

Requirements/Skills and Abilities

Required. 

• ·         Strategic Marketing and Business Development:  Deep understanding of and experience with strategic marketing/business development processes and tools, with the ability to practically apply, as well as coach others to do so. Makes a strong link between strategy and functional results.
• ·         Leadership:  A confident, mature person with the ability to connect and inspire others.  A proven track record of leading projects and teams (directly and indirectly) that successfully achieve milestones and complete deliverables.
• ·         Results-Oriented:  A driver who possesses the ability to take actions and implement effective solutions in a timely manner. Willing to roll up sleeves and do the heavy-lifting and ground-level work needed to move a task or larger initiative to completion.
• ·         Problem Solving:  A creative yet pragmatic problem solver.  Methodical and hands-on as well as detail-oriented.
• ·         Analytical Thinking and Decision-Making:  A conceptualizer of enterprise and market trends/issues who can then integrate that thinking into marketing and business strategies.  Decisive and logical at thoroughly evaluating issues.  Excellent planning, execution and project management skills.
• ·         Teamwork and Interpersonal:  A team player and builder, receptive to ideas from others.  Shares information and keeps team members and partners informed. Works effectively with others to identify and resolve issues. Excellent interpersonal skills and an ability to interact successfully with all levels of management as well as a diverse work force.
• ·         Ethics: Highest level of professional integrity and honesty as well as personal credibility. 

Desired.

• High degree of computer literacy, including use of various software tools; Experience in MS Word, Power Point, Excel, email
• Knowledge of German/Spanish language beneficial

Commitment Required.  Ability to set and meet goals; sincere care for others; desire to be part of a winning team; ability to travel to perspective customers/vendors/trade shows.

Key Indicators / Measures of Successful Performance for Director of Marketing

The Director of Marketing has primary responsibility for integrated marketing (strategic and product/systems) and business development efforts that drive: (a) share gain in historically served markets, (b) expansion of the addressable market in North America for BEUMER Group products and solutions; and (c) revenue growth at a rate in excess of market growth.

Share gain is a factor of multiple, interrelated effects, including (among others): awareness; actual, communicated, and substantiated competitive advantage; price attractiveness (value-for-price); and indicated preference. Expansion of the addressable market depends on, among other factors, the identification of, assessment of, prioritization of, and execution on adjacent opportunities. Accordingly, key indicators / measures of successful performance for the Director of Marketing would include, illustratively:

• ·         Core growth (order intake and gross margin via price realization), at or above objectives
• ·         Quantifiable and appropriately robust growth in awareness
• ·         Quantifiable and appropriately robust growth in indicated preference
• ·         Quantifiable and appropriately robust growth in size of addressable market (supported with strategically attractive market growth projections)
• ·         Marketing/business development funnel development, growth rate, and pace
• ·         Marketing/business development funnel-to-sales funnel conversion rate and pace
• ·         Price realization as a percentage of YOY revenue growth, with sequential positive growth in price realization
• ·         Favorable variance to marketing and business development budgets, with sequential negative growth in cost per opportunity and cost per share point

2011 Key Milestones for Director of Marketing

• ·         Successful completion of BEUMER Corporation 2012 Marketing /Business Development Plan (including menu of tactical marketing and communications initiatives)
• ·         Successful support of BEUMER Corporation Strategy 2012-2013 development
• ·         Successful support of BEUMER Corporation Strategy 2012-2013 implementation and deployment (via BSC)
• ·         Successful onboarding and cross-functional integration with BEUMER Corporation divisional sales leadership and teams