Global Commercial Marketing Manager – Pulp

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Company: Buckman
Location: Memphis, TN

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Job Success Profile

Global Commercial Marketing Manager – Pulp

1. Mission Statement

The Global Commercial Marketing Manager position is responsible for contributing to the development and implementation of Buckman’s Global PT Strategies and Annual Business Plans for the assigned market segment with an emphasis on collecting, analyzing and making decisions based on market analysis; developing strong differentiated value propositions to position Buckman for growth in the market; leading Innovation projects through the Phase Gate process; ensuring profit maximization by leading and advocating for value-based pricing processes; collaborating with regional leadership to build market segment capabilities at the local level; and leading market development & diversification globally through internal and external communication activities.

2. Outcomes

Safety
  • Perform all activities with safety as the top priority.
  • Provide guidance on safety to less experienced associates.
  • Promote a culture of safety by identifying and reporting potential safety issues.

Market Segment Evaluation
  • Regularly collects, analyzes and recommends actions based on industry trend data.
  • Develops and implements strategy for Voice of the Customer (VoC) data collection.
  • Analyzes VoC data and recommends specific activities for Global Growth Strategy (GGS) implementation.
  • Collects, analyzes and recommends actions based on competitive data collection.
  • Maintains database of compiled data for Industry Trends, VoC data and Competitive Profiles.
  • Regularly communicates to BU Management, Global Industry Specialists (GIS), Product Line Marketing Managers (PLMM), Regional Marketing and all other PT BU stakeholders (Sales, R&D, GMs…etc.), changes in industry trends, VoC data and competitive activities.
  • Develops and maintains accurate market share data for the given market segment.


Differentiated Value Proposition Development
  • Defines and directs PT BU collaborative resources where to play and how to win – which customer, where, what solution.
  • Using internal and external market intelligence, defines an ideal future state for Buckman’s net differential value and branding in the marketplace (value proposition) with our people, select products, Smart and Digital (SD) products and service offerings, to deliver on the communicated GGS goals and objectives in the market segment.
  • Develops and implements plans to build Buckman’s capability of delivering our value proposition to customers.
  • Interfaces with customer groups to provide information on Buckman’s value propositions, new marketing efforts and to create a Buckman global market presence.
  • Works closely with BU Leadership, General Managers, PT Division Managers and Strategic Corporation Leaders to build local capabilities and strategies to deliver our value propositions to strategic customers.
  • Leads activities to continually build our product, service and knowledge capabilities to maintain a net differential value offering for our customers.
  • Provides leadership, guidance and strategic marketing support globally to generate year-over- year sales and profit growth consistent with PT GGS and annual business plan goals.
  • Directs GIS for implementation of GGS activities at the local level.


4 P’s of Marketing (Product, Pricing, Placement and Promotion)
  • Takes active role in thought leadership for submission of new product development projects into the Phase Gate process, with a primary focus on the development of a portfolio of differentiated technology for their market segment.
  • Evaluates, prioritizes and leads projects for their market segment through all aspects of the Phase Gate process, including, but not limited to, assessing fit to VoC/portfolio gaps, building the business case, managing project resources and timeline, establishing value-based pricing model and developing internal and external launch plan.
  • Contributes to the development of SD Products and brings them to market.
  • Takes a leadership role in delivering an exceptional Customer Experience, as part of the Buckman CX pillar.
  • In close collaboration with Global Marketing Communication, creates internal training and external promotional campaigns and tracks ROI associated with these activities.
  • Creates articles or technical papers for publication and/or for presentation at global conferences or in global magazines.
  • Takes a leadership role in industry trade associations.
  • Following the Buckman Publication Protocol; reads and approves documents for publication before presentation to customers or going to print.
  • Creates content that further advances the customer’s digital buying journey.
  • Develops and maintains necessary alliances with key value chain partners to satisfy Buckman’s market development and diversification.
  • Creates a strong global network of market segment technical experts; leads regular meetings to coordinate activities; helps to shape member KPMs; maintains records of coordinated activities and influences regional leadership to continually strengthen market segment expertise.
  • Develops, in conjunction with Regional Management, distribution network strategy to maximize sales and profitability.


Reporting and Record Keeping

  • Reports on opportunities and threats in innovations, economics, market & competitive trends related to products, services, applications, equipment, monitoring and trouble-shooting techniques.
  • Utilizes PMTz program to develop, document, track and report on own and direct report’s Key Performance Indicators (KPMs); performs quarterly review of KPMs; and performs annual Performance Review for direct reports. Global Industry Specialist for designated market segment will directly report to the Global Commercial Marketing Manager.
  • Identifies new ways to digitally manage and utilize data to effectively influence decision-making processes.
  • Submits trip BAARs/reports, quarterly reports and other reports as assigned in a timely manner.
  • Makes regular presentations to BU Leadership on progress in the assigned PT Market Segment.

3. Main Success Metrics

  • Zero Safety incidents
  • GGS move revenue and MPC
  • Global market segment revenue and MPC
  • New technology sales percentage
  • Digital selling initiatives implemented
  • Leads/sales generated by marketing initiatives
  • Internal – sales team satisfaction with selling tools
  • Marketing expenses as a percentage of segment sales
  • Trial success rate
  • Customer penetration/market share

4. Competencies:

Job Competencies – Results Leadership:
Ensures Accountability – Holding self and others accountable to meet commitments.

Aligns Execution – Planning and prioritizing work to meet commitments aligned with organizational goals. Consistently achieving results, even under tough circumstances.

Job Competencies – People Leadership:

Drives vision and Purpose

Builds Effective Teams – Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals. Models teamwork by working effectively with other leaders throughout the organization.

Develops Talent – Developing people to meet both their career goals and the organization’s goals.

Job Competencies – Thought Leadership:

Strategic Mindset – Seeing ahead to future possibilities and translating them into breakthrough strategies.

Possibility Thinking – Creating new and better ways for the organization to be successful.

Financial Acumen – Interpreting and applying understanding of key financial indicators to make better business decisions.

Technical acumen – Strong understanding of market segment production processes and the critical product properties important in developing and selling value propositions for Buckman.

Business Insight – Understands key business or functional concepts, practices and areas of knowledge and applies them in business situations. Keeps up with current and possible future policies, practices, and trends in the industry and organization.

Global Perspective – Taking a broad view when approaching issues, using a global lens.

Decision Quality – Making good and timely decisions that keep the organization moving forward.

Manages Ambiguity – Operating effectively, even when things are not certain, or the way forward is not clear.

Job Competencies – Self Leadership:

Nimble learning – Continual Self-Improvement, Lifelong Learner

Courage – Stepping up to address difficult issues, saying what needs to be said.

5. Minimum requirement to apply


Education: Bachelor’s Degree (BS/BA) in Science, Engineering or Business. MBA preferred


Must have had successful experiences:
Bachelor’s degree with at least 15 years of experience within a comparable business environment or a MBA and ten years of experience.
As Paper industry thought leaders, they will need excellent communication skills to represent Buckman at Customers, Technical Associations and in publication.

Strong Tissue market knowledge.

Location: Memphis
Language: English
Travel: 30%