Market Development Manager

Description

Responsible for the execution of strategy for market-facing initiatives to drive and maintain growth in assigned market segments. Develops and executes market plans while also monitoring their effectiveness and adjusting when necessary. Serves as an expert on EBME framework and coaches others. Manages Stage Gate Projects through completion and/or serves as Marketing subject matter expert as needed. Effectively collaborates and communicates with all relevant stakeholders within assigned market segment.

Accountabilities

• Annual Earnings: variable margin gains from closing new business for initiatives led
• Growth: for assigned market/channel(s), growth measured by launch effectiveness (year 2 revenue vs gate 5 target); Gate 5 launches (measured by projected year 2 revenue); new business from market development and innovation (won business in OM that is either in a new product or a new application)
• Capabilities/Talent Management: provides marketing subject matter expertise and coaching to marketing and business teams; navigates and owns personal career development

Responsibilities

• Contributes to the development of addressable market maps and existing offers through segment cross-functional teams
• Responsible for determining the best path for specific initiatives surfaced from market strategy work, developing the plans for execution, executing the plan (either directly or indirectly) and monitoring its effectiveness
• Leads or supports growth projects as a Marketing resource by using Stage Gate to make high-quality strategic choices on all initiatives; assists others as needed
• Establishes and tracks metrics to ensure post launch efforts are contributing to segment strategy and performance; provides recommendation to Marketing leaders if changes are needed
• Enters new opportunities for initiatives into Leads Management (SFDC) so that leads can be properly managed and tracked as they are passed on to Sales
• Recommends potential growth initiatives in the market based on market trends and insights, as well as customer discovery
• Creates understanding of value of Eastman offerings vs. alternatives by developing Economic Value Estimates (EVE™) with Product Manager
• Develops transition plans and materials as well as provides coaching to Sales and other supporting functions in preparation for a new product launch
• Communicates offers that tie to initiatives; offers may be new, existing, or revised
• Draws conclusions from multiple sources to create insights that support growth projects
• Networks and becomes an industry expert in assigned markets
• Interfaces with leverage points through the value chain to identify potential product and application opportunities

Qualifications

• A bachelor’s degree in Business, Marketing or Technology
• 8+ years’ commercial experience combining strong strategic marketing skills with a strong bias for execution
  • Preferred experience: Semiconductor/Electronics industry knowledge
• Strong business/marketing acumen
• Industry experience and knowledge of the relevant value chain is preferable

Functional Skills and Capabilities

• Develops Marketing Skills in others
• Develops Industry/ Market Expertise and Insights
• Identifies Opportunities
• Demonstrates Segmentation and Targeting
• Manages Projects
• Develops Business Cases (Investment Level)
• Develops Marketing Mix
• Develops Value Propositions and Offers
• Assesses Solution Feasibility
• Activates Markets
• Decision Making
• Collaboration