Product Manager, Functional Proteins

LGI Company:

Proliant Meat Ingredients

 

 

Job Title:

Product Manager, Functional Proteins – U.S. & Canada

 

 

Reports To:

Vice President of Sales & Marketing

 

 

Purpose:

The Product Manager (PM) is responsible for managing the sale of all Proliant Functional Proteins in North America via direct contact with customers and in supporting the efforts of the entire sales organization.

 

Calling on his or her technical and sales experience specific to functional proteins, the Product Manager will work to identify and exploit business opportunities with new and existing customers; provide technical expertise and support to customers and internal constituents; support the Technical Group in application and product development initiatives; provide direction and subject matter expertise to the sales organization; identify and develop new markets; and contribute to divisional growth objectives.

 

Furthermore, the Product Manager is tasked with designing and implementing corporate strategies and tactics related to the sale of Proliant Functional Proteins, as well as managing a total program of seller-buyer relationships within existing and prospective customer organizations. The Product Manager will have P&L responsibility for the Proliant Functional Protein Product Category

 

 

The duties and responsibilities of the Product Manager demand skills and competencies uniquely tailored to manage and grow Proliant Meat Ingredients’ portfolio of functional proteins:

 

Required Skills

 

Key Competencies

§  Functional Protein Selling Experience

§  Strong Communication Skills

§  Strong Interpersonal Skills

§  Cross-Functional Team Leadership

§  Business and Financial Acumen

§  Relationship Management Skills

§  Problem-Solving Skills

§  Flexibility and Adaptability

§  Ability to formulate and execute plans, strategies, and tactics

§  Ability to work with cross-functional disciplines

§  Business Development Experience - Prospecting

§  Consultative Selling Experience

§  Technical Skills – Product Design / Application Science

§  Analytical and fact-based decision making

§  Self-Directed, Needs Minimal Supervision

§  Experience with Miller Heiman Selling Disciplines – Strategic Selling™ and Conceptual Selling™

 

 

§  Team Building and Collaboration

§  Ability to orchestrate organizational resources

§  Ability to find and deliver customer value

§  Accuracy and Attention to Detail

§  Technical Selling Skills

§  Competitive – Driven to Succeed

 

 Job Duties

 New Business

 

§ Proactively identify and develop opportunities for introduction of Proliant Functional Proteins

 

§ Conduct necessary marketplace and customer diagnostics (e.g. competition, volume implications, applications, etc.)

 

§ Conduct joint calls with the sales team to introduce Proliant Functional Proteins with customers

 

§ Develop category selling strategies

 

§ Manage the sales process from lead development to closure

 

§ Respond to new business leads generated through marketing initiatives

 

§ Identify and develop opportunities for strategic alliances and partnerships

 Customer Management

 

§ Establish and strengthen relationships with the various buying influences in each customer organization

 

§ Design and develop value-added solutions to meet customer needs

 

§ Proactively problem-solve in order to eliminate barriers and reduce red flags

 

§ Actively participate in contract and program negotiations

 

§ Direct and lead integrated team selling efforts with assigned customers

 

§ Direct company resources in order to satisfy customer needs (e.g. Applications, R&D, QA, Manufacturing, etc.)

 

§ Become familiar with the customer’s business through web-based research, marketplace research, and participation in industry seminars and tradeshows

 

§ Identify and understand our customers’ customers (the end user)

 Strategic Planning

 

§ Confirm and identify customer needs, challenges and opportunities in order to develop a viable value proposition

 

§ Identify industry trends and emerging marketplace opportunities

 

§ Provide business intelligence and insight into the competitive landscape

 

§  Conduct regular business reviews with customers in order to monitor relationships, re-affirm strategies linked to needs and ensure the appropriate stewardship of company resources

 

§  Develop annual business plans for the category while assisting the sales team in the execution of these plans with their assigned customers

 

§ Develop category budgets and forecasts for assigned and prospective customers

 

§ Provide the sales team with input and direction as it relates to category product planning for existing customers

 

§ Utilize Miller Heiman sales planning and professional selling disciplines to improve sales outcomes and shorten selling cycles

 

 

 Job Duties

 Technical Support

 

§ Provide input and direction into product development and design with the Technical Group

 

§ Provide the Technical Group with marketplace intelligence and feedback

 

§ Provide support and direction to brokers and distributors as required or requested

 

§ Assist in the design and development of technical support materials to communicate the value of Proliant Functional Proteins

 

§ Provide technical support and direction to sales and marketing team members as required or requested

 

§ Coordinate and lead all functional protein technical presentations as required or requested

 

§ Represent Proliant Meat Ingredients – as a subject matter expert – at industry events

 

§ Participate in customer plant trials and / or on-site evaluations as necessary

 

§ Participate in new product development processes and initiatives as required or requested

 Accountability

 

§ Increase functional protein product revenues, availability and profitability in North America

 

§ Assume ownership of issues and opportunities relating to Proliant Functional Proteins

 

§ Execute against defined performance metrics

 

§ Serve as an effective steward of company resources

 Sales Administration

 

§ Maintain and update customer information and related activities via standard company systems

 

§ Review and monitor monthly sales reports to ensure accuracy

 

§ Submit required sales documentation in a timely fashion (e.g. bi-weekly reports, expense reports and forecasts)

 

§ Utilize existing systems to provide timely & accurate sales forecasts

 

§ Respond to management-derived informational requests in a timely fashion

 Communication and Collaboration

 

§ Adhering to deadlines, submit customer meeting reports with management and respective constituents

 

§ Provide ongoing and expanded communication with all company stakeholders

 

§ Coordinate customer and internal resources in order to identify needs, determine project parameters and ensure overall success (e.g. timelines, performance metrics, etc.)

 

§ Prepare for and actively participate in conference calls and sales meetings throughout the year

 

§ Maintain regular contact with assigned customers

 

Job Duties

 Marketing Support

 

§ Provide input into marketing program development and implementation

 

§ Design and manage targeted sales initiatives related to Proliant Functional Proteins

 

§ Provide input into the creation of marketing strategies and support materials for the category

 Personal Development

 

§ Take action to improve one’s own knowledge and skills via seminars, formalized education and professional training as appropriate

 

§ Participate in company-provided training

 

 Job Requirements

 

§ Must have knowledge of key account strategies and the ability to analyze business trends and product cycles.

§ Ability to effectively communicate with management, research staff, customers and other business contacts.

§ Ability to effectively communicate product information of a technical nature to customers, distributors and brokers.

§ Ability to manage and maintain corporate and customer confidential information such as formulations, results, etc.

§ Knowledge of organizational methods and the ability to manage multiple tasks and projects simultaneously.

§ Must be comfortable presenting to customers, team members and corporate management.

§ Ability to manage and build relationships throughout each customer organization.

§ Must be an organized, self-starter who works well independently.

§ Ability to comply with work related deadlines.

§ Ability to travel up to 45% on Proliant business.

§ Ability to work daily and extended hours as necessary.

§ Ability to assist with special or ongoing projects as instructed by management.

§ Proficiency with technology and basic software systems, including Microsoft Word, Excel and PowerPoint.

§ Ability to promote teamwork among the sales group and with other internal departments.

 

 



Job Qualifications

 

Education:

A bachelor’s degree in food science, meat science or business administration is required. Graduate degree a plus.

 

Experience:

A combination of national and key account sales, functional protein sales (soy, starch, carrageenan and / or gelatin), technical sales, and an understanding of meat and poultry products is ideal.

 

Five to ten years of employment within the ingredient, meat and poultry, and / or food processing industries is required.

 



“Note:  This is not necessarily an exhaustive list of the job duties and requirements associated with this job, but is intended to represent an accurate reflection of the current job.”