Product Manager Non-OEM

Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.

BRIEF DESCRIPTION

As Product Manager, you will own the Service portfolio of engineered products (non-OEM Wear parts, Spare parts, modernizations/upgrades) necessitated for optimum operation and lifetime extension of the customer’s assets. You will have overall responsibility for developing, promoting, and commercializing the Service portfolio globally, working predominantly with regional sales and service teams.  
As part of the BU Service, Asset Lifecycle Management (ALM) team, you will foster innovative business development models on a win-win basis (e.g. PPU model, annual sales volume contracts, stock agreements etc.) in conjunction with embed digitalisation to move away from price wars. Ambition is to maintain and strengthen our position as the number one supplier for the non-OEM engineered wear parts in addition to maximising market share for engineered parts for all brandsand equipment upgrades globally.

You can be based anywhere in Europe but preferably in Geldrop (The Netherlands) or Esbjerg (Denmark) and report directly to the Head of Product & Market Development (Wear, Parts, Modernisation), Service.

KEY RESPONSIBILITIES

• Working closely with global BU Services and regional management teams, develop and execute global strategy, aligned with BU Services’s vision to become strategic partner not only with our existing customers but also new potential customers using non-Andritz equipment.
• Responsible to achieve non-financial goals along with yearly financial budgets for order intake and margins.
• Develop and execute business development plans in collaboration with Global Sales and Services organisation, Innovation (R&D) and Operation teams (across the globe) to expand customer base and extend global reach.
• Thoroughly understand the main players in the feed (animal, aqua, Pet) and biofuel markets, reverse engineer wear parts (e.g., feed dies, extruder screws etc.), strategic sourcing of spare parts and development of upgrade/retrofit kits for the non-Andritz capital equipment by improving upon any deficiencies present in the original design.
• Be the leader to pioneer Smart (digital) technologies to convert customer mindset from commodity to value added wear parts, designed absolutely to their specific application needs and offer complete insights to enable intelligent decision making.
• Develop and promote concept of proactive Asset Lifecycle Management (ALM) to enable asset optimisation Services, encompassing Smart (digital) Services to deliver distinguished business outcome.
• Working with cross functional teams, critically analyse the current processes and systems to improve lead times, distribution structure and alternative competitive supply chains globally.  
• Frequent customer visits to understand pain points and develop convincing business case to develop products to close portfolio gaps.
• Thoroughly understand customer’s value chain and production process across multiple industries and bring solutions to achieve highest returns on the asset invested.
• Work closely with Services Backoffice (Quotation and Order Execution) teams to improve on associated KPIs.
• Manage and standardize product portfolio including value proposition and pricing to continuously improve our market competitiveness.
• Create Market Intelligence on customer requirements, competitor analysis, price and performance analysis.
• Prepare and provide know how on relevant product offerings, both internally and externally.
• Support and give product training to the global sales organizations to enable value-based selling.

Key activities:

• Complete PLC (product lifecycle) management of the existing portfolio and develop a range of innovative ideas for non-OEM product offerings with new business models.
• Lead the process from need identification, idea generation, product design, prototype validation till successful commercial launch.  
• To be the primary interface with Sales (capital and Services), Backoffice, Innovation, Automation, Digital and Operations teams.
• Attend customer meetings and travel to sites to understand gaps and future strategic partnership opportunities.
• Work closely with other Product Managers within BU Services and BU Capital teams.
• Work closely with Product Marketing team to develop appealing marketing collateral with concise and justifiable USPs to support the sales enablement and improved hit rate.
• Keep an eye for M&A opportunities to strengthen the footprint within the allocated product group.  

TECHNICAL SKILLS (knowledge)

• Product management and industrialization
• Product launch and marketing principles
• Machinery/engineering skills
• Excellent commercial awareness for interaction with customers 
• Information Technology skills (ANDRITZ IT Tools)
• Language skills :
  • English (must have)
  • German, Spanish, Dutch or Danish (good to have)

SOFT SKILLS (skills and behaviors)

ORGANIZATIONAL #1ANDRITZWay
Customer Focus:
Resolve issues with my colleagues and other business organizations in a way that appears seamless to the customer
Listen and fully understand the customer needs
Bring the voice of the customer into all our conversations and actions
Check whether my customer is also a customer of other business organizations and team up to ensure a seamless customer experience
Foster strong partnerships with stakeholders to maximize customer value
 

Ownership for Performance 
Keep my promises
Focus on fixing the problem without blaming others
Take responsible action rather than waiting
Focus on outcomes while respecting compliance, safety and processes
Look for the simplest way to do what we want to do
 

Share Commitment
Align the interests of the Group with my own or those of our team / business organization
Adopt other people's good ideas or initiatives, rather than "reinventing the wheel"
Encourage collaboration
Give, accept, and ask for feedback and help
Apply learnings from successes and mistakes and share them with other business organizations
Offer resources to others outside my team or business organization to help them resolve their challenges

Openness
Listen to others to fully understand their ideas
Openly share what I know with others
Show trust in the ability of others by encouraging them to deliver or to make prompt decisions
Walk the talk

POSITION

• Entrepreneurship with strong business acumen
• Leadership and passion
• Analytical thinking
• Communication  
• Self-driven and result orientated
• Collaboration and interpersonal skills
• Work independently and in a matrix structure
• Ability to set targets and follow up on milestones

SCHOOL EDUCATION

Minimum    Bachelor degree in engineering background or similar technical background and experience
Desirable    Degree in Business Administration or similar.

EXPERIENCE

Experience:

• Minimum 5 years proven track record in industrial product management and commercialization, sales (capital or Services) or related industry experience on a global level.
• Practical experience of developing and promoting Services products.
• Comprehensive knowledge of the latest trends in industrial digitalisation, Services operations, asset and process optimisation.
• Deep understanding of Feed & Biofuel industry and supply chain management is highly desirable.

Industrial Sector: Feed Milling, Extrusion, Biomass and Waste

OTHER REQUISITES

Considerable travel activities worldwide (up to 30%).

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.