Senior Marketing Manager

Supporting the specialty engineered materials (SEM) business within Avient, the High Performance Computing (HPC) Market Development Manager is responsible for identifying growth opportunities and customer targets; building high, wide and deep customer connections; selling Avient value; driving new specifications; managing projects start to finish; and ultimately contributing to the closing of new, profitable business by focusing on HPC applications including high speed connectors, fiber optic cable, power cable, and cooling solutions designed for Data Centers and Broadband Networks (including 5G). This individual is a thought leader who performs independently and has demonstrated the ability to influence peers and higher levels in organizations (external and internal). This individual will collaborate with sales leadership, technology leadership, marketing, and sales teams globally to achieve business objectives. Location: remote or hybrid Essential Functions

* Profitable Growth: Develop account relationships; identify specialty polymer and fiber opportunities in the High Performance Computing market, along with other emerging Data Infrastructure and Connectivity markets to drive market development activities and profitable growth. Drive business growth through voice of customer (VOC) and new material specifications. Support market development programs for new markets and/or penetration of existing markets to capture adjacent and/or new opportunities. Own key linkage between customer, business, and technology. Lead cross-functional teams (sales, customer service, marketing and technical functions) to accelerate and drive profitable growth with targeted accounts. Collaborate globally and across business units to achieve win-win growth.

* Customer Relationship Management: Manage strategic relationships, cultivate new alliances, and monitor competitive activity. Conduct executive marketing / sales calls to establish and maintain customer contact, identify customer needs, promote sales efforts, evaluate market trends, and develop business within target accounts and industries. Establish a linkage between the customer's business strategy and Avient's capabilities; develop product roadmaps for strategic accounts

* Market and Competitive Intelligence: Conduct market research and analysis to track future marketplace trends, customer needs, competitive data, as well as product / service performance and acceptability. Ability to translate customer needs collected through VOC into product solutions activity. Develop deep understanding of and share knowledge of key markets, players within these markets, target applications, requirements, trends, and needs as well as Avient's potential.

* Innovation: Develop and implement market- and account-specific strategies and growth plans; provide feedback on resource needs and emerging opportunities; recommend to Marketing and Product Management changes in Avient product / service offerings by evaluating product results and competitive developments.

* Strategic Planning: Support development of the strategic plan, annual operating plan and marketing plan. Implement the strategic marketing direction with plans to address industry trends, competitive positions and specialization strategy.

* Sales, Customer Support, and Training: Support the development of business unit and corporate marketing training programs.

Essential Duties & Responsibilities

The purpose of the Marketing Function is to deliver:

• Profitable growth.
• Gross margin targets as a percentage of sales.
• Gross margin percentage expansion.
• Vitality index growth.
• Vitality GM targets.
• New product launches.
• Engagement of customers and the business leveraging key tools such as situational analysis, sales & marketing plans, the POL process, EVE tools, the pricing quote tool, marcom resources, effective product launch kits, etc.
• This role is a senior role in terms of thought leadership in driving innovation and growth by leveraging sales, technology and marketing globally.
• Monitors business results. Initiates and updates Strategic Plan in conjunction with management in each region.
• Track and measure key market trends, competitive position, and delivery on specialization strategy.
• Identify new ideas and opportunities for growth.
• Generates and monitors effectiveness of sales campaigns, advertising programs and technical literature. Ensures industry sales records are analyzed and performance is evaluated against sales targets. Monitors gross margins and profitability against control standards. Reviews industry prices, discontinues unprofitable products, and supports price increases.
• Establishes and implements the industry's overall marketing goals. Monitors business results. Initiates and updates Strategic Plan in conjunction with management for their industry in each region.
• Directs or oversees the development and introduction of new products with sales, research, manufacturing, and distribution. Supervises or monitors the development of new product pricing, technical literature, advertising campaigns, definitions, specification, and performance standards.
• Develops, reviews and coordinates product promotion, technical presentations, and advertising through marketing staff and Marketing Communications.
• Directs or oversees new market development for current or prospective programs of for the penetration of existing markets. Directs or oversees market research and analyses to track future marketplace trends, customer needs, competitor data, and product performance and acceptability. Monitors results and formulates short and long-term
  marketing strategies. Presents strategies to upper management for approval.
• Experience interacting with senior executives, possess executive presence and ability to communicate recommendations with confidence.
• Ensures customer and Avient sales personnel receive continuous technical support in the form of up-to-date product application technology, training, and problem solving. Develops contacts with major customers and suppliers. Conducts executive marketing/sales calls to maintain customer contact, promotes sales efforts, evaluates market trends, and develops business at target accounts.
• Selects, trains, develops, and motivates an effective supporting staff. Provides direction and training in Business
  Unit/Company/Corporate wide marketing training programs.
• Works closely with Environmental Health & Safety to ensure products meet local, state, and federal/country regulations.
• Coordinates and attends various trade/organization functions to develop business contacts and gather market information.
• Supports and is committed to Avient's LSS improvement process. Plans strategies to ensure error-free work and conveys this attitude in the daily performance of various duties.
• Coordination, support, and participation in the POL process and the situational analysis system.
• Develop and implement the strategic marketing direction for their industry.
• Creates value proposition for the assigned industry, focusing on the customer and ensuring product quality and consistency.
• Creates brand identity and recognition for the assigned industry.
• Responsible for communicating marketing activities to regional sales team, customer service, global partners and manufacturing to ensure smooth transition of strategy to action.
• Holds strategic conversations with R&D and partners to set direction for Avient in the assigned industry. Takes customer and market trends, feedback, and opportunities to create technology focus. Owns key linkage between customer, business and technology.
• Leads the development and planning of the industry approach, modeling, and marketing communication(s).
• Drives measurement and tracking activities including market size, market share, and ROI.
• Provides leadership to and manages the business unit marketing team. Includes performance evaluations, management of personnel related issues, implementation of performance plans, and coordination of personnel changes, succession planning, and mentoring & coaching. Team members may be located in a remote location.

Scope

• Personnel: Has a small team of direct reports. And typically has multiple industries and/or global interactions required.
• Budget: $250,000 or more.
• Sales Revenue: Business unit specific.

Other

Typically reports to Marketing Director or equivalent.

Qualifications

* Bachelor's or master degree ideally in an engineering discipline, polymer, chemistry or related science

* 5-10 years of HPC experience with a proven track record of winning new business at the Tier 1 / OEM / End Customer

* Deep understanding and experience qualifying specialty electronic materials and solutions in the HPC market

* Knowledge of HPC value chains; especially where, how, and why materials are specified

* Highly motivated, self-starter with drive for success

* Strong customer centric attitude, business acumen and not afraid of cold calling

* Strong analytical thinking, organizational and collaboration skills

* Excellent negotiation and persuasion capabilities

* Ability to influence and communicate across all roles and levels both internally and externally

Hands-on ability and willingness when needed

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