Aftermarket Product Marketing Lead at Baltimore Aircoil Company in Jessup, Maryland

Job Description:

POSITION PURPOSE

The Aftermarket Product Lead is responsible for supporting BAC’s value proposition and sales growth in North America. They will be product strategy and sales process experts. They will develop, launch, and facilitate training of innovative tools communicating the BAC Aftermarket value proposition to sales representatives and customers. They will have a thorough understanding of BAC’s core markets, along with supporting channel expansion.

PRINCIPAL ACCOUNTABILITIES

• Identify and implement initiatives to increase the overall sales execution for NA Aftermarket


• Thoroughly understand how building engineers, owners, and service contractors use product information, and develop / execute digital strategies to reach them.


• Support BAC’s sales network with technical literature and selling tools that communicate BAC OEM value proposition as a preferred choice for Aftermarket needs within the industry


• Create BAC Aftermarket content of guided selling tools, case studies, and product spotlights to strengthen BAC’s position in the replacement parts market


• Build on existing Aftermarket training curriculum for both internal and external partners across all channels through expanding technical and sales courses


• Participate with leadership towards expanding BAC’s ecommerce platform and utilizing best practices for a world-class customer experience


• Align with BAC’s digital transformation by incorporating the latest technology trends towards the Aftermarket value stream map for improved speed of communication


• Interpret product performance trends and market data, and recommend changes to optimize price, PGM, volume and revenue


• Facilitate launch activities, such as sales tools, products, and offerings, for NA Aftermarket in synchronization with other departments in the Sales & Marketing division


• Develop and deliver persuasive presentations about BAC’s differentiated solutions to sales representatives, peers, customers, and industry groups.


• Maintain competitor knowledge to create and adjust sales strategies in cooperation with Sales Management


• Collaborate with the Global Aftermarket team and leverage resources for largest impact

The Aftermarket Product Lead will report to the Manager of Aftermarket Operations - North America.  This role is responsible for working with BAC employees at all levels of the organizations, sales representatives, consultants, contractors, and product end users.  The assigned location for this position is the Jessup, Maryland Office, and there will be some travel to jobsites, sales representative and customer offices, and tradeshows.    

KNOWLEDGE & SKILLS

• Excellent oral and written communication skills, and strong leadership and interpersonal skills


• Bachelor of Science in Mechanical Engineering/ Marketing Management/ Digital Technology, OR engineering/ business degree with appropriate level of experience and coursework preferred; MBA is a plus


• At least 8 years of relevant work experience, preferably with Aftermarket, HVAC, refrigeration, or industrial equipment markets


• Ability to manage projects from inception to completion, and work cross-functionally in a collaborative global environment


• Skilled in product management with experience in value proposition development, payback analysis, and product positioning.


• Strong business acumen with experience in analyzing financial and sales data, extracting relevant information and providing recommendations to improve results.


• Strong project management experience with proven ability to coordinate project resources and timelines for multiple projects at once.


• Skilled in market research and communicating market needs and trends to influence business strategies and new product development.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to stand and walk up to 20% of the time. Working conditions include those of a normal office environment, as well as the standard hazards associated with construction sites. This position requires occasional lifting of up to 30 lbs and travel up to 15% of the time.          

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