Product Manager - Fiber and CVT (Thermal Ceramics)

Overview:

Morgan Advanced Materials is a business rich in history and innovation. Founded in the UK in 1856, we have grown into a global organisation with 70 sites in 18 countries. Our model to serve our customers where they need us has led to a diversified product range using our unparalleled expertise in ceramic and carbon materials, which we exploit to solve difficult problems for our customers across a diverse range of markets.

We are a purpose driven organisation. Our purpose is to use advanced materials to make the world more sustainable and to improve the quality of life. We deliver on that purpose through the products that we make, and the way that we make them.

The Thermal Ceramics division designs, manufactures and installs a broad range of thermal insulation products that significantly reduce energy consumption and emissions in a variety of high temperature processing applications. Our product offering is extensive and covers application needs from Industrial to Commercial markets.

Key Figures: Revenue £1,114.7m (2023), ~8,500 employees, manufacturing in 20+ countries, and a global customer portfolio. A UK PLC with head office located in Windsor, Berkshire UK.  Listed on London Stock Exchange; Member of the FTSE 250 Index.

Wanting to make a real difference?

Reporting to the Marketing Manager, the Product Manager is responsible of, on selected Market and segments, enabling the current and future sales of the product portfolio through the Region by working with a number of stakeholders, both internal and external.

The Product Manager is important to the development of the strategic vision of Thermal Ceramics Europe and is responsible for the tactical delivery of the marketing needs of the product line business.

Responsbilities include the following:

Financial Results:

• Meet or exceed annual product lines revenue budget
• Meet or exceed annual product lines Gross Margin budget
• Meet or exceed % of new product sales target
• Contributing to the TC EU annual revenue and EBITA budget

Strategy:

• Deliver ‘Sustainable Profitable Growth’ through identifying non-cyclical growth markets (high CAGR) for both existing and potential new products.
• Establish a market analysis (market map) that identifies key strategic drivers for the market, resulting in an ability to clearly forecast market changes in terms of product requirements, volume requirements and pricing, factoring in PEST influences
• Through establishing customer needs (e.g. FIND, Voice of the Customer etc.), direct the R&D team to develop product distinctive competencies which clearly fulfil market and customer requirements
• Develop portfolio fact based distinctive competences that lead to unique selling proposition which need to be documented, maintained and made available to the sales organization
• Identify NBA (next best alternative) and evaluate impact of potential technology
• Regularly visiting customers and attend major events
• Technically speaking, be the technical ambassador (non R&D) for Thermal Ceramics
• Hold End-user/OEM/Licensor etc. marketing and seminars
• Position the Company at key licensors, design institutes, OEMs, end-users
• Support/lead selected market/Segment focus and strategy

If applicable in the given markets/segments and product portfolio:

• Identify and pursue certification needs related to product, solution of the portfolio which will enable the market positioning/sales.
• Design and validate systems value proposition together with application and thermal engineers
• Keep an update roadmap of activities, such as qualification, certification and testing that unlock market and business
• Presenting white paper at conferences/industry forum
• Act as technical support for high sensitivity matter (not at R&D level)

 Operational Management:

• Take ownership and is accountable to identify solution to business problem affecting the product line
• Encourage entrepreneurialism whilst establishing risk mitigation processes.
• Establish links between manufacturing, sales, R&D, market analysis and Marketing Communications and collaborate with other Marketing stakeholders, such as Product Managers and Global Marketing organization.
• Suggest a price escalation framework for the sales organisations that results in product pricing that ensures Thermal Ceramics Europe achieves the maximum return from the premium value proposition that the product delivers, maximises revenue and gross margin yet with awareness of EBITA impact.
• Establish competitor analysis to enable enhanced understanding of current competitor positioning, and their value proposition development in terms of technology, price, target markets, etc.
• Work with Group Marketing to deliver timely, effective communications of customer propositions, highlighting the compelling needs-based nature of our products, within Brand guidelines.
• Continuously review the market requirements, through execution of processes (e.g. FIND, Voice of the Customer, Technical Roadmaps etc.) in order to support technical innovation to develop new distinctive competencies in partnership with the Sales and R&D teams.
• Support new product development processes (e.g. Business justification, New Business Development Pipeline, Technical Roadmaps etc.) in order to minimise time to market, minimise cost to manufacture and minimise product variability.
• Deliver product training as required to ensure that all members of the sales team are capable of delivering the product family value propositions.
• Support the prioritization and business decision related to the S&OP process.
• Support the Marketing Manager and Straegy & Marketing Director, Thermal Ceramics EMEA in the development of the strategic (3 year plans) and financial (annual budget) business plans and in selected activities

• Graduate, preferably with engineering or business degree.
• Knowledge of sales techniques: knowing about different ways of selling, sales models, account management approaches, account planning methods, pricing structures etc.
• Possibly knowledgeable of Morgan products: features, benefits, and how customers use them to support their own businesses
• Knowledge or willing to learn Marketing processes, tools and technique
• Fluency in English with a 2nd European language (e.g. German, French, Italian, etc.) preferred.
• Ability to think strategically and execute tactically.
• Ability to deal with large number of stakeholders under pressure within complex situation

• Experience within the Thermal Insulation market preferred or a material engineering-based business.

Morgan Advanced Materials is an EEO/AA/M/W/D/V Employer Ind-1