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Position Overview
Own the go-to-market strategy by industry and drive profitable growth across the different End User Markets / Industries in which Ruhrpumpen participates. Lead market segment managers to build demand, shape product/solution roadmaps with PLMs/R&D, raise win rates, and expand participation in prioritized markets.
Key Responsibilities
Strategy & Leadership
- Set market strategy and positioning per segment (customer prioritization, channels, solution offers).
- Lead and coach Segment Managers; clarify interfaces and decision rights in a matrix with Regional Sales VPs/Directors.
Business Development
- Build 3-year growth plans with bookings, margin, and share goals; translate into regional targets.
- Drive “must win” discipline and pipeline hygiene (monthly reviews, strategy challenges, CRM hygiene).
Strategic Planning
- Co-own segment roadmaps with PLMs/R&D for new/adjacent applications.
- Coordinate with Brand/Comms and Sales Enablement for segment content, training, and campaigns; raise influence at EPCs/design institutes.
Cross-Functional & Governance
- Participate in RP’s Steering Committee and cross-functional forums to set priorities and remove execution bottlenecks.
- Provide quarterly segment performance readouts to executive leadership/Board.
Key Performance Indicators (KPIs)
- Bookings growth by segment.
- Hit rate (quote-to-order) and cycle time; GPS quote level adherence.
- Pipeline coverage & quality; CRM data completeness and “must win” follow-through.
- New offer adoption: roadmap milestones met
- Increase market Approved Vendors Lists acceptance
Qualifications
- 12–15+ years in industrial Global B2B (pumps / rotating equipment or adjacent /Engineering Firms) with segment leadership experience.
- Proven market development and matrix leadership across regions.
- Strong command of CRM and quoting governance.
- Demonstrated partnership with other areas to shape roadmaps and bring new/adjacent offers to market.
- Executive communication and relationship skills for senior customers, EPCs/design institutes, and internal leaders.
Working Relationships
Internal: Regional Sales Directors/VPs; Product Line Managers; R&D/Product Development; Sales Ops (CRM/GPS); PMO/Operations/Quality; Brand & Communications; Finance.
External: End-users, EPCs/design institutes technology collaborators.
Reports to: President, Sales & Marketing
Direct reports: Market Segment Managers
Travel: 30–40% (global)
At Ruhrpumpen, we value every employee, recognizing that each person contributes to our success through their position. We are one team! … Join our growing team!
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