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About HP
Location: San Diego, CA; Corvallis, OR
PageWide Industrial (PWI) is leading the way in high-volume printing markets. HP’s high-speed, high quality digital printing presses create new opportunities for digital print in customer communications, commercial print, publishing, and packaging. PWI is transforming the market from analog to digital by helping customers to dramatically reduce waste, grow their businesses, and improve their profitability. PWI operates in a business-to-business market with great opportunities for close customer interaction.
Paper Based Packaging (PBP) is one the biggest growth opportunities for PageWide Industrial, given the unmet needs of the market to move into more agile, responsive, and sustainable supply chains. Customers demand a different experience in packaging that only digital solutions can deliver, and this requires a deep understanding of customer needs and development of solutions to address them over time.
Job description
The PWI WW Packaging Product & Solutions manager applies packaging market and customer knowledge to lead the product management team across hardware, software, and solutions for our pre-print packaging solutions. “Pre-print” being our web press solutions to print on the paper which is adhered to corrugate fluting to form corrugate paper packaging. This role has the responsibility to gather customer insights, define the new product roadmap, improvement roadmaps for current platforms, and deliver strong New Product Introductions. In close coordination with the Sales team, this person will capture customer needs, and build competitive and industry intelligence capabilities to guide and prioritize development efforts.
This position requires a strong dual external and internal focus. External to capture customer needs and industry trends, as well as continuous feedback with the sales team. It’s also the key engagement with partners to leverage their capabilities to co-develop solutions and boost our ability to deliver solutions to market. Internally it is to understand our technology assets and define, together with our RnD teams, the best possible roadmap of solutions. It’s a continuous connection from market and customer down to the development of our solutions, ensuring there is a well thought process to define a winning plan for the Paper Based Packaging segment.
Key responsibilities
Deep understanding of the market and all industry players, including customers, partners, and competitors.
Product life cycle management: This person will be accountable for the Product Life Cycle, ensuring all product management deliverables are planned and met for any new or end-of-life product.
Portfolio management: responsibilities to define and update the product and solutions roadmap. This includes guidance on positioning, applications focus, value propositions and pricing.
New Product Introduction delivery: He/she will develop the new product introduction plan for bringing new products to market, provide required content for training and sales tools.
Partner development plan: while partners have multiple approaches (sales agreements, support to current products, future developments), this role will define/influence the development roadmaps of partners to create e2e solutions to be deployed to the market.
Product and solutions communication plan: in alignment with the sales team, create and deploy a communication plan to create awareness and confidence in our solutions in the market.
Product Stewardship: working with our social responsibility and sustainability teams to ensure our product compliance with relevant regulatory requirements
Lead the PBP segment strategy definition: define the plan to win in this segment, where to play (application, customers), which assets are required to win, and the execution plan. This is a cross-team effort between Sales and the Product & Solutions team. This strategy needs to be harmonized with the broader PWI strategy and Long-Term Planning for this segment.
Create a strong product management team, developing a product marketing discipline based on an external view of the industry as well as an internal view of HP from other businesses and the broader PWI team.
Pricing: determine pricing for pre-print printing solutions and consumables. Drive modeling of TCO and ROIs with Category and Sales to drive win campaigns with new customers and to drive increased printing with the install base.- Marketing: working with Industrial Print Marketing team drive strategy for promotional campaigns and trade show events to drive awareness and adoption in the packaging industry. While also driving targeted marketing awareness campaigns to educate end users to pull for digital packaging solutions.
Leadership: experience leading teams and working across Category and Sales to align on portfolio strategy to meet customer needs and alignment on deal pursuits.
Requirements and profile
- College degree in Engineering / Marketing / Business, MBA preferred.
- Deep knowledge of paper-based packaging industry, with understanding of manufacturing processes and key printing and converting technologies.
- Product management and product life cycle experience, from insights to product definition, forecasting, and NPI management.
- Experience in segment / market / applications strategy definition.
- Demonstrated knowledge of production inkjet technology and solutions.
- Strong leadership, communication, presentation, and interpersonal skills.
- Strong business acumen and organizational savviness
- Ability to operate in complex technology-driven businesses
- Ability to lead change and adapt to it in a changing business environment
- Passion for customers, committed to delivering solutions that bring value to them
- Ability to create high-performance and motivated teams
- Exceptional modeling and financial analysis for product investment choice points and pricing strategy
- Exceptional written and oral presentation capabilities for customer facing engagements, internal team engagements and upper management
- Management experience leading team of product managers
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