Category Market Development Manager– Labels and Packaging

HP•Alpharetta, GA

2d•$178,000 - $220,000

About The Position

Responsible for helping customers who are interested in entering the digital printing market or diversifying their product offering to build their business to take advantage of opportunities built around their new HP press. This position will be responsible for working with businesses to build its core competencies in the area of digital converting in Packaging and Labels. They will also help companies build their go-to-market (GTM) operations to sell and market digital output. Driving the realization of sales goals by ensuring customers know the value propositions of products and making sure the GBU is incorporating customer and market feedback into product development. Responsible for creating sales educational materials, influencing marketing plans and marketing deliverables, supporting sales in front of customers and for positioning the product line balancing both competitive pressures and HP’s financial goals. The Category Market Development Manager is responsible for all driving adoption of the Labels and Packaging product lines into Net New customers and existing customers who want to diversify their applications into Labels and Packaging. The role requires effective interaction within a matrix organization including regional and strategic sales, regional and strategic accounts, Professional Services and Service, the GBU, and the Software and Solutions business unit.

Requirements

College degree in Marketing/Business/Technical, MBA preferred
Deep understanding of the Label or Packaging market, and HP Indigo products preferred.
Strong business acumen and product marketing skills
Strong communications and inter-personal skills
Ability to navigate between strategic view and detailed analysis
Ability to think strategically (what and why), as well as tactically (how).
Ability to influence individuals and teams without direct “line of authority”.
10 or more years in the Industrial Print business (Graphic Arts industry)
Able to network internally across key stakeholders both internally and externally
Previous Product Marketing/Management experience

Responsibilities

Presenting to customers new growth opportunities in digital Label and Packaging converting.
Helping customers to build their core production capabilities to incorporate HP digital printing and workflow solutions.
Driving adoption of HP digital printing solutions in the Labels and Packaging area (e.g. placing more 6K+, 200K and v12’s in the field).
Ensuring customers have a smooth transition to incorporating their HP digital press in service, thereby driving faster adoption rates and higher print volumes.
Tracking sales results vs sales goals and determining what are the causes of gaps in our results and determining the action items to overcome those gaps.
Provide market-based feedback to the GBU to ensure new product development incorporates value added features
Help the category team understand product strengths and weaknesses, missing features
Work with Software and Solutions to produce new features based on market requirements, and develop better professional services to help customers ramp up their business.
Provide support and analysis to category managers regarding wins and losses, including gaining customer feedback on why HP lost deals, and how many blind spots we had and why we had those blind spots.
Work with Marketing to ensure proper lead generation and customer awareness of products to meet sales goals
Develop materials that can be used by Sales in the sales process.
Develop materials that can be used by customers as a roadmap to building their business designed for growth in the Labels and Packaging segment.
Support Category Managers to develop product and solution value propositions based on product capabilities and financial goals of our customers

Benefits

Health insurance
Dental insurance
Vision insurance
Long term/short term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure
11 paid holidays
Additional flexible paid vacation and sick leave