Global Director of Segment Management
About The Position
The Franke Foodservice Systems division is a world-leading supplier of kitchen facilities, equipment and supplies solutions. As a full system manufacturer, distributor and program management partner, we supply global chains in the quick-service restaurant, convenience store and supermarket segments, helping to manage unit growth and upgrade their facilities. The Global Director, Segment Strategy – Strategic Accounts is responsible for defining where and how Franke competes across priority foodservice segments. This role leads the development of global segment strategies by translating deep customer and market insights into clear target segments, value propositions, and go-to-market approaches. Acting as the connective layer between Sales, Product Management, and Marketing, this role ensures that Franke’s investments, product portfolio, and commercial focus are aligned to the most attractive growth opportunities. While the role engages directly with strategic accounts to generate insight and co-create solutions, it does not own account relationships or product roadmaps. This role reports to the Global VP Marketing & Product Management, is a member of the Global Marketing Leadership Team, and leads a global team of Segment Managers across AMERICAS, EMEA, and APAC.
Requirements
- Deep ability to translate customer behavior into actionable strategy
- Ability to define clear choices on where to compete and how to win
- Strong understanding of revenue, margin, and business case development
- Ability to influence without direct authority across Sales, Product, and Marketing
- Ability to synthesize complex data and market signals into clear direction
- Ability to clearly articulate strategies and influence senior stakeholders globally
- Bachelor’s degree in Engineering, Business, or Marketing; MBA preferred
- 15+ years of B2B experience across product management, product marketing, or commercial strategy
- Experience in foodservice or adjacent industries strongly preferred
- Proven track record in segment strategy, market development, or product-market alignment
Responsibilities
- Define and continuously refine global foodservice segments and sub-segments (e.g., by format, application, or operational model)
- Identify priority segments based on attractiveness, competitive position, and strategic fit
- Establish clear “where to play / where not to play” choices
- Define target customer archetypes and buying structures within each segment
- Develop segment-specific value propositions and strategic growth plans
- Define how Franke reaches and serves priority segments, including channel strategy, coverage models, and partner approaches
- Partner with Sales and Marketing to align execution with segment priorities
- Guide the development of segment-specific messaging, positioning, and commercial programs
- Engage directly with selected strategic accounts to gather deep operational and business insights
- Conduct in-field immersions (e.g., in-store visits) to understand workflows, pain points, and unmet needs
- Identify whitespace opportunities, emerging trends, and new applications
- Lead customer co-creation and ideation sessions to generate new concepts and solutions
- Translate segment and customer insights into clear inputs for Product Management
- Partner with Global Product Management to inform product and service roadmaps
- Co-develop business cases and opportunity sizing for new product concepts
- Advocate for segment priorities in product investment decisions
- Align with Sales on target segments, priorities, and value propositions
- Support Sales with segment insights, tools, and strategic direction (without owning accounts)
- Collaborate with Marketing Communications on segment-driven campaigns and content
- Ensure global consistency while enabling regional adaptation
- Lead, develop, and align a global team of Segment Managers
- Establish clear priorities, ways of working, and performance expectations
- Foster a culture of customer-centricity, insight-driven decision making, and strategic thinking
Benefits
- Free, On-Site Medical Clinic
- Comprehensive benefits package (Health, Vision, Dental, and More) starting day 1
- Free life insurance
- 401k match up to 4%
- Paid time off and 11 holidays
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What This Job Offers
Job Type
Full-time
Career Level
Director
