Worthington Enterprises Ltd
Product Marketing Specialist
Worthington Enterprises Ltd, Worthington, Ohio, United States,
The Commercial Activation Specialist is the navigator of our brands' voyage, collaborating closely with Brand Managers and Sales to plot strategies that steer us toward success across diverse markets. Dive into data to uncover key insights and craft compelling selling stories that captivate customers. Execute retail store walks to optimize product assortments and merchandising solutions. This role is a vital link between customers and our Brand Team, driving sales enablement, continual improvement, and innovation.
Key Position Results (Examples: Accurate financial reporting, Timely issue resolution, etc.)
Customer loyalty and expertise
Support sales goal achievement
Facilitate the commercialization of assigned brands
Effective internal & external communications
Timely project execution
Key Duties & Responsibilities% of Time Spent Performing Task
Collaborate closely with Brand Managers to develop expertise in assigned brands. Leverage customer centric philosophy to connect brand to customer needs, resulting in a commercialization strategy. Activate brand within various markets.
25
Leverage POS data, sales data, market data and consumer insights to identify opportunities within the business and develop selling stories
20
Develop content for category line reviews and other customer presentations- creating compelling stories that connect the customer to the brand
15
Drive new item launch execution through commercial planning, team training, and developing sales enablement tools
10
Perform retail store walks to monitor competitive landscape, store product assortments, in-store experience and develop off shelf merchandising solutions
10
Create Channel and/or Customer specific collateral/tools to enable sales team to effectively pitch to customers
5
Identify and execute channel/retailer specific marketing and promotional events.
5
Travel to see customers as needed for customer meetings and industry shows
5
Monitors and adapts to changing market dynamics. Provide consistent communication of customer feedback, needs, challenges, and opportunities back to Brand Team to drive continuous improvement and potential innovation.
5
Other duties as assigned
Must Total 100%100
Critical Skills, Knowledge and Abilities
Analyzing data and turning into actionable insights
Strategy development and execution
Customer-centric focus, with an ability to build relationships and understand their goals, challenges and needs
Ability to translate consumer insights into retailer needs
Strong interpersonal and communication skills (both verbal and written)
Strong organizational & time management skills
Self motivator with a relentless pursuit to achieve desired outcomes
Strong process and detail-oriented skill set
Adaptability to changing business needs
Thrives in a collaborative, team environment
Demonstrates an inquisitive mindset, always looking for opportunities
Education / Training Required
Bachelor's Degree from four-year College or University (preferred)
3+ years of experience in Sales or Customer Service (preferred)
Proficient with Microsoft Suite (Excel, PowerPoint, Word, Outlook)
Participation in various WI training courses
Travel - less than 15%
Worthington Industries: Position Roles and Responsibilities (Cont.)Position Discretion, Authority and Independent Judgment
1) Describe the decisions and independent judgments made by incumbents in this position.
The Sales Activation Specialist must be able to imbed themselves as a key customer support asset. Consequently, effective communication skills and situational judgment abilities are a must for this individual, as they may be representing Worthington at our key retail accounts as needed .2) Describe the decisions made by incumbents in this position that are based on defined processes or parameters (i.e., pricing matrix). Please attach copies of any applicable decision templates or procedures.
The Sales Activation Specialist works under the supervision of the Sr. Sales Activation Manager, but directly with Brand Managers, National Account Managers (NAM) and key retail accounts. The Sales Activation Specialist is expected to work closely through the NAMs to provide solutions to the key retail accounts for on-going daily challenges.3) Describe how the discretionary decisions and independent judgments affect operating income or other matters of significance.
The Sales Activation Specialist works closely to verify our products are placed and positioned on the shelf for maximum consumer exposure. In most cases, we become the Category Captain of a particular shelf space. As a result, failure to work closely with the key customer contacts and drive execution will lead to poor product performance and financial loss for Worthington and the key retail account.4) Describe the recommendations made by the incumbents in this position. Who reviews the recommendations and what are the general outcomes of those recommendations?
The Sales Activation Specialist makes various recommendations on specific strategic and tactical situations. These critical opinions are reviewed by the SBU Director, NRAM and eventually the customer if needed. Certain recommendations are incorporated into strategic or tactical plans that drive our businesses.5) Describe whether the current independent discretion, decision making and authority will become more or less prevalent in the future (i.e., expected centralization/decentralization).
With time and trust, the customer and Worthington expects the Sales Activation Specialist to make independent decisions. A trusted, self empowered Sales Activation Specialist creates a strategic asset for WE and the Customer.6) If the position possesses supervisory responsibility, describe the incumbent's level of authority to hire, fire, discipline and evaluate performance (i.e., authority to act or strongly recommend such actions).
Not pertinent to this position.
Key Position Results (Examples: Accurate financial reporting, Timely issue resolution, etc.)
Customer loyalty and expertise
Support sales goal achievement
Facilitate the commercialization of assigned brands
Effective internal & external communications
Timely project execution
Key Duties & Responsibilities% of Time Spent Performing Task
Collaborate closely with Brand Managers to develop expertise in assigned brands. Leverage customer centric philosophy to connect brand to customer needs, resulting in a commercialization strategy. Activate brand within various markets.
25
Leverage POS data, sales data, market data and consumer insights to identify opportunities within the business and develop selling stories
20
Develop content for category line reviews and other customer presentations- creating compelling stories that connect the customer to the brand
15
Drive new item launch execution through commercial planning, team training, and developing sales enablement tools
10
Perform retail store walks to monitor competitive landscape, store product assortments, in-store experience and develop off shelf merchandising solutions
10
Create Channel and/or Customer specific collateral/tools to enable sales team to effectively pitch to customers
5
Identify and execute channel/retailer specific marketing and promotional events.
5
Travel to see customers as needed for customer meetings and industry shows
5
Monitors and adapts to changing market dynamics. Provide consistent communication of customer feedback, needs, challenges, and opportunities back to Brand Team to drive continuous improvement and potential innovation.
5
Other duties as assigned
Must Total 100%100
Critical Skills, Knowledge and Abilities
Analyzing data and turning into actionable insights
Strategy development and execution
Customer-centric focus, with an ability to build relationships and understand their goals, challenges and needs
Ability to translate consumer insights into retailer needs
Strong interpersonal and communication skills (both verbal and written)
Strong organizational & time management skills
Self motivator with a relentless pursuit to achieve desired outcomes
Strong process and detail-oriented skill set
Adaptability to changing business needs
Thrives in a collaborative, team environment
Demonstrates an inquisitive mindset, always looking for opportunities
Education / Training Required
Bachelor's Degree from four-year College or University (preferred)
3+ years of experience in Sales or Customer Service (preferred)
Proficient with Microsoft Suite (Excel, PowerPoint, Word, Outlook)
Participation in various WI training courses
Travel - less than 15%
Worthington Industries: Position Roles and Responsibilities (Cont.)Position Discretion, Authority and Independent Judgment
1) Describe the decisions and independent judgments made by incumbents in this position.
The Sales Activation Specialist must be able to imbed themselves as a key customer support asset. Consequently, effective communication skills and situational judgment abilities are a must for this individual, as they may be representing Worthington at our key retail accounts as needed .2) Describe the decisions made by incumbents in this position that are based on defined processes or parameters (i.e., pricing matrix). Please attach copies of any applicable decision templates or procedures.
The Sales Activation Specialist works under the supervision of the Sr. Sales Activation Manager, but directly with Brand Managers, National Account Managers (NAM) and key retail accounts. The Sales Activation Specialist is expected to work closely through the NAMs to provide solutions to the key retail accounts for on-going daily challenges.3) Describe how the discretionary decisions and independent judgments affect operating income or other matters of significance.
The Sales Activation Specialist works closely to verify our products are placed and positioned on the shelf for maximum consumer exposure. In most cases, we become the Category Captain of a particular shelf space. As a result, failure to work closely with the key customer contacts and drive execution will lead to poor product performance and financial loss for Worthington and the key retail account.4) Describe the recommendations made by the incumbents in this position. Who reviews the recommendations and what are the general outcomes of those recommendations?
The Sales Activation Specialist makes various recommendations on specific strategic and tactical situations. These critical opinions are reviewed by the SBU Director, NRAM and eventually the customer if needed. Certain recommendations are incorporated into strategic or tactical plans that drive our businesses.5) Describe whether the current independent discretion, decision making and authority will become more or less prevalent in the future (i.e., expected centralization/decentralization).
With time and trust, the customer and Worthington expects the Sales Activation Specialist to make independent decisions. A trusted, self empowered Sales Activation Specialist creates a strategic asset for WE and the Customer.6) If the position possesses supervisory responsibility, describe the incumbent's level of authority to hire, fire, discipline and evaluate performance (i.e., authority to act or strongly recommend such actions).
Not pertinent to this position.