Flowserve Corporation Industry Director - Refining in West Chicago, Illinois

Company Overview:

Flowserve is the recognized world leader in supplying pumps, valves, seals, automation, and services to the power, oil, gas, chemical, and other industries. With more than 18,000 employees in more than 55 countries, we combine our global reach with a local presence.

Position Description:

Basic Function:

The Industry Director is responsible for developing – and telling – a story about an organization’s capabilities about the Refining markets. He or she creates the industry marketing strategy and plan on behalf of the organization, coordinates a variety of marketing execution resources to carry out the plan, and ensures that sales resources and the larger organization understand the industry. This role will report to the Senior Director of Marketing and Business Intelligence.

  • Develop and leverage an in-depth understanding of customer needs within the segment

  • Define the market opportunity for an industry and its sub-segments and categorize what form of solution(s) should be promoted (product/service, market structure, bundle or integrated)

  • Serve as an advisor to executive leadership, influencing business decisions using primary and secondary market information and insights

  • Proactively communicate insight, summaries and synthesis to business partners (e.g., product, topic)

  • Monitor industry trends (e.g. industry regulations, technology trends, macroeconomic conditions, business processes, challenges) and terminology, and act as an industry subject matter expert

  • Write or curate content in the industry vernacular (e.g. playbooks, case studies, blog posts, sales training materials)

  • Proactively determine research needs based on business priorities and company strategy

  • Contribute to or build industry-specific buyer personas, or refine existing buyer personas based on industry knowledge

  • Support the development of the customer buying process; isolate nuances and specific buying patterns

  • Working with other leaders, assist with pursuing target accounts for new applications in related industry segments

  • Routinely coordinate with insights analysts to ensure implementation of the research plan

  • Create research plan summaries for proposed ad hoc primary studies

Principal Accountabilities:

  • Act as the primary consultant for an industry segment

  • Develop, own, maintain and communicate aligned industry roadmaps / market playbooks

  • Current customer insights, preferences and trends

  • Business partner–specific reports/presentations and summaries

  • Voice of Customer inputs at key decision points

  • Research outputs in response to ad hoc requests

  • Updates on business priorities and research needs

Position Requirements:

Education and Experience:

  • Bachelor’s degree in Engineering or Marketing or relevant experience is required

  • Master’s degree/MBA preferred

  • Industry expertise/fluency required

  • Five to 10 years’ relevant marketing experience

  • 15+ years’ previous product/solution engineering, business development and/or marketing experience

  • Previous sales enablement and/or channel marketing experience a plus

Required Skills:

  • Strong communicator with excellent presentation skills

  • Strong writing and presentation building skills

  • Able to develop strategies to drive awareness and demand within specific target segments or verticals

  • Strong analytical capability

  • Can work across business units to connect with sales resources, channel partners, EPCs and other stakeholders

  • Strong influencing skills to drive customer engagement with current and new offerings

  • Project management

Desired Skills:

  • Expertise in communicating needs from key industries/segments

  • Expertise in regulatory/legal trends, products/services currently offered

  • Awareness of Sales methodology, Sales organization structures, both direct and indirect channels

Behaviors:

  • Strong business acumen

  • Collaborative

  • Creative

  • Excellent problem solver

  • Empathetic to a variety of sales resources, as well as the customer/prospect base

Job Posting/Business Card Title:

Industry Director - Refining

Primary Posting Location:

West Chicago, Illinois US

Percentage of Approximate Travel Required:

40%

Country:

United States of America

Job Posting Category:

Marketing

Employment Type:

Full time

Relocation Eligible:

Yes

Auto req ID:

43297BR

Preferences:

NA

43297BR