Bellevue, Washington, United States
Product Marketing Manager - Dawson Ventures
Strategically launched 10 new products in a net new market within first year of PM role and achieved ≥100% of revenue targets ranging from $50K to $2.5M for 80% of the products by creating promotional marketing content based on regional customer trends and driving sales team incentives. Increased the YOY revenue for the $36M product portfolio by 6% through guiding stakeholders in active projects, sharing performance-improving customer solutions to the global sales team, and conducting trainings including product applications, competitor and market trends, and strategies to take market share. Additionally, led monthly meetings with VPs and cross-functional directors to communicate portfolio KPIs, market trends, competitor innovations, customer success stories, and active projects’ statuses/actions according to the annual fiscal year plan. Redefined business case for a top 10 priority product that no longer fulfilled a need and transformed it into an innovation. Spearheaded execution of user research to understand key customer values and proactively managed stakeholders to run feasibility, performance, and longevity tests on product features. Combined both test results with expectations of the customer to create a product that satisfied 85% of customers’ needs and improved performance by ≥20%. Revamped 5-year outdated master catalog (2300+ items) by removing legacy items, refreshing existing items, and adding new items to equip customers with the latest product information. Analyzed and provided all 38 product platforms’ technical data, use case specifications, value propositions, and features to the third-party marketing agency to populate the catalog and help the sales team and customers quickly determine which product fulfills their needs. Presented leading product trainings and demonstrations to 2 national distributor partners at vendor conferences and trade shows to maintain multi-million-dollar contracts with each partner.
(Product Management Rotation) Global Product Management - Thread Turning Growth Strategy for Energy End Markets -Analyzed market dynamics and trends to determine the current state of the global market and potential profitability (54.3%) -Researched Kennametal’s positioning within the threading global market to ascertain KMT's global market share (2.6%) -Assisted in developing the long term go-to-market strategy, 5-year product road map, and strategy implementation steps (Sales Rotation) Sales Representative - Customer Engagement and Growth -Established 100+ key contacts for assigned accounts and maintained regular communication with the customers -Drove sales growth by targeting large sales opportunities and directing sales resources resulting in ~$500k increased revenue (Manufacturing Rotation) Project Manager - Green Machining Modernization & Transfer (Project Firefly) -Generated Authorization for Expenditure with financial justification and approval ($130k) -Planned manufacturing readiness including machine installations, product transfers, process area layout, and safety upgrades (Training & Orientation) - Commercial Rotational Program (EMERGE), Kennametal Commercial Development Courses - Advanced Technology Center - completed 160 hours of hands on training that includes Setup, Operation, CAD, CAM, and Machining - Titans of CNC - completed all 10 Titan Building Blocks, including CAD, CAM, and Machining - Certified Metal Cutting Professional Course - completed all required coursework
- Created a tariff tracking tool to understand the impact of import and export tariffs on the Welch Allyn business based on product Harmonized Tariff Schedule (HTS) codes and Country of Origin - Worked with R&D to help define the different models of otoscopes and ophthalmoscopes - Recorded and summarized Sourcing Workshop notes/outcomes and provided action items to each commodity lead - Developed inflation mitigation strategies that aided implementation of each commodity manager’s deliverables - Helped avoid price increases by comparing the proposed increases against the market and finding no tangible justifications for the said increases
- Led Request for Proposals (RFPs)/Request for Quotes (RFQs) for Printed Circuit Board Assemblies (PCBAs) which resulted in total product purchase savings - Assisted with the integration of Mortara Instrument Inc. to Hill-Rom on the electronics side - Initiated an Injection Molding Plastics RFQ to assess companies’ global capabilities and leverage the global product volume - Conducted blood pressure cuff performance testing based on the type of material, material thickness, and alternative hooks & loops in order to understand if cost reductions could be made without losing quality
- Developed a tooling database for all commodities in Welch Allyn to provide visibility into the condition, type, and location of the tool so correct prior actions could be taken to prevent line-down situations - Supported new supplier investigations, capability assessments, and face-to-face negotiations for PCBA vendors - Conducted a North American Corrugated RFQ by providing specifications, samples, and drawings/artwork to suppliers