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Product Manager - Service and Warranty

Location: Michigan City, Indiana, United States
Job ID: R0011152
Date Posted: Aug 13, 2022
Segment: Industry
Business Unit: Hitachi Industrial Equipment Systems
Company Name: Sullair, LLC
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Management
Job Schedule: Full time
Remote: No

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Summary of the position:

The product manager is tasked with achieving sustained growth, profitability, and customer satisfaction for his/her defined product line in support of the company’s overall strategy and goals.  This involves working at both a strategic and tactical level across all relevant markets/channels and regions.  The incumbent will manage the lifecycle and roadmap of the assigned products across all facets of the organization; including but not limited to NPD/Sustaining engineering, program management, sales, marketing, finance, supply chain, and manufacturing.  Success in this role requires a comprehensive understanding of the market conditions and customer needs combined with a technical understanding of the features/benefits/functions of the products.

Duties and responsibilities:

Strategy and Market Management:

  • Define, develop, and launch a suite of service and warranty products to align with corporate strategy and initiatives.
  • Conduct analysis to examine competing opportunities and initiatives and make trade-off decisions on which opportunities & initiatives to pursue as part of the overall service plan strategy 
  • Track service plans’ aftermarket attach rate and manage against it; quantifying growth opportunities for Sullair to participate to ensure sustainable, profitable growth by market
  • Develop business case volume, sales and profitability targets in alignment with company expectations on Aftermarket attachment rate and service business growth
  • Prepare financial reports on service and warranty plan offerings on leadership informed of progress towards meeting or exceeding expectations to the company’s plan

Product Portfolio Management:

  • Lead/coordinate efforts to understand unmet customer needs for new product offerings or line extensions to drive aftermarket retention and service growth
  • Partner with multiple matrixed functions to develop and maintain product offering roadmap for new / updated prime equipment products
  • Lead the execution of the analytics required to determine recommended launch pricing and pricing policies for new or updated service plan offerings or extensions
  • Conduct regularly scheduled, customer-focused product line reviews of all product/service lines under management, enabling effective decisions related to product lifecycle management (including product rationalization)

Product Launch and Sales Enablement:

  • Lead regularly scheduled, customer-focused, multigenerational reviews for product offerings to ensure sales success against market expectations
  • Develop List Pricing and discount strategy to maximize revenue and margin
  • Assist in the creation of service quoting material and literature for service plan portfolio
  • Train direct and indirect sales teams in the process of selling service plan products, providing product support wherever required



  • Bachelor’s degree in Engineering, Business Administration, Marketing, or Equivalent field
  • MBA preferred

Professional experience:

  • 5 years of relevant product management experience in industrial/manufacturing/capital equipment environment
  • Experience with operating in a matrixed organization including cross-departmental initiatives required
  • Experience in developing service plan, warranty, and intangible products
  • Experience with compressors preferred

Knowledge, Skills, & Abilities

  • Product strategy and product roadmap development
  • Product line Profit & Loss (P&L) management and forecasting
  • Business case development
  • Strategic product pricing
  • Product launch and product lifecycle management
  • Product marketing and channel strategy development
  • Indirect team management, cross functional team experience, matrix management experience
  • Divergent thinking, Courage, Creativity
  • Ability to effectively work remotely
  • Ability to travel up to 25%

Key behaviors:

  • Planning and organization
  • Influence and negotiation
  • Communication for understanding
  • Collaboration across boundaries
  • Customer insight and curiosity
  • Information analysis
  • Improvement and innovation mindset
  • Decision making and risk taking
  • Business and financial acumen
  • Holds themselves accountable for results

Direct reports:

  • N/A

The successful candidate is responsible for complying with Sullair’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Sullair is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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