Head of Product Marketing - Motorsport

Location: Woking, GB

Job Title:                              Head of Product Marketing (Motorsport)

Function:                             Motorsport Business Line                                                                

Reporting to:                       Business Line Director                                

Function Purpose:

Through strong knowledge of the external environment, customers and competitors, the Product Marketing function captures market requirements and defines opportunity for market segment, creating and delivering against product road maps that give scalable, profitable and sustainable revenue. This function is the primary Customer and Market business interface for the Motorsport Market. This includes responsibility for market positioning, market share, pipeline and decision wins. The function has full responsibility for the successful delivery of the market segments annual and long term financial and strategic goals, including contribution to sector line P&L.

Important skills for this role are leadership, interpersonal skills and technical/commercial acumen. On an ongoing basis this leader is accountable for all communication with customers, channel partners, agents, sales managers, suppliers, strategic partners, senior management and internal peer groups to optimally define and integrate the voice of our customers and market dynamics into McLaren Applied’s commercialisation and marketing plans, to meet or exceed the market segments overall financial and strategic goals.

Purpose of the Role:

Responsible for the running and leadership of the Motorsport business line, growing a profitable portfolio of sustainable products and services in the Motorsport market space, to meet scalable double-digit growth over the next 5 years. Responsible for setting 5-year roadmaps and SOM with sales targets linked to both.

Principal Accountabilities:

STRATEGIC DEVELOPMENT: Own the Motorsport Business inputs to the McLaren Applied Technology Strategic Plan. Relying on trends and market analysis to include TAM/ SAM/ SOM roadmaps to deliver a well-informed strategic road map and quantified growth plan for the Motorsport market that ensures current and future customer and market needs are met.

STRATEGIC EXECUTION: Full responsibility for the successful delivery of financial and growth goals. Formulate, deploy and oversee the pricing and channel policies to ensure maximum and sustained value attainment. Responsibilities include:

  • Identifying and justifying new platform, product and market opportunities to enhance the near-term and long-term competitiveness of the business line roadmap and translate for Product Management
  • Continuously monitoring and analysing competitor activities within the market and our customers. Develop and maintain up to date knowledge of the relevant markets.
  • Understand and interpret market requirements / trends and provide clear direction for the company.
  • Providing market intelligence and clearly defined customer needs to the Product Management teams to support the associated Product Line strategies and roadmaps.
  • Responsible for Market Requirement Documents and its interaction with PRD and product capabilities.
  • Identify gaps in sales coverage and proactively cover where priority is clear. Own/oversee contract negotiation where required.
  • Deploying Value Based Pricing methodologies and optimized channel policies to ensure maximum and sustained revenues and profits.
  • Defining technical and commercial critical success factors to assure customer commitments that support global growth.
  • Leading and securing major contract processes and negotiations
  • Monitor and review progress of design-wins from prospect through to production, holding regular reviews of opportunities with the relevant sales team
  • Where necessary act as Trusted Advisor to client/partner.

SALES GROWTH: Develop segment product and marketing strategies to increase market share in existing markets and identify and develop new markets.

  • Introduce product marketing and sales programs to deliver top line sales objectives.
  • Regularly review customer forecast and revenue projections against plan.
  • Support the development of customer pursuit plans and the deployment of, in some cases taking the commercial lead where required.

ORGANISATIONAL ALIGNMENT: Ensure coordination of marketing strategies, policies and practices with other market segment leaders, product line management and sales organisations. Responsibilities include:

  • Leadership of the Motorsport team to deliver.
  • Supporting the necessary arbitration and alignment of product features and costs with the Product Line Management organisation.
  • Working closely with the sales leadership, ensure that the sales function is provided with the necessary information and tools to penetrate potential tier 1 customers, giving them the know-how and industry background to be credible in front of the customer.
  • Provide longer term market trends and customer unmet needs to support aligned CTO technology roadmaps that will result in a pipeline of product proceeding technologies.

ORGANISATIONAL CAPABILITY: Support the ongoing management of associated business processes.

MARGIN ENHANCEMENT: Achieve Organisational objectives of growth and profitability through effective market sales management (optimal product mix, maximised value based pricing and minimised product cost from market specifications management)

CASH: Working closely with the product line leadership, ensure that the product demands are closely aligned with the operational functions, including supply chain. Manage product and service mixes to maximise cash flows as needed.

MARKET POSITIONING: Ensure McLaren is recognised both internally and externally as world-class experts within their specialism. Drive McLaren Applied’s reputation as an innovator and technology leader in the Motorsport market.

Knowledge, Skills, Qualifications and Experience:

  • Extensive Experience in leading product marketing/product management teams in disruptive technology environments.
  • Strong technical background. Engineering or Science Degree desirable
  • Technical marketing experience gained in Motorsport
  • Extensive experience with technology in Motorsport products
  • Extensive customer facing experience in sales or product capacity.
  • Demonstrated track record of defining differentiated technical offerings aligned with the customers strategy or problems faced.
  • Demonstrated ability to consult with customers, close business wins and deliver targeted solutions.
  • Experienced Mentor/CoachStrong presentation skills
  • Effective and proven interpersonal skills

Values and Behaviours:

Behaviours and values you expect to be exhibited in line with the McLaren Technology Group Values and Behaviours Framework which can be found here.

All employees must ensure compliance with the Company Health and Safety Policy, and all relevant other statutory Health and Safety legislation.

This job description may not detail some less major duties allocated to the post holder, nor cover duties of a similar nature, commensurate with the role, which may from time to time be reasonably required by the relevant manager.