Hygiena

Product Manager

• Own the Vision & Roadmap: Develop and maintain the multi-year global product roadmap for the Hardware & Software Platforms supporting the Environmental Monitoring portfolio, grounded in Voice of Market (VOM), regulatory trends, competitive insights, and financial objectives.
• Communicate roadmap strategy, not just features, to executive, commercial, and R&D audiences.
• Author Strategic Deliverables: Produce Market Requirements Documents (MRDs), opportunity assessments, and portfolio recommendations that include opportunity sizing, volume and revenue projections, margin impact, required investment, and risk assessment.
• Portfolio Optimization: Lead gap analysis, line extensions, rationalization, and end-of-life decisions in collaboration with regional and functional stakeholders.
• Short- and Long-Term Planning: Develop 1–3 year tactical plans and contribute to 5–10 year strategic plans in partnership with the Global Product Manager and Senior Manager of Product Management, aligned to Hygiena's financial and strategic objectives.
• Serve as the commercial lead in Hygiena's Product Commercialization and Innovation Process, representing customer and market needs across all cross-functional project teams from concept through launch.
• Requirements Translation: Author clear Market Requirements Documents (MRDs) and Product Requirements Documents (PRDs) translating market problems into performance claims, validation criteria, and launch readiness specifications.
• Cross-Functional Execution: Partner with R&D, Program Management, Manufacturing, Applications, Software, Quality, Regulatory, and Finance from concept through development, validation, scale-up, and commercialization.
• Go-to-Market Strategy: Define GTM strategy, value proposition, positioning, packaging, and pricing for new products and major releases; ensure launch readiness across all regions and channels with a formal launch checklist and success criteria.
• Product Stewardship: Act as Product Steward for the Hardware & Software Platforms supporting the Environmental Monitoring portfolio, owning lifecycle management and ensuring product quality, compliance, labeling, and documentation remain current throughout the product lifecycle.
• Continuous Improvement: Identify and drive cost optimization, reformulation, and continuous improvement initiatives while protecting product performance and customer value.
• Supply Chain Collaboration: Partner with Supply Chain, Manufacturing, Quality, Regulatory, and Customer Service to manage product changes, advisory notices, allocations, and obsolescence decisions in a customer-centric manner.
• Portfolio Reviews: Lead structured quarterly portfolio reviews, including performance analysis against KPIs, pipeline status, rationalization candidates, and investment trade-off recommendations.
• Enablement Tools: Develop and maintain a portfolio of sales enablement assets including presentations, competitor battlecards, objection-handling guides, ROI calculators, application notes, and digital content tailored to priority buyer personas and regions.
• Sales Training: Train and certify global sales, technical sales, distributors, and customer-facing teams on portfolio value proposition, key differentiators, and competitive response strategies. Maintain a living training curriculum.
• Customer Engagements: Support key customer engagements, demonstrations, evaluations, and contract negotiations as the commercial and product subject-matter expert (SME).
• Campaign Collaboration: Partner with Marketing to design, execute, and measure demand generation campaigns and programs that drive awareness, trial, adoption, and market share gain in target segments. Leverage CRM data to track lead-to-close effectiveness.
• Buyer Persona Development: Build and maintain structured buyer and user persona profiles (e.g., QA managers, lab directors, grain and feed operators, regulatory auditors) using jobs-to-be-done (JTBD) methodology, documenting workflows and buying criteria.
• Voice of Market (VOM): Plan and execute ongoing VOM activities—customer interviews, field visits, surveys, advisory panels, and industry conference participation to identify, validate, and prioritize unmet market needs before product decisions are made.
• Market Modeling: Maintain quantified market models for priority segments, including TAM/SAM/SOM sizing, growth rates, share estimates, pricing corridors, and key competitor landscapes.
• Regulatory Monitoring: Track global regulations impacting environmental testing (e.g., FSMA, FALCPA, EU FIR 1169/2011, Codex Alimentarius, USDA/FDA guidance) and translate regulatory shifts into actionable product and portfolio requirements.
• Competitive Intelligence Process: Own the structured competitive intelligence process for the Hardware & Software Platforms supporting the Environmental Monitoring portfolio. Maintain up-to-date win/loss analysis, competitor offering profiles, claims, pricing, and positioning using standardized tools accessible to the sales team.
• Battlecard Management: Establish and manage a living battlecard system that enables sales teams to access and contribute competitive insights; conduct quarterly win/loss reviews to inform strategy.
• Pricing Strategy: Determine global list pricing, discount frameworks, and regional pricing corridors in collaboration with Sales, Finance, and regional teams to meet growth and margin objectives. Apply value-based pricing principles aligned with quantified customer outcomes.
• Promotional & Contract Structures: Support pricing strategy decisions including promotional constructs and contract structures for key accounts and strategic partners.
• KPI Ownership: Define, track, and report on portfolio KPIs including revenue, gross margin, ASP trends, new product adoption rate, forecast accuracy, on-time-to-launch, market share, and customer NPS. Use CRM, ERP, and market data to diagnose performance drivers.
• Data-Driven Decisions: Leverage data from CRM (e.g., Salesforce), ERP, and third-party market sources to diagnose performance drivers, identify risks and opportunities, and prioritize actions with quantified business impact.
• Executive Communication: Prepare and present clear, data-driven portfolio reviews, business cases, and recommendations to leadership and cross-functional stakeholders; adapt communication style and depth for audience.
• Compliance & Ethics: Ensure compliance with all organizational systems, programs, policies, and relevant legal and regulatory mandates. Carry out all responsibilities with integrity, transparency, and professionalism.
• Commercial Due Diligence: Support evaluation of collaborations, licensing, OEM arrangements, and M&A opportunities relevant to the Hardware & Software Platforms supporting the Environmental Monitoring portfolio, including commercial due diligence, opportunity sizing, and competitive fit assessment.
• Partner Interface: Serve as a key interface between Hygiena and strategic partners, helping to define joint value propositions, shared roadmaps, and measurable success metrics.
• Integration Contributions: Contribute to integration plans and post-deal product and portfolio decisions to maximize value realization and minimize disruption to customers and commercial teams.

Global Product Manager – Instruments