Job Description:
What You Will Own
The Market Segment Director is the key driver of EAE’s product vision and segment growth strategy for EA Equipment. This leader turns market insight into revenue: building and governing the opportunity pipeline, setting product roadmaps and customer-back innovation (CBI) priorities, and holding the product management team accountable for product line growth and financial performance. Working closely with Sales, Engineering and Operations, the role ensures we choose the right opportunities, hand them off quickly and convert them into revenue, delivering above-market organic growth in priority segments while simplifying the portfolio through 80/20.
Responsibilities
Segment Growth Strategy & Portfolio
Own the product vision and segment growth strategy for EA Equipment, aligned with the division strategy, Long Range Plan (LRP) and Annual Operating Plan (AOP).
Apply 80/20 Front-to-Back (FTB) to drive strategic clarity and portfolio simplification, delivering a simpler product offering that is easier to sell, build and support.
Define product positioning, roadmaps and pricing strategies by segment, weighing competitive risk, share-loss risk and share-expansion opportunities.
Build blueprints for underperforming product lines that define the path to improved financials and full potential.
Opportunity Management & Governance
Own the unified EA Equipment opportunity pipeline: convert Explore insights into a prioritized Opportunity List that is maintained as a living document.
Set clear criteria for “ready” opportunities and for Choose decisions, including distinct criteria for defend vs. grow where appropriate; standardize validation, scoring and prioritization across segments.
Establish Explore governance and a recurring cadence, with clear roles and responsibilities, for the Division Leadership Team to review the Opportunity List.
Customer-Back Innovation (CBI)
Validate market opportunity sizing and segment prioritization behind each CBI investment.
Align product roadmaps and the CBI pipeline to the best growth opportunities, and lead discovery for next-generation platforms.
Drive value proposition creation that addresses customer needs and pain points; ensure go-to-market plans are defined and executed with Sales.
Partner with Global Engineering and Finance to track CBI yield and ROI and to strengthen the CBI pipeline.
Growth Execution & Financial Performance
Hold the product management team accountable for execution against growth targets and strategy.
Own EA Equipment product line financial performance: assess results against plan, identify gaps, drive corrective actions (e.g., material margin and conversion cost) that improve variable margin and operating income, and track results.
Contribute to monthly, quarterly and full-year revenue outlooks, explaining product line changes, risks and opportunities clearly and concisely.
Lead MRD discussions so that demand and capacity planning are aligned across Product Management, Sales and Operations, supporting on-time delivery and competitive lead times.
Establish and track KPIs for product line growth, profitability and opportunity conversion; use data to make decisions and communicate actions simply so the team can execute.
Talent & Leadership
Build, lead and develop a high-performing product management team; recruit high-potential talent, assess fit for role, and coach up or out as needed.
Use the Great ITW Leaders framework, Individual Development Plans and performance management tools to develop talent and deepen the product management succession pipeline.
Foster a culture of accountability, collaboration and continuous improvement across Engineering, Sales, Operations and Service.
Education, Experience & Skills Qualifications
Bachelor’s degree in engineering, marketing, business or a technical discipline.
Minimum 7–10 years of global B2B experience in industrial or manufacturing industries, including managing product line roadmaps, development…