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Market Segment Manager - Heat Pumps/CHP

Date: Jan 5, 2021

Location: Lebanon, TN, US, 37090

Company: A. O. Smith Corporation

Company Overview

Water technology is one of the fastest-growing industries in the world, and, as a leading global water technology company, A. O. Smith Corporation is at the center of the trend. We are a $3 billion company with 145-year history and employ more than 15,000 men and women. With manufacturing operations in the United States, Canada, Mexico, China, India, and Europe, A. O. Smith has the global reach to serve customers worldwide. We have sales and distribution in more than 60 countries around the world. A. O. Smith is committed to continuous improvement, not just in its factories and its processes, but in its people.


Recognized by The Tennessean as one of the top Nashville Workplaces, Lochinvar (a business unit of A. O. Smith) is the market leading producer of energy-efficient boilers, water heaters, pool heaters and commercial package systems.  Our environmentally and socially responsible CHP cogeneration products support our customer's green and sustainability initiatives.

Role Overview

Based out of Lochinvar Headquarters in Lebanon, Tennessee, the Market Segment Manager will be responsible for heat pumps, pools and our combined heat and power (CHP) lines.  You will define the product roadmap and develop sales and marketing strategies that support and foster top-line revenue growth. The Market Segment Manager will work closely with sales management, regional and field sales teams, as well as company sales personnel and independent manufacturers' representatives.  You will be the market and product “expert” for the segment, understanding the customers’ current and future requirements, and the strengths and weaknesses of competitorsproducts and market strategies.   The Market Segment Manager represents the company to all constituents as the primary “knowledge” owner for the market segment. 


  • Develop a comprehensive assessment of the market utilizing strategic segment marketing, planning, utilization of sales data, Voice of the Customer, general market information and other data sources. 
  • Determine and develop the product portfolio strategy, together with Product Managers, Sales, Engineering, Technical Service, Marketing and Quality by constantly monitoring market and technology developments.  
  • Support sales management team in the planning, implementation and execution of activities/programs associated with and in support of the growth of this segment. 
  • Assist sales management and field sales team in building and developing new business, identifying market and competitive trends, developing and refining relevant business value propositions and drive growth in the segment.
  • Execute strategic market analysis that supports and defines growth opportunities within the segment.
  • Develop a process to gather and communicate appropriate competitive intelligence to continuously refine strategy.
  • Educate Sales Team, Customer Service, Marketing, Finance, Manufacturing, and Engineering on marketplace dynamics.
  • Identify segment opportunities, develop strategies or programs, value proposition or product positioning that support and foster revenue growth.
  • Understand needs of segment customers as well as emerging customers (e.g. utility company) who have the potential for future growth.  Develop and leverage an in-depth understanding of customer needs within the segment.
  • Develop relationships and work in support of field sales personnel and distributor or segment customers. 
  • Identify market and competitive trends that are impacting segment customers, and those trends that are seen as opportunities for new business and/or product development.
  • Collect customer needs and market requirements from internal and external sources (field and factory focus groups, customers, prospects, sales personnel, etc.), assist product management with product refinements/requirements and new product needs.
  • Understand customer segment drivers (including customer segment profitability, customer retention measurement and trends, market share, revenue growth and cross sell opportunities).
  • Establish Lochinvar LLC as the industry leader in education and training, externally and internally.   Work in liaison with product services, technical services, marketing and sales to achieve this initiative.
  • Participate in and travel to customers, tradeshows or other industry functions/events and follow-up as necessary
  • Participate, create and deliver general product/technical training presentations, engineer and/or customer tours, white papers, communiqués, and answer product-related questions from Sales, Marketing, Technical Service and external customers. 


  • Bachelor's degree from four-year college or university preferably in Business, Engineering or a technical field plus a minimum of 5 years work experience in a related field or equivalent combination of education and experience.
  • Three years of experience directly managing others.
  • Demonstrated success in product launches and end-to-end execution of marketing product strategies.
  • Demonstrated ability to meet or beat assigned targets and deadlines consistently.
  • Demonstrated ability to work independently and to collaborate effectively in a cross-functional team environment.
  • Demonstrated ability to build and maintain positive relationships internally and externally. 
  • Solid understanding of thermodynamics and/or experience in Green/Sustainability Marketing.
  • Strong computer skills and Microsoft Office competency, particularly Excel & PowerPoint.
  • Expertise in presenting to large audiences.

We Offer

Great people make our organization great and because of that, we offer a comfortable working atmosphere for our employees in our newer state-of-the-art facility, employee discounts on water filtration products, a competitive compensation package and comprehensive benefits plans which include medical and dental insurance, company-sponsored life insurance, retirement security savings plan, short- and long-term disability programs and tuition assistance.

Nearest Major Market: Nashville

Job Segment: Engineer, Field Sales, Product Development, Manager, Marketing Manager, Engineering, Sales, Research, Management, Marketing