Product Manager – Petroleum
XOS – East Greenbush, NY
OPCO Description
XOS® is a leading manufacturer of application-specific x-ray analyzers, OEM sub-systems and
x-ray optics. The company offers elemental analysis solutions that provide consumer safety
and customer efficiency in industries like petroleum, consumer products and environmental
compliance. XOS leverages its world leadership in x-ray optics to supply mission-critical
analyzers that measure environmental and product contaminants such as lead, cadmium,
chlorine, and sulfur. As a supplier to analytical instrument companies, XOS offers x-ray optics
and sub-systems to enhance analytical performance in x-ray instruments.
Danaher Corporation Overview
Danaher is a global science and technology innovator committed to helping our customers
solve complex challenges and improve quality of life around the world. Our family of world class
brands have unparalleled leadership positions in some of the most demanding and attractive
industries, including health care, environmental and communications. We are a globally diverse
team of 66,000 associates in more than 125 countries united by a common culture and
operating system, the Danaher Business System, which serves as our ultimate competitive
advantage. In 2013, we generated $19.1 billion in revenue and our market capitalization
exceeded $50 billion. We are ranked #152 on the Fortune 200 and, during the past 20 years,
our stock has outperformed the S&P 500 Index by nearly 2,800 percent.
At Danaher, you’ll have the opportunity to build a career in a way no other company or
environment can duplicate. We’re innovative, fast-paced, results-oriented, and most importantly,
like to win. Why? Because it’s fun! But, when it comes to the development of our leaders and
associates, we’re serious. Our business is growing, and we need top talented people to keep
winning. The breadth and depth of our family of brands makes it possible for us to offer a variety
of dynamic and challenging career opportunities across multiple global industries. Working with
us, you’ll have the unique experience to learn the Danaher Business System, our common
operating system used to shape strategy, focus execution, align our people, and create
tremendous value for customers and shareholders. At Danaher, great people do extraordinary
things. Come join our winning team.
I.
Purpose of Position:
The Product Manager is responsible for developing, sustaining, and driving growth of
product lines in the Petroleum market for XOS. This growth will result from the use of
Voice of the Customer (VOC) research, application and market knowledge, and value
selling tools to
 Identify and define product and/or application opportunities
 Promote existing XOS product lines
 Work with Engineering and R&D to develop new products
The major output of these efforts will be the development of a well-defined product
roadmap designed to drive the organic growth, new product funnel, and profitability
goals of XOS.
The position will work closely with Regional Sales Managers (RSMs),
specification/regulatory groups and directly with our customer base. Clear VOC transfer
to engineering and operations teams will be required to manage and accelerate the
progression of new business projects.
II.
Essential Functions:
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Strategic Planning
 Develop product roadmaps to be formally presented annually in Product Line
Reviews with monthly updates in Product Planning Group meetings
 Identify, define, and prioritize new product development projects within his/her
product portfolio
 Support XOS Strategic Planning activities
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New Product Development
 Develop and maintain a deep understanding of customer needs/wants; user
personas; product capabilities, features & benefits; technology capabilities
 Conduct extensive VOC to better understand customers’ needs and create
precisely-defined product specifications that meet customers’ objectives
 Develop comprehensive business cases, including financial projections and VOC
that support the development of a new product
 Lead new product development projects through the product development
process and own the successful passing of Toll Gate (TG) meetings from TG 3 to
TG 6.
 Engage, influence and lead negotiations with customers toward
product/application/technology adoption
 Lead product launch plans on a global basis, including coordination with other
business functions and geographies
 Identify and engage with industry regulatory bodies on regional requirements;
play lead role in lobbying for initiatives toward technology adoption
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Sustain and Grow
 Be accountable for the financial metrics and performance of assigned products
 Manage product business performance ensuring the product lines meets or
exceeds the target revenue, profitability and growth targets of the product lines
(including use of 4 Ps of Marketing: Product, Price, Place, Promotion)
 Build up the annual goals with measureable action plans; engage sales team to
prioritize and rationalize programs
 Active involvement in the generation and review of revenue, profit and growth
targets and forecasts based on market share, product dynamics and market
trends for the applicable product lines
 Competitor analysis and monitoring including planning and executing responses
to competitor activities
 Work closely with sales and marketing leadership to assist in the development of
sales strategy and channel for the product portfolio
 Lead the crafting of messaging to applicable markets, customers, and
commercial teams through direct communication and training
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III.
Define go-to-market strategies for product portfolio by partnering with sales and
marketing leadership, and other product team members
Develop and own all value selling tools for applicable product lines:
 Develop monetization tools
 Investigate, uncover, and summarize competitive data and relevant
market data
 Ensure tools are available and utilized in the field by the Sales team and
Channel partners
When necessary, assist sales team in closing out large projects
Develop training program, train Sales team, Channel partners and Technical
Support Engineers in the product differentiation and target segments/applications
Other Non essential Functions
 Other duties as assigned
Education and Experience Requirements:
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Bachelor’s degree from an accredited college or university is required; Bachelor’s in
Chemistry/Engineering/Physics and/or MBA is strongly preferred
A minimum of 2 years of product management/product marketing experience
preferred with demonstrated success in product positioning, market sizing,
segmentation and analysis
In-depth knowledge and experience in the Petroleum industry is highly desired
Logical thinker able to balance long-term strategic viewpoint with tactical execution
Must be a clear and concise communicator with superior presentation, writing, and
listening skills
Consummate team player with excellent interpersonal skills able to develop
relationships and influence at all levels, including with customers and industry
organizations
Effective command of Microsoft Office required. Experience with SalesForce,
WordPress, and Marketing Automation (e.g. HubSpot, Marketo, Eloqua) a plus
Estimated travel is 20-30% domestic and international
Position is based in East Greenbush, NY (Albany, NY area)
XOS takes affirmative actions as an equal opportunity employer to attract, promote and retain the
most fully qualified candidates without regard to characteristics such as race, color, national
origin, religion, gender, age, marital status, disability, veteran status, citizenship status, ancestry,
sexual orientation or gender identity.
We are an Equal Opportunity Employer, including disabled and vets.