Digital Solutions Manager

6 months ago

Richmond, Canada Wenco (a Hitachi Construction Machinery subsidiary) Full time

**GENERAL SUMMARY**: The Digital Solutions Product Manager is responsible for the overall commercial success of HCM Solution Linkage branded cloud based Industrial IoT solutions with HCM dealers and customers. This includes all related product management responsibilities including understanding market needs, documenting the customer value for early adopter (Proof of Value) tested digital solution offerings, overall strategic roadmap, competitive positioning, Pricing and P&L. The digital solutions includes the ConSite Mine IoT based asset health solution, but also includes ESG and other solutions delivered on HCM’s IoT digital platform, as well as value-added third party ecosystem partner solutions.

The Digital Solutions Product Manager is the HCM representative that will collaborate with HCM Group (Wenco, Bradken, HEP etc) and Ecosystem Partner Product Management teams, Sales, Marketing and Support commercial teams, to ensure a successful HCM Solution Linkage branded solution to HCM dealers and customers. Skills most aligned with this position are:

- Develops and executes end to end commercial solution strategy for HCM digital solutions
- Supports overall business objectives and meeting the needs of HCM and group company customers
- Develop and maintain strong relationships with key stakeholders, including customers, other HCM entities, partners, and internal teams
- Helps advance broader HCM digital mining strategy and ecosystem

**EXPECTED CONTRIBUTIONS**:
**Responsibilities**:

- Work with HCM dealers and customers to arrange Proof of Value (POV) testing with lead customers and dealers for initial Beta versions of HCM branded digital solutions and service offerings, understand business values and document value proposition (benefits, Willingness to Pay, etc) resulting from POV testing.
- Work with Digital Solution leadership and Subject Matter Experts, technical product managers, and strategic analysts to define and prioritize roadmap of various digital solutions to mining customers and beyond.
- Define and implement commercial business processes between the cross functional teams within HCM (e.g. Services team, Parts business, Mining Business Unit), including working with process owners, including and Customer Experience specialists, to understand associated costs with ordering, implementing and supporting solutions for the purposes of understanding overall profitability of solutions.
- Work cooperatively with Dealers (commercial sales, product and support teams), Group company product management (Wenco as primary product and platform technology supplier, Bradken, HEP as potential users), and Ecosystem Partners to assess solution success and future business opportunities

Key Deliverables
- Successful digital solution PoV testing as measured by the number of dealers trialing / adopting the solution and the creation of related value proof points and macro driver business use cases for both HCM and dealers
- HCM Asset Health (aka ConSite Mine) and ESG solution roadmap including key features and services with anticipated timelines (based on collaboration with key HCM stakeholders and technology providers). This includes working with HCM Digital Strategy team members on potential ecosystem road map
- Document feedback from dealers and customers from PoV testing in collaboration with POV team Customer Experience specialists, and validate with stakeholders (customers, dealers, HCM team, technology providers).
- Quantify value for individual customers and overall market along with associated costs of delivery in order to create overall business case and P&L models for solutions. Collaborate with Product Management counterparts in Wenco and other group companies and ecosystem partners as appropriate.

**EXPERIENCE, KNOWLEDGE, SKILLS AND ABILITY REQUIRED**:
Experience required is indicative only. All other job specifications must be met.
Experience and Knowledge
- 5-10 years Product Management experience, preferably with digitalization solutions for mining or related industries.
- Previous experience managing a portfolio of software products or multiple SaaS solutions
- Experience identifying and working with ecosystem partners including Go To Market strategy and execution
- Experience creating and delivering presentations to both technical and business audiences
- Previous experience with asset health and Sustainability technologies and services for mining or similar industry (e.g. oil and gas, etc.)
- Experience with remote operations monitoring is a strong plus
- Experience with HCM or major competitor’s product is a plus
- Fluency in English is a must, Japanese is a plus

Skills and Abilities
- Proactive problem solver, with strong ability to map analysis to business priorities
- Exposure to maintenance department processes and practices including maintenance planning, resource allocation, integration with operations and setting KPIs is a plus
- Exposure to asset health remote conditions monitoring and

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