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Apr 12, 2002 12:00 AM

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Avery Dennison, Cleveland, OH

Contact: Steve Melfi by e-mail:

Grow sales and improve the financial performance of an assigned product line by championing appropriate strategies within the Paper / Films areas.


  • Develop product definitions* for existing products and to support the product development efforts related to

    • Product line extensions for improved performance or reduced cost

    • Product redesign to achieve improved performance or reduced cost or to accommodate forced changes

    * Product definitions include

    • Performance requirements stated as customer objectives

    • Performance requirements stated as laboratory test results

    • Target cost, price, and units

    • New product delivery date and continuing service levels

  • Promote existing product, redesigned products, and product line extensions internally and externally:

    • Data sheets, selling sheets, and other sales tools

    • Communication of product changes

    • Communication related to quality and service issues

  • Price products to maximize product line profitability (w / pricing administrators, account managers, market managers). Prices to be established include

    • Volume based "list" prices (system)

    • Minimum pricing at various authority levels (system)

    • Establish exception pricing to match competitive situations (individual)

    • Establish exception pricing for allowances, etc. (individual)

    • Pricing for strategic opportunities in support of general manager decisions (individual)

  • Work with counterparts in other regions to create a global product line strategy.


  • Demonstrated ability to generate excitement and support among an informal, cross functional team in a highly matrixed organization.

  • Prior expertise regarding pressure sensitive materials, or demonstrated ability to develop such expertise.

  • Demonstrated business training and acumen sufficient to select and execute appropriate product management strategies. This includes making strategy and tactical decisions related to pricing, new product definition and prioritization, MBA preferred.

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