Global Director of Segment Management

About Franke
We, the Franke company with its three divisions, are a world's leading supplier of products and services for domestic kitchens, the professional foodservice systems and the convenience store sector as well as for professional coffee making. With around 60 companies, we are at home on five continents. Over 8,000 employees constantly take on new perspectives to identify opportunities and turn them into inspiring, innovative solutions for tomorrow’s demands.

The Franke Foodservice Systems division is a world-leading supplier of kitchen facilities, equipment and supplies solutions. As a full system manufacturer, distributor and program management partner, we supply global chains in the quick-service restaurant, convenience store and supermarket segments, helping to manage unit growth and upgrade their facilities.

Summary
About the job
The Global Director, Segment Strategy – Strategic Accounts is responsible for defining where and how Franke competes across priority foodservice segments. This role leads the development of global segment strategies by translating deep customer and market insights into clear target segments, value propositions, and go-to-market approaches.

Acting as the connective layer between Sales, Product Management, and Marketing, this role ensures that Franke’s investments, product portfolio, and commercial focus are aligned to the most attractive growth opportunities. While the role engages directly with strategic accounts to generate insight and co-create solutions, it does not own account relationships or product roadmaps.

This role reports to the Global VP Marketing & Product Management, is a member of the Global Marketing Leadership Team, and leads a global team of Segment Managers across AMERICAS, EMEA, and APAC.

Your tasks
Segment Strategy & Market Definition (Primary Accountability)

• Define and continuously refine global foodservice segments and sub-segments (e.g., by format, application, or operational model)
• Identify priority segments based on attractiveness, competitive position, and strategic fit
• Establish clear “where to play / where not to play” choices
• Define target customer archetypes and buying structures within each segment
• Develop segment-specific value propositions and strategic growth plans
  
  

Market Approach & Go-to-Market Design

• Define how Franke reaches and serves priority segments, including channel strategy, coverage models, and partner approaches
• Partner with Sales and Marketing to align execution with segment priorities
• Guide the development of segment-specific messaging, positioning, and commercial programs
  
  

Customer Insight & Opportunity Identification

• Engage directly with selected strategic accounts to gather deep operational and business insights
• Conduct in-field immersions (e.g., in-store visits) to understand workflows, pain points, and unmet needs
• Identify whitespace opportunities, emerging trends, and new applications
• Lead customer co-creation and ideation sessions to generate new concepts and solutions
  
  

Product & Portfolio Influence (Non-Ownership)

• Translate segment and customer insights into clear inputs for Product Management
• Partner with Global Product Management to inform product and service roadmaps
• Co-develop business cases and opportunity sizing for new product concepts
• Advocate for segment priorities in product investment decisions
  
  

Cross-Functional Alignment & Sales Enablement

• Align with Sales on target segments, priorities, and value propositions
• Support Sales with segment insights, tools, and strategic direction (without owning accounts)
• Collaborate with Marketing Communications on segment-driven campaigns and content
• Ensure global consistency while enabling regional adaptation
  
  

Global Team Leadership

• Lead, develop, and align a global team of Segment Managers
• Establish clear priorities, ways of working, and performance expectations
• Foster a culture of customer-centricity, insight-driven decision making, and strategic thinking
  
  

Success Metrics (Key Outcomes)
Growth & Market Impact

• Revenue growth within priority segments
• Market share gains in targeted segments
• Increased penetration of defined target customer types
  
  

Strategic Focus & Commercial Effectiveness

• Improved win rates in priority segments
• Pipeline growth and quality aligned to segment strategy
• Clear shift in business mix toward target segments
  
  

Portfolio & Innovation Impact

• Increased adoption of products within target segments
• Success rate of new product initiatives aligned to segment needs
• Expansion of applications and solutions within customer operations (e.g., in-kitchen coverage)
  
  

Market Expansion

• Successful entry into new segments or sub-segments
• Identification and activation of new growth opportunities
  
  

Growth & Market Impact

• Revenue growth within priority segments
• Market share gains in targeted segments
• Increased penetration of defined target customer types
  
  

Strategic Focus & Commercial Effectiveness

• Improved win rates in priority segments
• Pipeline growth and quality aligned to segment strategy
• Clear shift in business mix toward target segments
  
  

Portfolio & Innovation Impact

• Increased adoption of products within target segments
• Success rate of new product initiatives aligned to segment needs
• Expansion of applications and solutions within customer operations (e.g., in-kitchen coverage)
  
  

Market Expansion

• Successful entry into new segments or sub-segments
• Identification and activation of new growth opportunities
  
  

Requirements
KNOWLEDGE, SKILLS AND ABILITIES
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Customer & Market Insight – Deep ability to translate customer behavior into actionable strategy
• Strategic Agility – Ability to define clear choices on where to compete and how to win
• Commercial Acumen – Strong understanding of revenue, margin, and business case development
• Cross-Functional Leadership – Ability to influence without direct authority across Sales, Product, and Marketing
• Analytical Thinking – Ability to synthesize complex data and market signals into clear direction
• Communication – Ability to clearly articulate strategies and influence senior stakeholders globally
  
  

Education & Experience

• Bachelor’s degree in Engineering, Business, or Marketing; MBA preferred
• 15+ years of B2B experience across product management, product marketing, or commercial strategy
• Experience in foodservice or adjacent industries strongly preferred
• Proven track record in segment strategy, market development, or product-market alignment
  
  

Location & Travel

• Full-time role based in Smyrna, TN
• Travel up to 40%, including customer engagement, field immersion, and international collaboration
  
  

Supervisory Responsibilities

• Directly supervises staff and must be able to exert influence within other departments to communicate and champion product development priorities and deadlines.
  
  

What we offer you

• Free, On-Site Medical Clinic
• Comprehensive benefits package (Health, Vision, Dental, and More) starting day 1
• Free life insurance
• 401k match up to 4%
• Paid time off and 11 holidays.
  
  

Contact details
For more information see: www.franke.com

Important information for all executive search companies, headhunters and HR consultants
The Franke Group does not accept unsolicited support from headhunters and personnel consultants for our career opportunities. Any CV/resume vitae submitted to Franke or its employees by external recruitment agencies without a valid written recruitment agreement related to the position in question shall be deemed the sole property of our company. In the event that a candidate presented by an agency is hired in our company and there is no prior agreement, no fee will be paid.