Kohtari
Product Manager – Kingfisher | Drone Based Water Quality Intelligence
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LOCATION
Hybrid / flexible, with travel to customer sites, partner locations, demos and industry events as required.
ROLE PURPOSE
The Product Manager will be responsible for shaping Kingfisher the Ofwat funded Smart Skies Healthy Waters project into a commercially credible, market-led and repeatable product and managed service.
This is not simply a delivery role. The successful candidate will help build the business case, understand the market, identify customer opportunities, work with partners, support marketing and sales activity and help convert pilots, demonstrations and sector interest into paid managed services.
The role sits at the intersection of product, commercial, customer engagement, technical delivery and market development. Its core purpose is to increase the enterprise value of the business by turning innovation, partner capability and grant-funded development into scalable revenue, referenceable customers and defensible product IP.
KEY RESPONSIBILITIES
Product strategy and market understanding
- Develop a clear understanding of the UK and international market for water quality intelligence, drone-enabled sampling and managed analytical services.
- Identify priority customer segments, use cases and buying triggers across water companies, regulators, environmental agencies and international markets.
- Translate market need into a clear product proposition, roadmap and commercial narrative.
- Work with leadership to define where Kingfisher should sit in the market.
Business case and commercialisation
- Build and maintain the business case for Kingfisher / SSHW, including customer value, ROI, cost avoidance, revenue opportunity and strategic impact.
- Develop pricing, packaging and managed service options for different customer types and geographies.
- Help convert demonstrations, pilots and funded activity into paid customer engagements.
- Support the creation of investment cases for customers, including operational benefits, compliance value, resilience value and efficiency savings.
- Identify opportunities to create recurring revenue, referenceable deployments and repeatable commercial models.
Customer discovery and opportunity development
- Lead structured customer discovery to understand operational needs, decision-making processes, budgets and procurement pathways.
- Capture customer feedback from pilots, workshops, demonstrations and events, and translate this into product priorities.
- Work with the team to identify qualified opportunities and move them through to proposal, pilot, managed service or long-term commercial engagement.
- Develop customer success stories, proof points and case studies that support future sales.
- Build a strong understanding of how customers would actually use the service operationally, not just why the technology is interesting.
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Partner engagement
- Work closely with programme partners, including technology, drone, instrumentation, academic and water company partners.
- Help align partner capabilities into a coherent customer proposition.
- Identify opportunities for partner-led routes to market, joint propositions and international expansion.
- Ensure partner contributions are clearly understood, commercially useful and capable of supporting future paid services.
- Help turn the SSHW partnership ecosystem into a source of credibility, distribution and enterprise value.
Product development and delivery alignment
- Work with technical, data, operational and programme teams to ensure the product roadmap reflects customer and market need.
- Translate commercial requirements into clear product requirements, user stories and prioritised features.
- Ensure product development is focused on outcomes that improve saleability, repeatability, customer adoption and managed service delivery.
- Support the definition of product success criteria, including technical performance, operational usefulness, customer adoption and commercial conversion.
- Help ensure the product is explainable, credible and provides for a clear ROI.
Marketing, events and demonstrations
- Work with marketing to create compelling collateral, sales materials, one-pagers, case studies, demo narratives and thought-leadership content.
- Support demos, customer workshops, industry events, conferences and partner showcases.
- Help craft the story around Kingfisher / SSHW so it is clear, commercially relevant and attractive to senior stakeholders.
- Ensure demos are not just technical showcases, but structured around customer pain, value, outcomes and conversion.
- Support international exposure and help position the product for global opportunities.
Enterprise value creation
- Build product assets that make the business more valuable, including repeatable propositions, pricing models, market evidence, case studies, customer references, product documentation and managed service playbooks.
- Improve the scalability of delivery by standardising onboarding, deployment, reporting, customer success and support processes.
- Identify strategic opportunities for partnerships, licensing, channel sales or international growth.
- Contribute to board and investor materials by evidencing product maturity, market traction and commercial potential.
Key outputs
- Securing of 4 UK water companies for a 2028 Pilot
- Clear product proposition and roadmap.
- Business case and ROI model for customers and internal decision-making.
- Defined pricing and managed service packages.
- Customer discovery notes and opportunity pipeline.
- Demo scripts, sales collateral and case studies.
- Product requirements and prioritised backlog.
- Partner proposition map and route-to-market opportunities.
- Evidence of pilot-to-paid conversion.
- Repeatable managed service playbook.
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SUCCESS MEASURES
The role will be successful if Kingfisher / SSHW moves from innovation activity to a commercially repeatable product and managed service from 2027.
SKILLS & EXPERIENCE
Essential
- Experience in product management, commercial product development, innovation commercialisation or market development.
- Strong commercial judgement and ability to build a clear business case.
- Confident working with technical, data, operational, marketing and sales teams.
- Strong communication skills, including the ability to explain complex technical concepts across multiple domains to non-technical audiences.
- Experience supporting customer demos, workshops, proposals or sales activity.
- Ability to work across multiple partners and stakeholders.
- Comfortable operating in an early-stage, fast-moving environment.
Desirable
- Experience in the water sector, environmental monitoring, utilities, infrastructure, drones, sensors, data platforms, AI/ML or managed services.
- Experience with grant-funded innovation programmes and converting them into commercial products.
- Exposure to international markets or partner-led sales.
- Understanding of regulatory, environmental or operational drivers in water quality.
- Experience building product collateral, pricing models, case studies or sales enablement materials.
Personal attributes
- Outcome focussed on customer and business value
- Commercially curious and customer-led
- Comfortable with technical detail but focused on commercial outcomes.
- Strong storyteller who can connect technology to customer value.
- Practical, proactive and delivery-minded
- Able to work credibly with senior customers, partners and internal teams.
- Motivated by building something repeatable, scalable and valuable.
SUMMARY
This role is central to turning Kingfisher the Ofwat Smart Skies Healthy Waters grant into a valuable, scalable and commercially successful product. The Product Manager will help bridge the gap between innovation, delivery, customer need and revenue, ensuring the business builds not just a working solution, but a repeatable managed service with clear market demand, strong proof points and long-term enterprise value.
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