New Business Development Manager

Basic Function

The overall purpose of this position is to drive new profitable business growth within the General Industrial and Automotive Market at OEMs (specification accounts) utilizing existing and new innovative Composite Products. The Business Development Manager (BDM) will be accountable for all facets of OEM growth and will network with other key functions such as Sales, Marketing and Technology to deliver best-fit material solutions to the customer in support of the overall APS- EC business and market strategy.  #LI-LL2

Roles & Responsibilities

• Identify, support and close new business opportunities within the Automotive and General Industrial Market Place at designated and/or new OEM(s) utilizing existing and innovative EC material solutions.
• Conduct customer needs assessments to fully understand best-fit material solutions for short and long-term growth; communicate those needs internally and collaborate with key functions such as Sales, Marketing, Technology and Asset Management to ensure alignment on growth and market strategies
• Identify key innovation opportunities at the top tier OEM(s) based on a deep technical understanding of applications and customer performance/economic requirements
• Develop and maintain relationships with key decision makers at the OEM(s) in all functional areas, including Design Engineering, Project Management, Materials Engineering, Purchasing, R&D, etc…
• Where applicable, negotiate and implement sales contracts.
• Develop, implement and maintain a key account plan for each designated top tier OEM
• Communicate and collaborate regularly with the Sales team to give line of sight to where/how our products are, or will be, moving through the value chain
• Manage newly identified projects up to the commercialization step
• All other duties not specifically assigned

Skills

• Business Acumen – Demonstrated ability to motivate people toward common goals and objectives; looks for new opportunities and innovations. Flexibility to think and act both strategically and tactically.
• Strong understanding of General Industrial Markets. Demonstrated ability to sell in the Thermoset Composite Market Place.
• Decision Quality – Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.
• Drive for Results – Steadfastly pushes self and others for results; works with passion and a sense of urgency; seeks opportunities to improve results and processes in a proactive manner; contributes to the goals and profitability of the company.
• Strategic Agility – Sees ahead clearly; anticipates future consequences and trends accurately; is future oriented; can articulately paint credible pictures and visions of possibilities and likelihoods, can create competitive and breakthrough strategies and plans.
• Customer Focus – Anticipates and acts with the customer in mind; is dedicated to meeting and/or exceeding the expectations and requirements of the customer to deliver exceptional value; establishes and maintains effective relationships with customers and continually seeks feedback and information to improve products and services.
• Organizational Agility – Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and reasoning behind key policies, practices, and procedures; understands the cultures of organizations.
• Priority Setting – Spends his/her time and the time of others on what's important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.
• Effective Teamwork – Blends people into teams when needed; creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogue; lets people finish and be responsible for their work; defines success in terms of the whole team; creates a feeling of belonging in the team
• High degree of analytical skills with a proficiency in business analysis (i.e. product and customer profitability, opportunity and value proposition analysis.
• Technical expertise with thermoset chemistry, specifically relating to meeting application performance requirements and material specifications
• Strong communication skills, ability to interact with various levels of customer personnel.
• Some prior experience in polymers industry, including markets, applications and customers.
• Capability to manage activities across a matrix organization including ability to work with global business partners.
• Able to analyze and implement corrective action plans to close business gaps.
• Demonstrated proficiency with prioritization and decision making.
• Demonstrated proficiency in Project Management.

Min. Qualifications

EDUCATION

• Bachelor’s degree in scientific, technical or business field

EXPERIENCE

• Minimum 5 years (10 years preferred) of professional experience in a commercial (Sales, Marketing, Business Development or Product Management) role within the polymer industry.
• Willingness to travel to meet with customers, innovation centers, HQ, etc… as needs dictate. Travel % estimated to be 60%.
• Basic computer and software skills including Microsoft Office (i.e. Excel), Salesforce.com, etc…
   

Preferred Qualifications

• Cross-functional experience in the thermoset polymer industry in both Technical and Commercial roles

Competencies