AdresSITUATION IN ORGANIZATION
Reports to the High Performance Polymers Business Development Director in North America. Has a dotted line with the global market manager(s) in the Fluoropolymer Coatings markets. Close interaction with R&D, supply chain and the global organization.
JOB DIMENSIONS
Elaborate and execute a Business Development plan aimed at identifying, developing and commercializing new business opportunities within the Kynar ® PVDF coating market(s) of focus for the Technical Polymers business in North America. Manage a portfolio of ongoing business opportunities, in conjunction with a exploration development projects and strategic projects. Development pipeline is typically above $10M within 5 years.
KEY ACTIVITIES AND RESPONSIBILITIES
Business development activity (North America) 80%
- Drive customer/market development projects through full commercialization.
- Implement an optimized Business Development strategy (prioritized development opportunities),
- Build market segmentation aligned with business strategy.
- Explore, identify and develop new market/application opportunities (diversification). Brings forth growth opportunities at the company level..
- Effectively represent Arkema's multiple businesses and serve as technical resource to customers. Conduct frequent customer meetings and phone interviews. Develop relationships with customers, build a climate of trust.
- Apply professional expertise in area of specialization to independently resolve complex problems. Think creatively to break down barriers and create novel solutions at cross-functional level.
- Prepare preliminary sales forecasts. Analyze value chain and competitive environment.
- Recognize when IP protection is needed. Understand when and how to operate under a CDA and handle disclosures appropriately.
- Generate market research reports including complex data analysis, interpretation and recommendations.
- Define, execute or request the right level of technical service required to support the Business Development activity.
- Foster innovation internally and externally with customers.
Marketing / communication activities 10%
- Develop trade shows strategy (sponsorship, exhibition, press releases, and digital communication).
- Write articles and give presentations at conferences.
- Bring forth growth opportunities at the company level.
- Propose and implement branding strategies when applicable.
Reporting / internal communication and processes 10%
- Use Arkema CRM system to log in call reports and opportunities.
- Prepare monthly activity reports.
- Offer regional insight to global market managers on market trends, customer dynamics.
- Deliver activity summary presentations to peers and upper management (Project portfolio reviews, sales meetings etc.)
- Exchange with global business and BD teams to share experience and information on new developments.
- Actively participate in multi-functional team meetings. Effectively represents division at multiple levels within company.
- Serve as Technical Advisor in area of expertise to other internal functions.
CONTEXT AND ENVIRONMENT
- Arkema’s High Performance Polymers business is a truly global organization, with manufacturing and commercial operations in all major regions. There is a particularly high level of global communication and coordination, and it is frequent that developments within a region ultimately benefit another. A keen ability to operate effectively within a global, culturally diverse community of professionals is essential.
- Travels up to 40% in North America and possibly overseas.
- Supports the site HES policy and complies with all regulatory and internal requirements.
- Participates in HES activities provided by site management and Arkema Inc. (e.g., Behavioral Base Safety, SafeStart, etc.).
- Supports and promotes the reporting of all health, safety, environmental, near-miss, accident or injury incidents.
- Understand the overall strategy of the group, how it relates to projects and the importance of results on the group's performance.
- Ability to operate effectively within a global, culturally diverse community of professionals.
QUALIFICATIONS
- Bachelor’s degree in Polymers, Polymer Engineering, Polymer Processing, Chemistry or Materials Science is required; MS, Ph.D. or MBA is a plus.
- 4+ years of related experience with a minimum of 2 years in an R&D/Technical or BDE role is required. Some experience may be offset by MSc, Ph.D., or MBA.
COMPETENCIES
- Ability to work in multi-functional team environment.
- Excellent interpersonal, listening, and communication skills, with an ability to apply a customer-focused approach.
- Ability to prepare and present information in a clear, concise manner.
- Detail oriented, with ability to prioritize work.
- Proficient with computer and communication tools (CRMs, usual software (Excel, PowerPoint, etc).
- Ability to practice leadership and influence skills with customers.
- Ability to think creatively and bring unique knowledge to customers and the industry.
- Understands product properties and technology in areas of responsibility.
- Familiar with sales tools such as Miller-Heiman with an ability to develop a proficiency in their use.
- Ability to operate effectively within a global, culturally diverse community of professionals.
