Division: HIGH PERFORMANCE POLYMERS
Location: DETROIT, MICHIGAN
Job Title: SR. BUSINESS DEVELOPMENT ENGINEER - TRANSPORTATION
SITUATION IN ORGANIZATION
Reports to the High Performance Polymers Business Development Director in North America. This fully remote position is located in the Detroit, Michigan area and as a dotted line with the global Transportation market manager(s).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 Transportation market of focus for the Technical Polymers business in North America. Manage a portfolio of a few tens of ongoing business opportunities, may have responsibility for multiple market segments. Manages strategic projects of high business impact (>$1M).
RESPONSIBILITIES
Business development activity (North America)
- Drive customer/market development projects through full commercialization. Establish a record of success in completing commercialization projects.
- Explore, identify and develop new market/application opportunities (diversification).
- Build complete sales forecast with volumes and profitability.
- Implement an optimized business development strategy (prioritized development opportunities). Build market segmentation aligned with the business strategy.
- Effectively represent Arkema's multiple businesses to customers. Utilize a pull-through approach in establishing new customer contacts; the customer’s customers (C2).
- Identify and propose strategic partnership ideas (JDA, JV, acquisitions). Engage with Universities, Consortia and Entrepreneurial free agents for collaborative development when applicable
- Generate market research reports including complex data analysis, interpretation and recommendations.
- 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
- Determine value chain, competitive environment and industry megatrends.
- Recognize when IP protection is needed. Understand when and how to operate under a CDA and handle disclosures appropriately. Can operate effectively within the bounds of a JDA.
- Define or request the right level of technical service required to support the business development activity.
- Serve as a technical leader for customers and technical advisor to other functions in area of expertise.
- Foster innovation internally and externally with customers.
- Train peers in area of expertise.
- Leverage existing and develop new connections that establish new business opportunities with OEMs, standardization committees, level-2 customers and machine manufacturers.
Marketing / communication activities
- Develop trade shows strategy (sponsorship, exhibition, press releases, and digital communication).
- Bring growth opportunities at the company level.
- Propose and implement branding strategies when applicable.
- Develop high-level customer contacts. Develop relationships with customers, build a climate of trust.
- Interacts and influences effectively with peers at customers.
Reporting / internal communication and processes
- Establish record of success in completing commercialization projects.
- Use Arkema CRM system to log in call reports and opportunities.
- Network with Arkema R&D peers globally.
- Create new communication channels across BUs and regions.
- Share regional insight with global market managers on market trends, customer dynamics.
- Deliver activity summary presentations to peers and upper management (Project portfolio reviews, sales meetings etc.)
- Demonstrate leadership potential on multi-functional teams.
CONTEXT
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.
QUALIFICATIONS
Bachelor’s degree in Polymers, Polymer Engineering, Polymer Processing, Chemistry or Materials Science is required; MS, Ph.D. or MBA is a plus.
8+ years of related experience with a minimum of 4 years in an R&D/Technical or BDE role, preferably in the engineering polymers/thermoplastic industry is required. Prior experience in Business Development, Field Marketing, or field Sales in automotive and transportation will also be highly regarded. Some experience may be offset by MSc, Ph.D. or MBA.
COMPETENCIES
- Excellent interpersonal, listening, communication skills and customer-focused approach. Ability to influence direction and outcomes within department and with customers.
- Demonstrates and applies customer-focused approach and maintains trust and credibility.
- Adept in utilizing “pull-through approach” to building customer contacts (customers of customers)
- Comfortable putting forth alternate recommendations and challenging opposing views.
- Ability to hold team members accountable and influence decision-makers internally.
- Ability to work in multi-functional team environment.
- Ability to prepare and present information in a clear, concise manner.
- Excellent prioritization and follow-up skills.
- Ability to bring unique knowledge to customers and the industry; formulate and make respected recommendations.
- Proficient in the use of sales tools such as Miller-Heiman.
- Fosters innovation both internally and at customers.
- Proficient with computer and communication tools (CRMs, usual software (Excel, PowerPoint, etc.).
- Foster innovation both internally and at customers.
- Ability to develop negotiation skills.
- Ability to operate effectively within a global, culturally diverse community of professionals.
- Understand the overall strategy of the group, how it relates to projects and the importance of results on the group's performance.
- Effectively represents division at multiple levels within company.
