Position Summary
Technical support: Provide all technical support required to profitably grow the global business with regional clients. Develop and implement initiatives to establish Technical Leadership in the region (as viewed by our clients and the industry in general). Support Global Operations initiatives as needed.
Sales support: Work with global business partners to develop and execute regional sales plan for the assigned product line. Assist the Sales effort to win new business by participating in all phases of the sales process (Sustainability Services) including technical presentations, proposal development, line reviews, etc. Lead the implementation of the Product Line component of new business to ensure a seamless start-up for the benefit of the region and/or global effort. Provide support to maintain and grow current account sales where assigned Product Line has involvement.
Marketing: Provide regional input to Global Marketing for the assigned Product Line. Develop and maintain the technical content of all Product Line related sales and marketing materials for the region including sell sheets, bulletins, presentations, website content, etc. Support the achievement of sales objectives and targets for Sustainability Services from Region's Generated Sales Accounts. Serve as a bridge between the region and Global Operations to facilitate communication and the development and implementation of action plans to meet client needs including capacity and capability expansion, pricing, standard interpretations, etc.
New Service Development: Support Global New Service Development by providing market insight on emerging trends and unmet expectations; new product ideas, recommendations and/or fully developed proposals for new service offerings; conducting market studies, focus groups, and engaging/overseeing consultants as needed; managing/overseeing new product launches in the region including the development of sales and marketing tools, training, etc; developing and delivering regional presentations, webinars, conference calls, etc; and other duties as required by VP, Global New Services Development.
Objective
Ultimately responsible for technical, sales, marketing, and new service development support provided to the region Sustainability Services.
Major Roles & Responsibilities
Technical Support:
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- Manage research and development on Social and environmental audits, Sustainable claims, Climate change, Traceability and ESG reporting
- Ensure the region actively participates in regional and globally relevant industry, regulatory and market associations that would benefit the region's clients, global product line and the division.
- Monitor changes in region regulations or industry standards and develop technical bulletins and other tools to effectively communicate the activity to clients and others in the BV organization.
- Develop recommendations for clients on how they could respond to changing regulations and standards
- Work with Global Operations to update or develop new methodology to ensure compliance as required.
- Ensure the effective and timely resolution of technical issues and problems related to the clients in the region whether internal, among sites, or client based.
- Work with global counterparts in Operations and other Technical Services groups to support their development of related test methods and test packages to meet client expectations.
- Develop Protocols / Test packages (using Operations generated test names, and test methods) for the Region's clients to meet their needs for safety, regulatory compliance, product performance, and certification (if applicable.) Responsible for ensuring that protocols / test packages are built and maintained to meet the global needs of the region's clients.
Business Development /Account Management Support:
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- Assist the Sales effort to win new business by participating in all phases of the sales process, representing the Sustainability Services, including technical presentations, proposal development, etc. for the region's generated sales accounts and new Regional Business Development accounts.
- Lead the implementation of the Technical Product Line component of new business to ensure a globally seamless start-up for the benefit of the region's accounts.
Marketing:
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- Primary responsibility for product definition and how it will be promoted in the region.
- Functional support to Global Operations to establish pricing guidelines and to determine where the product will be delivered (lab/field service capability).
- Develop and maintain the technical content of all marketing related materials including sales sheets, bulletins, website content, etc for the region.
- Provide support for trade shows and other marketing events including technical presentations, event specific materials, etc.
New Services Development:
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- Support the objectives of the Global New Services Development group in the region.
- Provide market intelligence on the QHSE and Sustainability market in the Americas including market trends, market share and profitability analysis.
- Develop proposals for exploiting new market opportunities, relevant acquisitions, etc. to grow the business generated from or in the region.
- Regional development of marketing materials, training materials, presentations, seminars, webinars, etc. in support of the new product introduction
- Responsible for the overall success of new products with the region's clients including the achievement of sales targets.
Knowledge, Skills, Abilities
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- Strategic thinking - develops and/or adapts strategy to changing market conditions.
- Demonstrated management skills - organizational design, recruiting and retention, people development, motivations, etc. in both direct and functional relationships
- Political skills
- Social astuteness - the ability to comprehend what is going on and being able to observe others accurately.
- Interpersonal influence - the ability to convince others and build a coalition to take action for the common good.
- Networking - the ability to meet others, learn what they do and what motivates them, and build relationships for future coalitions.
- Team building - the ability to attract and lead people in a matrix, cross functional organization to work toward achieving a common objective.
- Marketing - ability to study and assess markets and identify opportunities and threats and develop and implement actionable plans.
- Client interaction - Demonstrated ability to work with customers, determine their requirements, secure additional business, define and assist in solving problems, and generally ensure their total satisfaction.
- Effective oral and written communication skills including the ability to deliver presentations to in- house and client/vendor audiences.
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- Highly developed personal organizational skills.
- Problem solving and critical thinking skills including the ability to lead groups of diverse people through a problem solving process.
- Strong training and presentation skills.
- Expert knowledge of technical concepts, processes and equipment within assigned Product Line and the demonstrated ability to implement them.
- General knowledge of testing, audits, and technical consulting concepts, processes, and equipment and the demonstrated ability to implement them.
- Strong computer skills. Medium to high level of proficiency in Microsoft Office Suite.
- Familiarity with laboratory instrumentation and equipment.
- Technical aptitude, the ability to quickly assimilate and assess new information and develop plans to capitalize or react to it.
- Experience with the budgeting process - Business Acumen - aligns work with strategic goals.
Experience and Educational Background Required for the Job
- MBA or business experience preferred, with 5 years of progressive P&L responsibility.
- Minimum of a 4 year related Technical/Science, Environmental or Chemistry degree, or related discipline
- Knowledge of Sustainability Services related management systems preferred, such as, SA8000 or equivalent and/or ISO 14000, ISO 18000, ISO 9000, ISO 17021, ISO 50001, ISO 14040, ISO 14044, ISO 14064-1, ISO 14064-2, ISO 14067, PAS 2050, PAS 2060, GHG protocol, CDP, SBTI, CCER, GRI, SASB, TCFD, AA1000 etc.
- Five (5) year of experience in a related technical area including progressive management positions.
- Five (5) years of experience in a management position that includes technical leadership responsibility in Sustainability/quality assurance / product testing / consumer product manufacturing environment.
- Five (5) years of experience in consumer products businesses.
- Demonstrated experience in dealing directly with customers
Compensation Range: $110,000 - $125,000 annually plus bonus (e.g., the job posting is not necessarily reflective of actual compensation that may be earned, and actual compensation is subject to variation due to such factors as locations, education, experience, and skillset).
