Sr. BUSINESS DEVELOPMENT ENGINEER - TRANSPORTATION (66146)

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 Arkemas multiple businesses to customers. Utilize a pullthrough approach in establishing new customer contacts; the customers 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 complexproblems. Think creatively to break down barriers and create novel solutions at crossfunctional 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 level2 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 highlevel 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 multifunctional teams.

CONTEXT

Arkemas 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 nearmiss accident or injury incidents.

QUALIFICATIONS

Bachelors 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 customerfocused approach. Ability to influence direction and outcomes within department and with customers.
• Demonstrates and applies customerfocused approach and maintains trust and credibility.
• Adept in utilizing pullthrough 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 decisionmakers internally.
• Ability to work in multifunctional team environment.
• Ability to prepare and present information in a clear concise manner.
• Excellent prioritization and followup 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 MillerHeiman.
• 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 groups performance.
• Effectively represents division at multiple levels within company.

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