Business Development Engineer II-Kynar Coatings Job

SITUATION 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.