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SR. BUSINESS DEVELOPMENT ENGINEER - Additive Manufacturing - 3D Printing Job


Location: 

King of Prussia, PA, United States

Employment Type:  Regular
Category:  Marketing / Business
Posting Date:  Jun 13, 2022

SR. BUSINESS DEVELOPMENT ENGINEER – Additive Manufacturing

 

Sr. Business Development Engineer is responsible for BD plan aimed at identifying, developing and commercializing new business opportunities within markets of focus for the High Performance Polymers business in North America. This position manages a portfolio of ongoing business opportunities, may have responsibility for multiple market segments. Manages strategic projects of high business impact. Reports to the High Performance Polymers Business Development Manager in North America and has a dotted line with the global market managers in markets of focus: Additive Manufacturing and applications requiring high temperature thermoplastics.

 

responsibilities

 

Business development activity

  • 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.

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.
  • Write monthly activity reports.
  • 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.
  • Close interaction with R&D, supply chain and the global organization.
  • 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. Prior experience in Business Development, Field Marketing, or field Sales is a plus. Prior experience in at least one of the markets of focus 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.).
  • 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.


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