BUSINESS DEVELOPMENT ENGINEER Job

SITUATION IN ORGANIZATION

Report to Head of Business Development group

JOB DIMENSIONS & MISSIONS

Arkema manufactures various specialty materials globally to support the growing market in Asia-Pacific region. The product lines generates high margins in Asia and are expected to grow in the coming years. The job holder is in charge of the business development of High Performance Polymers (HPP) Specialty Polyamide products such as Rilsan PA11, Rilsamid PA12, Pebax TPE and Rilsan Clear Transparent Polyamide, and Incubator products such as Piezotech, Apolhya, and Nanostrength block copolymers. The job holder is based in Kyoto Technical Center. The main mission is to support growth by leading business developments in Asia-Pacific region.

Market segment:       HPP: Industrial Market.

　　　　　　　　　　Incubator: Solution process, melt process

Product lines:            HPP products, especially Specialty Polyamide products (SPA)

　　　　　　　　　　Polymers: Apolhya, Nanostrength, Piezotech

Main interfaces:         Global HPP R&D team in France/US/Japan/China, Business/Market Managers, Sales network, distributors, customers.

　　　　　　　　　　Global R&D sites (KTC, KoP, CRDC, GRL), New product Incubator organization, Customers & OEMs 

ACTIVITIES

Business Development Specialty Polyamides (60 %)
1)    Develop and secure relationships with customers, prospects, distributors, and key market stakeholders in Japan to identify new business opportunities for SPA products. Maintain regular contact by face to face visit, e-mail and telephone.
2)    Build and maintain a solid pipeline of development projects and support successful commercialization of new business opportunities
3)    Manage technical communication between customers, specifiers, stakeholders, and Arkema technical, marketing teams
4)    With target customers, lead product selection, specification, validation, and qualification processes
5)    Collaborate with KTC and other internal teams to resolve customer issues related to products and end application performance
6)    Keep close communication with managers to set priorities in line with global and regional business development objectives
7)    Support promotion of SPA products through customer visits, technical presentations, seminars, exhibitions, and industry events
8)    Conduct market analysis to identify market needs, technical trends, competitive materials, and new application opportunities for SPA products in Industrial markets
9)    Business trips in Japan (and possible overseas) as required to visit customers, distributors, exhibitions and Arkema R&D centers, and to participate in regional/global development meetings.
10)    Practice Safe work habits in accordance with Arkema guidelines

Business Development New Product Incubators (40 %)
1)    Develop and secure relationships with customers in Japan to identify new opportunities of incubator products and begin qualification
2)    Manage technical communication between prospects, specifiers, stakeholders, and our technical & marketing teams
3)    Conduct market analysis to identify market needs and new applications of incubator products
4)    With target customers, lead product specification and product qualification process
5)    Collaborate with Manager and Material Analysis Group to resolve customer issues with products and/or end application production
6)    Keep close communication with product line manager to set priorities in line with global business development objectives
7)    Practice Safe work habits in accordance with Arkema guidelines

Reporting and internal communication and processes
1)    Establish record of success in completing commercialization projects
2)    Use Arkema CRM system to record customer visits, call reports, opportunities, and project progress
3)    Write monthly activity reports, join KTC monthly & safety meetings
4)    Network with Arkema R&D peers globally through physical and virtual meetings
5)    Share regional insight with global product managers on market trends, customer dynamics 
6)    Deliver activity summary presentations to peers and upper management (Project portfolio reviews, sales meetings)

CONTEXT AND ENVIRONMENT

Arkema, a leader in Specialty Materials
Building on its unique set of expertise in materials science, Arkema designs materials to address the growing demand for innovative and sustainable materials, driven by the challenges of new energies, new technologies, the depletion of resources, mobility, and increasing urbanization. The Group is structured into four coherent and complementary segments, Specialty Materials (Adhesive Solutions, Advanced Materials, and Coating Solutions) accounting for 85% of its sales, and an Intermediates segment leveraging competitive and global product lines. 
The job holder is expected to travel up to 40% domestically and possibly overseas, to interact closely with R&D, supply chain and the global organization, and to support KTC site HSEQ policy and complies with all regulatory and internal requirements.

ACCOUNTABILITIES

KPI for Business Development (# of converted lead & opportunities, # of new opportunities, # of CVR, # of new accounts & sales achieved, etc.)
HSEQ KPI (# of incidents, @ of HSEQ reporting, @ of training/exhbitions attended, etc.)

QUALIFICATIONS/EXPERIENCE REQUIRED

• Masters (PhD preferred) in Polymers, Chemistry, or Materials Analysis
• 5~10 years experience in Business Development, Field Marketing, or field Sales
• Excellent interpersonal, listening, communication skills and customer-focused approach
• Aggressiveness to influence direction and outcomes within department and with customers
• Comfortable putting forth alternate recommendations and challenging opposing views
• 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 with computer and communication tools (CRMs, common software (Excel, PowerPoint, etc.))
• 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
• Fluent in English and Japanese both oral and writing. French is a plus.