Business Development Manager Job

The Business Development Manager is responsible for developing and commercializing technically differentiated growth opportunities for Organic Peroxides in the Americas (AMAS). In this role, the incumbent is responsible for acting as the primary interface between the customer, R&D and commercial teams. This individual will leverage technical expertise to accelerate innovation and build strategic customer partnerships. Their overall responsibility exceeds $20M in revenue annually.

Willing to travel approximately 50-60% of time, mainly within North America.

Essential Duties & Responsibilities

Business development activity (North America) 80%

· Develop and manage a rich pipeline of development opportunities with at least $70M in sales potential within 5 years.

· Identify and develop new applications, technologies, and market opportunities where Organic Peroxides provide differentiated customer value. Lead coordination between cross functional (R&D/BDI/Business) and cross regional teams and the stage gate activities and packages related to any new business development.

· Translate technical & operational customer challenges into development projects with clear technical and commercial objectives. Effectively lead joint development projects with strategic partners.

· Support market segmentation and strategy efforts and develop a vision of long-term strategic customer alliances.

· Participate in technology roadmap development and identification of future growth platforms. Drive the commercialization of new higher average margin development opportunities. Sustain a track record of completed commercialized projects.

· Make frequent high-level customer contacts in small and large companies. Establish points of contact at all relevant levels to enable value added relationships.

· Apply understanding of value pricing strategies; participate in contract negotiations.

Marketing / communication activities - 10%

· Build strong networks internally, and externally in industry and academia.

· Develop a strategy for efficient digital communication to accelerate prospecting activities.

· Be actively involved in professional organizations, government agencies and industry standards.

· Foster innovation both internally and with customers.

· Share Business Development knowledge and expertise through coaching, mentorship and teaching classes at the CME University.

Reporting / internal communication and processes - 10%

· Track and report BDI growth metrics (KPI’s) in terms of margin and ROI.

· Centralize market/application knowledge globally.

· Use Arkema CRM system to support and report activity (Call reports, samples/tech service requests etc.)

· Effectively represents division at multiple levels within company.

Years of Experience

· 10+ years of experience, including a minimum of 5 years in an R&D, Technical or Business Development

Education and areas of focus

· Bachelor’s degree in engineering, Chemistry, Polymer Processing or Materials Science is required; MS or Ph. D or MBA is preferred.

Competencies, Knowledge, Skills & Abilities

· Ability to lead multi-disciplinary, global and/or joint development teams.

· Strong knowledge of chemistry and adept at communicating complex technical topics.

· Comfortable putting forth alternate recommendations and challenging opposing views.

· Demonstrated ability to lead and guide a team composed of R&D personnel.

· Excellent interpersonal skills. Ability to influence at a high level.

· Expert in use of sales tools (Salesforce)

· Demonstrated value pricing and negotiating skills.

· Comfortable applying project development tools & methodologies, i.e. stage gate process.

· Strong customer focus.

· Thinks creatively to solve technical problems.

· Builds Climate of Trust and Respect internally and externally.

· Detail oriented, with excellent prioritization and follow-up.

· High level of written and oral (including presentation) competency.

· Efficient with computer and communication tools (CRMs, usual software (Excel, PowerPoint, etc.).

· Cultural awareness and willingness to travel, possibly globally.

HES Requirements

· 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

Physical Demands/Working Conditions

· Hybrid position (present at an Arkema site at least 3 days/week)

· May occasionally require working additional hours outside of normal workday/workweek to meet certain deadlines throughout the year.