Business Development Manager Process and Steel Markets NA
1. Purpose of the Job
Achieve growth and profitability targets for the Process market sector in North America through marketing of the existing product portfolio and the identification of new products and solutions. Key challenges are:
Rigorously evaluate the market, competitors, customers and technologies in order to establish and agree the North American Process and Steel market sectors business strategy as part of the overall Industrial Vacuum strategy for North America.
Work hand in hand with the North American Sales organization supporting them to achieve their budgets and penetration targets, in collaboration with Product Managers to ensure the successful launch of new products in the region.
Work with the Global Market Manager and relevant Product Managers providing input to requirements for NPI, cost reduction, product availability and product pricing ensuring that these elements are included in the market sector plan and are synchronised with the product managers product plans
2. Knowledge, Skills and Experience Required
Degree level in an engineering or science discipline
At least 10 years broad experience in technical/sales/marketing roles ideally with a high technology company.
Comprehensive commercial and technical knowledge of the Chemical vacuum markets, applications and products.
Business/Commercial awareness (marketing discipline/experience) familiar with business planning, analysis of financial scenarios which has resulted in sound commercial ability and acumen.
A strategic thinker with strong analytical capability.
Adaptability to fast changing market conditions.
Influencing, communication, presentation and negotiating skills, both internally and externally. Able to achieve credibility and command respect.
Able to develop/build relationships and interact effectively with customers at a senior level.
3. Principle Accountabilities
Drive the strategic development process and market sector plan for the Chemical businesses in the region
Understand market size (TAM) and Edwards share for the North Americas Chemical market
Drive visibility and growth in the NA Steel Degassing market.
Identify target sectors and customer and develop strategy plans for profitable growth including key products, pricing, USPs versus competition, support requirements, key customer opportunities, etc.
Build strong relationships throughout the organization and customer base to develop insight into current and future market and customer requirements
Understand the other players in the North American market and evaluate potential alliances and/or acquisitions that may be beneficial to Edwards
Create and maintain a profitable market sector plans for the North American Chemical and Steel Degassing business Drive business growth (revenue and margin) in line with the budget, share and penetration objectives and 3 year plan
Establish in-depth product, application and competitor knowledge to support sales penetration and ensure appropriate training material, product selection/pricing tools and marketing support is provided to the sales teams
Develop and implement EPC (Engineering Procurement Contractors) penetration plan in coordination with IV Sales manager.
Develop pricing policy for the North American Chemical market sector and support/monitor its implementation.
Support sales with applications, design and pricing of large bids to maximize Edwards margins in every sales contract ensuring that the competitive situation is fully known and understood and that Edwards value proposition is clearly articulated
Manage the introduction of new products driving and supporting the allocation of beta product and early evaluation units, providing sales training and support material and driving the sales teams to achieve the penetration targets
Work with Marketing Communications to develop and implement a MARCOMMs plan to support the Chemical business in the Americas.
Provide a senior product representative role supporting sales with key customer relationships. Work with the Edwards organization to develop the products, services and capabilities required to achieve the market sector plan
Provide Applications management and direction through Product Specialist (direct report) and Solutions Applications team (dotted line) for Process and Industrial markets.
Work closely with Solutions Team to develop application specific systems for customer process optimization.
Evaluate and clearly articulate market requirements for new products, services and capabilities working with Global Market Sector Manager and Product Managers to produce Business Cases and Requirement Specifications to ensure that appropriate projects are adopted.
Ensure the synchronisation of new product development with future requirement roadmaps of key products and technologies with customers and their applications.
5. Nature and Scope The BDM must understand the relevant market, applications and products in sufficient depth to determine effective sector strategy for North America and to feed into the overall Industrial Vacuum Business strategy. They must be able to clearly articulate market requirements and present business cases for the development of new products and services where specific to their region. The BDM will interact and negotiate with customers and suppliers at a senior level, influencing their decisions and agreeing terms of business in coordination with the IV Sales Manager. This will include frequent contact with large customers where diplomacy and credibility are prime requirements. This credibility must derive from both recognized expertise in the field and being able to influence and action appropriate responsiveness and corrective action across the wider Edwards organisation. The BDM will work hand in hand with the North American sales organization supporting them to achieve their budgets and penetration targets.
About usEdwards is a global leader of vacuum and abatement. We are proud to lead the industry, pushing the boundaries of science to deliver innovative products which are intrinsic to everyday life, working in partnership with our customers and continually setting new standards. At Edwards, we believe there is always a better way. Our employees are full of ideas. They are creative, innovative and push the boundaries of technology every single day wherever they are based in the world. Edwards is at the forefront of enabling new technologies and research for products that impact everyone s daily life across the globe. It doesn t get more exciting! We recruit people with more than just a passion for innovation they also have the ability to bring their ideas to life through collaboration with like-minded individuals in a supportive and inclusive environment. So, whether you have a wealth of experience or are just starting out, why not join Edwards and be part of our future growth. We offer competitive salary, bonus plan, generous benefits package, growth and development opportunities and an award-winning kudos program. Proudly celebrating our 100th anniversary in 2019! With over 100 years of rich heritage, Edwards is the partner of choice for tens of thousands of customers in critical applications around the world. Vacuum is required in diverse sectors, from the generation of power to the production of steel, to the challenging environments of space simulation and high energy physics research. Everywhere you find vacuum requirements, you will find Edwards leading the way. From medicines to mobile phones, from computers to coffee beans, to cars and chemicals, we pride ourselves in making a difference to people s lives. And we do it responsibly, ensuring that we innovate sustainably, whilst helping our customers to maintain their competitive advantage and operational excellence. Edwards is part of the Atlas Copco Group (NASDAQ OMX Stockholm: ATCO A, ATCO B), a Sweden-based provider of industrial productivity solutions.
______________________________________________________________________________ Edwards is an Equal Opportunity Employer and considers for employment and hires qualified candidates without regard to race, religion, color, sex, sexual orientation, genetic information, gender, gender identity, gender expression, age, national origin, ancestry, citizenship, protected veteran or disability status or any factor prohibited by law, and as such affirms in policy and practice to support and promote the concept of equal opportunity and affirmative action, in accordance with all applicable federal, state provincial and municiple laws.
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The Atlas Copco Group serves customers through innovative compressors, vacuum solutions, generators, pumps, power tools and assembly systems. We are a global and diverse Group of many strong brands and around 34 000 employees representing different cultures in more than 180 countries. We have a wide range of positions so whatever your interests or area of expertise, we offer interesting challenges and the opportunity to grow.
Passionate people create exceptional things. We believe in challenging the status quo, always looking for a better way. Our leading edge technology enables us to innovate for a sustainable future. We believe that people make it happen and with us you are empowered to act. Your ideas can make a real difference and contribute to the quality of life for people everywhere.
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* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.