Tephra Inc.
JR-2019-01297 Business Development Manager - Electronics
Tephra Inc., San Francisco, CA
Description:
Job Description:
Position Description (Major tasks, Value added, Contribution context, Work relations, Qualifications)
The Business Development Manager leads and coordinates the market development activities with 15-20 accounts with a strong focus on electronics accounts where specification work is done in the western U.S. and production is done in Asia. This includes the management of a project portfolio with a potential value to PCS of $20 MM as a contributor through the development of specifications and ensuring an effective hand-off within the global sales organization. The incumbent will also have global strategic account management (SAM) responsibility for larger OEMs. This position is remote/residence based and focused on the Western US Market. This position would be located in San Francisco, CA.
Major Responsibilities:
Initiate, develop, plan and implement new business development and marketing activities, increasing demand for Polycarbonates (PCS) Business Unit products and enhancing market visibility
Develop relationships and work closely with Original Equipment Manufacturer (OEM) engineers and designers (strategic influencers and decision makers), focusing on embryonic / growth market segmentopportunities to gain specification of resins in their products
Work closely with global representatives to pull new specifications through to sales
Interface between OEMs and internal PCS groups e.g. Product technology and Application Development, and Industrial Marketing utilizing systems e.g. technical project / activity initiation (Accolade)and Customer Relationship Management (CRM)
Correspond with global counterparts within, for specifications leading to international sales
Resolve technical, commercial and project issues through frequent and direct contact with engineering and business functions, both within the OEMs, their suppliers (e.g. ODMs and molders) and
Maintain up-to-date information regarding the contacts and business. (CRM, opportunities, risks, specifications, sales from specifications, key projects)
Listens to and understands the account's current and future (and value chain partner's) specific needs as well as its position in the value chain and industry
Develops and implements account strategy (non-transactional) as well as value proposition in accordance with industry segment, application and product strategies. Also plays a key role in sourcing and aggregating primary market information. Provides pertinent market intelligence on customers, competitors and significant factors affecting markets to influence short and long term business objectives and to support management decision making.
Builds, maintains, and develops relationships with the account's key decision makers, then leverages these relations via the appropriate involvement of management (people positioning)
Offers price suggestions for the account's value chain to achieve desired account share and profit goals, however, any price discussions and the final price decision remains under the full responsibility of the invoicing legal entity
Shares insights and knowledge on accounts within the BU PCS to support Sales, Product Management, Marketing Communications, and Research & Development to provide the right value proposition, relationship, products, offers, and technology.
Coordinates activities with Industrial Marketing, Technical Service and Application Development to identify technical requirements which will foster future sales growth
Consults strongly with the IndustrialMarketing functions and PCS on account segmentation, global offering packages, and industry segment strategy
?Consults with other SAMs to the benefit of the BU PCS
Proposes the selection of SAM local and global team members and after approval builds the respective SAM team
Develops, coordinates and monitors monthly updates
Communicates account plans to relevant parties(SAM team and all relevant internal stakeholders) this includes usage of the provided tools and systems, as well as participation in respective external and internal events that foster the professional account management and align efficient usage of internal and external resources
Aligns PCS key account needs with those of other business units, as long as there is no -wide key account approach in place
Follows the Corporate Compliance program and guidelines, in all aspects of the customer relationship
Actively contributes to the Strategic Account Management community
Basic Qualifications:
4 years minimum of professional experience with university degree or comparable education
Commercial, research or technical background with relevance to the plastics or Electronics/Electrical industry
Practical and theoretical commercial background, e.g. an MBA comparable education, respective industry background
Preferred Qualifications:
Bachelor of Science degree focused on Plastics Engineering or equivalent technical degree
6 Years of professional experience
Essential Knowledge and Skills:
Ability to lead global teams and to develop strategy
Strong sales (negotiation) capabilities and interpersonal skills
Well-developed technical and sales skills are necessary in order to maintain credibility and respect at these large, multi-national companies
Critical thinking, organization, decisiveness, planning and sound judgment. The incumbent must have broad general business experience and be comfor executing business decisions at all levels of management.
Written and oral communication skills
Candidate Must Have: undefined
Job Description:
Position Description (Major tasks, Value added, Contribution context, Work relations, Qualifications)
The Business Development Manager leads and coordinates the market development activities with 15-20 accounts with a strong focus on electronics accounts where specification work is done in the western U.S. and production is done in Asia. This includes the management of a project portfolio with a potential value to PCS of $20 MM as a contributor through the development of specifications and ensuring an effective hand-off within the global sales organization. The incumbent will also have global strategic account management (SAM) responsibility for larger OEMs. This position is remote/residence based and focused on the Western US Market. This position would be located in San Francisco, CA.
Major Responsibilities:
Initiate, develop, plan and implement new business development and marketing activities, increasing demand for Polycarbonates (PCS) Business Unit products and enhancing market visibility
Develop relationships and work closely with Original Equipment Manufacturer (OEM) engineers and designers (strategic influencers and decision makers), focusing on embryonic / growth market segmentopportunities to gain specification of resins in their products
Work closely with global representatives to pull new specifications through to sales
Interface between OEMs and internal PCS groups e.g. Product technology and Application Development, and Industrial Marketing utilizing systems e.g. technical project / activity initiation (Accolade)and Customer Relationship Management (CRM)
Correspond with global counterparts within, for specifications leading to international sales
Resolve technical, commercial and project issues through frequent and direct contact with engineering and business functions, both within the OEMs, their suppliers (e.g. ODMs and molders) and
Maintain up-to-date information regarding the contacts and business. (CRM, opportunities, risks, specifications, sales from specifications, key projects)
Listens to and understands the account's current and future (and value chain partner's) specific needs as well as its position in the value chain and industry
Develops and implements account strategy (non-transactional) as well as value proposition in accordance with industry segment, application and product strategies. Also plays a key role in sourcing and aggregating primary market information. Provides pertinent market intelligence on customers, competitors and significant factors affecting markets to influence short and long term business objectives and to support management decision making.
Builds, maintains, and develops relationships with the account's key decision makers, then leverages these relations via the appropriate involvement of management (people positioning)
Offers price suggestions for the account's value chain to achieve desired account share and profit goals, however, any price discussions and the final price decision remains under the full responsibility of the invoicing legal entity
Shares insights and knowledge on accounts within the BU PCS to support Sales, Product Management, Marketing Communications, and Research & Development to provide the right value proposition, relationship, products, offers, and technology.
Coordinates activities with Industrial Marketing, Technical Service and Application Development to identify technical requirements which will foster future sales growth
Consults strongly with the IndustrialMarketing functions and PCS on account segmentation, global offering packages, and industry segment strategy
?Consults with other SAMs to the benefit of the BU PCS
Proposes the selection of SAM local and global team members and after approval builds the respective SAM team
Develops, coordinates and monitors monthly updates
Communicates account plans to relevant parties(SAM team and all relevant internal stakeholders) this includes usage of the provided tools and systems, as well as participation in respective external and internal events that foster the professional account management and align efficient usage of internal and external resources
Aligns PCS key account needs with those of other business units, as long as there is no -wide key account approach in place
Follows the Corporate Compliance program and guidelines, in all aspects of the customer relationship
Actively contributes to the Strategic Account Management community
Basic Qualifications:
4 years minimum of professional experience with university degree or comparable education
Commercial, research or technical background with relevance to the plastics or Electronics/Electrical industry
Practical and theoretical commercial background, e.g. an MBA comparable education, respective industry background
Preferred Qualifications:
Bachelor of Science degree focused on Plastics Engineering or equivalent technical degree
6 Years of professional experience
Essential Knowledge and Skills:
Ability to lead global teams and to develop strategy
Strong sales (negotiation) capabilities and interpersonal skills
Well-developed technical and sales skills are necessary in order to maintain credibility and respect at these large, multi-national companies
Critical thinking, organization, decisiveness, planning and sound judgment. The incumbent must have broad general business experience and be comfor executing business decisions at all levels of management.
Written and oral communication skills
Candidate Must Have: undefined