Senior Manager, Business Development -Electronics

Description

Job Summary :

Critical role reporting to the Director, Business Development, Electronics. Must have a strong understanding of Messer's electronics bulk, UHP and onsite product supply offerings and the various customer applications that require bulk and specialty gases, in order to develop Messer's strategy to grow the electronics business through various supply investments, especially specialty gases as well as bulk and onsite electronics gases supply arrangements. Help build and deliver an electronics strategy through thoroughly understanding the industry and market trends, including applications development, demand development, traditional competitors, new entrants, new developing market areas (onsite H2 supply for EUV, high-pressure UHP CO2, etc), and target potential electronics customers. Monitor competitors, competitive alternatives and participate in industry associations.

Working with Electronics sector develop mid to long-term supply investments, partnerships, and related agreements to grow Messer's electronics business. This role will work closely with Electronic Group, Project Execution, Product Management, Operations & Reliability, Energy Management, , Finance, and Legal to set Messer's long-term strategy to grow the electronics business.

Why Messer?

Messer is the world's largest privately held industrial gases company and what we do matters because it is woven into every part of life, from the medical gases that patients rely on to the essential elements needed to safely and sustainably produce the goods our communities depend on.

The true strength of Messer is our people-at every level and in every role.

Join us and take pride in the impact you will make by providing solutions essential to our world and lives. Reach your highest potential at our stable, inclusive company with diverse opportunities in a growing industry, supported by people who care.

Messer stands apart because we put what matters first, and you matter.

Principal Responsibilities :

Leadership & Employee Development :

At all times, be a change agent to advance Messer's safety culture in the organization.

Must be pro-active, visible and effectively lead to ensure cross-functional coordination and alignment across functions for applicable onsite projects and investments.

Deliver Messer's electronics growth strategy :

Work closely with the electronics account managers and commercial team individuals to develop electronics investment opportunities. Focusing on customer requirements, Messer's onsite supply options, understanding competitive alternatives and developing the financial investment business case.

Provide continuous feedback to Project Execution to help them develop the right partnerships and PSO's to remain competitive in the onsite market.

Resource Management, Organization & Capabilities :

Pro-actively support the Electronics Business, and Business Development groups through :

Following the investment Gate Approval Process, best-practices and standards.

Driving business and OP growth through new investments and projects in the electronics business.

Knowing the industrial gases business and drivers to negotiate and manage supply agreements.

Sales Development : Perform direct sales calls on potential electronics customers to provide the customer with the best alternative for bulk, onsite and UHp supply

Electronics Market Development : Identify established and emerging market trends and applications which will present opportunities where Messer has or could have advantages.

Monitor competitor activities qualitatively and quantitively to determine strengths and weaknesses as well as opportunities and threats. Maintain commercial benchmarking of competitor offers to drive areas of competitive improvement for Messer products.

Develop strategies and tactics which will provide value to the customers and growth for Messer.

Provide direction on market trends as well as where Messer should focus their development.

Participate in the idea generation and development planning of Messer's electronics market offerings for the US.

Opportunity Development :

Lead identification by identifying new markets and opportunities at early stages on a basis of interaction with customers, developers, etc.

Develop "Gate 1 (identify & appraise opportunity)" : provide the investment rationale.

Further develop "Gate 2 (solution generation - design & propose)" : conduct customer and market assessment, , technical solutions, financial models and submit proposals for business concept / value proposition.

Develop "Gate 3 (project finalization)" : successfully negotiate supply agreements, author Application Investment papers, and produce financial models and Board approval documents.

Continue to support Project Execution through the construction and commencement of the onsite project.

Provide Support to Electronics Account managers and bulk sales teams related to supply offerings.

Required Skills :

Able to develop and execute electronics business growth strategy

Strong understanding of the industrial gas, onsites and bulk business, Electronics supply options, Ultra-high purity gas systems

Strong business development / growth skills

Understanding of the competitive dynamics, customer negotiations and market conditions.

Understanding of business evaluation, business plan development and scenario / sensitivity analyses and translating strategic implications into clear guidance for customers engagement and project development.

Financial modelling and scenario planning.

In discussions with customers, can effectively discover, diagnose, develop, and deliver winning solutions.

Negotiating and contracting.

Successful management of relationship with customers from industries incl. transportation, metal, chemicals, electronics, and oil & gas.

Ability to develop, maintain and leverage a network within industry.

Strong effective communication and presentation skills

Effective computer skills; including use of Microsoft Office, video conferencing and other company specific software applications.

Experience in customer negotiations and contract development.

Experience in value-added selling, marketing, technical sales.

US travel and as required, international travel.

Basic Qualifications :

• Bachelor's degree (Discipline : Technical background with business marketing and financial skills)
• Minimum 7 Years Chemical / Metals / Transportation / Energy / Industrial Gas industry

Preferred Qualifications :

The salary range for this position is $130,913-$192,006. Messer provides medical, dental, vision, short term disability, life insurance and paid time off as well as other voluntary benefits, such as, long term disability in accordance with the terms and conditions of these Plans. Employees are eligible to enroll in Messer's 401(k) Plan. Employees may be eligible to participate in the company's bonus program

About Messer :

Messer's safety culture, commitment to providing dependable supply and innovative gas technology solutions help customers unlock opportunities to be safer, more sustainable, more productive and more efficient, so their business thrives. We nurture lasting, meaningful relationships with customers, our communities, and with one another.

We offer comprehensive benefits and appreciable pay, with steady schedules and opportunities for ongoing training and career progression. We prioritize and invest in our people at every level of our organization - the dedication, knowledge, customer focus and entrepreneurial spirit of our employees is what make Messer refreshingly different.

If you need assistance with the application or would like to request accommodation, call (877) 243-1030.

Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities

This employer is required to notify all applicants of their rights pursuant to federal employment laws.

For further information, please review the Know Your Rights notice from the Department of Labor.