Job Description
Division**: Bostik, INC. Durable Goods**
Region: North America
Job title:
S****r. Business Development Manager – NA Building Components
Situation in organization
Reports to Bostik, Inc Durable Goods – Building Components: Director of Business Development
Job dimensions
- Target segments include North American Building Envelope (waterproofing) with a focus specifically on all self-adhered components such as tapes, underlayments, WRB and membranes.
- For assigned segments, this role is the face of Bostik. He/she is recognized by customers, allied suppliers, OEMs, and other influencers as an industry and technology expert. Strategic account management skills are necessary to succeed in this role. Engage at all levels of customer organizations—from technical teams to executive leadership—leveraging a strong technical and commercial foundation to influence outcomes.
- Ensure a robust pipeline of growth opportunities at new customers and applications with key technologies.
- The role will collaborate closely with R&D, Sales, Product Management and operation to drive growth
- The role will bring critical market intelligence back into the organization to feed into our segment strategy.
- The success of this role is measured on New Business growth.
Activities
- Develop relationships in the field in the specific market segments. Influence prospect’s design strategy where possible to help secure new business.
- This role will be an active member of the Building Component market segment team, which executes the market strategy.
- Drive projects through entire life cycle: market research and plan, new product development where necessary, lead generation, qualification at customer(s), and commercialization.
- Manage communication between prospects, specifiers, technical stakeholders, and our technical & marketing teams. With target customers, lead product specification and product qualification process.
- Bring new product development ideas back to the organization, build any needed business cases, and lead stage gate innovation projects.
- Lead with the support of Product Line Managers and Technical Service department on new products, and new application launches within specific segment including the “commercialization” stage of the Stage Gate process.
- Provide training of external key stakeholders and prospects on all relevant technologies and applications.
- Manage the project pipeline through SF.com. Present pipeline to internal stakeholders as needed.
- Represent Bostik by participating/presenting in industry groups and associations, technical committees, and trade shows.
- Lead global projects with marketing, technical and Business Development groups as needed.
- Practice Safe work habits in accordance with OSHA, EPA guidelines, and Bostik-specific Environmental Health and Safety department expectations.
- Contribute to M&A activities, strategic partnerships, and capability expansion planning
Context and environment
This customer facing position is critical for driving revenue growth by identifying and developing new business opportunities and by working with cross-functional Market Segment Teams. This position focuses on New/Existing Applications and New/Existing Technologies.
Accountabilities
- Drive significant, high margin revenue growth with new/existing applications in new/existing markets and commercialization of new technologies.
- Identify industry trends, which provide the future direction of the Market Segment Team. Develop new markets for new technologies.
- Manage medium to high complexity, possibly global, business development projects.
- Influence the design process of OEM through education of Bostik technology. Acquire specifications through the selling of end users.
Qualifications / experience required
- Bachelor’s Degree required, business, marketing or technical degree. MBA desired
- 7+ years’ experience in Sales, Marketing, Tech Service, or R&D required. MBA desired.
- Excellent leadership, analytical, and motivational skills.
- Experience in self-adhered technologies or activities related to this field is a must have for this position
- Experience in Marketing, Business Development/Sales experience in the building materials sector, preferably from a leading, global manufacturing organization preferred.
- Customer oriented, business savvy. Possess a high business acumen.
- Has strong project management skills: ability to lead cross-functional teams.
- Excellent interpersonal, written, verbal and formal presentation communication skills.
- Comfortable presenting to large audiences and senior executives.
- Excellent computer skills, with proficiency in MS Office (MS Word, Excel, PowerPoint and Salesforce.com).
- Overnight travel of 30%+