Mersen
BUSINESS DEVELOPMENT MANAGER
Dead Line: May 4, 2022
Contract: Regular employee
Site: Husum - DE
Country: Germany
A global developer of custom engineered and application specific products and solutions is seeking an outcome-oriented Business Development Manager with proven skills in prospecting with strategic customers, developing long-term product developmental relationships with the engineering and purchasing organizations of key accounts. The focus will be on introducing capacitors technologies; working then with customer designers and Mersen technologists to develop the solutions required. Coordinated and directed targeted customers with the Mersen global sales organization to include OEM’s and Distribution accounts on a worldwide basis. Currently the business is mainly done in Europe. The objective is to develop other continents (including production-based facilities).
Description:
Establish new development programs with targeted leaders in the market. Manage the existing opportunity pipeline, while creating new sales opportunities with these accounts.
Position responsibilities:
- Work closely with the Product Line VP and the operations management teams to develop and achieve the operating budget of the product line.
- Develop and implement the product line business strategy, aligning with company objectives, products and resources, to significantly grow the capacitor’s business all around the world.
- Collect competitive and market intelligence to help define future industry needs and requirements, along with recommended action plans to grow business coordinating with the BU Strategic Marketing.
- Implement a value pricing strategy, ensures a competitive positioning of projects and quotes, analysis win/loss of projects and derives conclusions for future business development objectives.
- Create the business case for new opportunities, including the revenue, return of investment, payback and growth margin on variable costs.
- Develop a technology roadmap for future markets, create the corresponding value proposition, the differentiators, strategy and tactics for product launches.
- Own the communication planning and execution to position the products, messages and events for our customers.
- Interact with multiple levels within Engineering, Purchasing, and Quality professionals, defining the key decision makers, champions, influences and gatekeepers.
- Work with Mersen’s Sales and Product Line resources to optimize the impact of the actions of the Capacitor team.
- Arrange and host trainings, workshops and meetings with sales and capacitor team members and the customers, follow-up on actions, report progress.
- Participate in relevant trade shows to increase Company visibility and position for future new business growth.
- Participate in Technical and Quality reviews to ensure new business proposals meet/exceed customer’s specifications and requirements.
- Maintain a solid understanding of technologies available and in development for the capacitor market.
- Analyze existing customer and market requirements and anticipate future customer demands and promote the consideration of the Company’s products and services to fill such requirements.
Qualifications:
With 7 - 10 years of relevant business development / sales experience working with the OEM / Distribution Channels
- Deep understanding of capacitor market, as is experience in power conversion systems.
- Experience selling customized / engineered-product-into-OEM applications.
- Broad experience in leading a cross functional team from product concept through design/development, implementation and production.
- Strong understanding of customer advanced development activities and approval milestones in order to progress initial concepts to working prototypes and ultimately production implementation.
- Strong technical aptitude and knowledge base.
- Exceptional relationship and communication skills, presence consistent with this important customer-facing role.
- A worldwide experience
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