Position Objective
61 The Business Development Manager’s focus is to win specifications in key process steps in the Fuels & Chemicals licensors & design institute pipelines. This is accomplished by proactively identifying and qualifying specification opportunities, positioning Pall technologies and capabilities, and directing technical specialists.
Essential Job Functions:
61 Advise on/ execute the strategy and business development plans which outline how sales targets will be met on an ongoing basis and how to win the opportunity/specification.
61 Identify key licensors, design institutes in Fuels & Chemicals segments, build long-term relationship with licensors, design institutes to achieve sustainable growth, increasing overall market share & company brand awareness.
61 Develop new licensors, design institutes by actively prospecting and qualifying specification opportunities. Prospect for potential licensors, design institutes by using various direct methods such as calling customers and face-to-face meetings, and indirect methods such as networking.
61 Mapping out value chain for targeted vertical applications. Work with sales team to drive downstream activities at user ends to accelerate project progress and generate continuous pull through demand.
61 Supported by the Fuels & Chemicals sales team, this role generates leads and build sales pipelines through close cooperation with key licensors, design institutes.
61 Work together with sales team and drive licensors, design institutes visit to support key sales projects win.
61 Work with product and technical teams where required to address customer requirements.
61 Establish good relationships with prospects at various process development points, consulting with them about business challenges and requirements.
61 Provide feedback to commercials teams on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.
61 Be a positive representative of the company and its brand in the marketplace.
61 Maintain information on prospects and customer interactions, documenting information into relevant company sales and customer relationship systems.
61 Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.
61 Coach sales team ‘How to Win’ by leveraging knowhow from licensors & design institutes.
61 Other duties as assigned.
Minimum Qualifications:
61 Degree (or equivalent), BS /BA in Chemical, Chemical engineering, etc.
Essential Previous Experience:
61 Over 5 years minimum relevant experience in Chemical industry as a sales, technical representative, project management
Position Competencies
61 Expert in navigating shifting, complex decision-making processes
61 Experience with and aptitude for numerous long sales cycles
61 Penetrating new accounts and relationships
61 Develops enduring relationships
61 Closing skills
61 Technical aptitude for Chemicals
61 Coaching and orchestrating in a team based sales process
61 Ability to operate as a member of a multidisciplinary team
61 Views process as supportive / not a lone wolf
61 Willing to travel (~50%)