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Business Development Manager

1 month ago

San Francisco, California, United States TEPHRA Full time
Job Title: Business Development Manager

Join Tephra as a Business Development Manager and take on a challenging role that requires strategic thinking, strong sales skills, and the ability to lead global teams.

Key Responsibilities:
  • Develop and implement account strategies to increase demand for Polycarbonates (PCS) Business Unit products and enhance market visibility.
  • Build and maintain relationships with Original Equipment Manufacturer (OEM) engineers and designers, focusing on embryonic/growth market segment opportunities 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, utilizing systems such as 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, including CRM, opportunities, risks, specifications, sales from specifications, and key projects.
  • Develop and implement account strategy (non-transactional) as well as value proposition in accordance with industry segment, application, and product strategies.
  • Provide 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.
  • Build, maintain, and develop relationships with the account's key decision-makers, then leverage these relations via the appropriate involvement of management (people positioning).
  • Offer 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 remain under the full responsibility of the invoicing legal entity.
  • Share 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.
  • Coordinate activities with Industrial Marketing, Technical Service, and Application Development to identify technical requirements which will foster future sales growth.
  • Consult strongly with the Industrial Marketing functions and PCS on account segmentation, global offering packages, and industry segment strategy.
  • Propose the selection of SAM local and global team members and after approval build the respective SAM team.
  • Develop, coordinate, and monitor monthly updates.
  • Communicate 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.
  • Align PCS key account needs with those of other business units, as long as there is no wide key account approach in place.
  • Follow the Corporate Compliance program and guidelines, in all aspects of the customer relationship.
  • Actively contribute to the Strategic Account Management community.
Requirements:
  • 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.
  • Written and oral communication skills.