Sr. Business Development Manager - NA Building Components Job

Overview

Division:

Bostik, INC. Durable Goods
Region:

North America
Job title:

Sr. Business Development Manager - NA Building Components
Situation in organization:

Reports to Bostik, Inc Durable Goods - Building Components: Director of Business Development
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.
Notes:

All content is kept to describe the role, responsibilities, qualifications, and expectations related to the position.

Responsibilities and activities

Target segments include North American Building Envelope (waterproofing) with a focus on all self-adhered components such as tapes, underlayments, WRB and membranes.
For assigned segments, this role is the face of Bostik. Builds recognition among customers, allied suppliers, OEMs, and other influencers as an industry and technology expert. Applies strategic account management skills to succeed.
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.
Collaborate closely with R&D, Sales, Product Management and Operations to drive growth.
Bring critical market intelligence back into the organization to feed into our segment strategy.
Measure success by New Business growth.

Additional activities

Develop relationships in the field in the specific market segments. Influence prospect's design strategy where possible to help secure new business.
Be an active member of the Building Component market segment team, which executes the market strategy.
Drive projects through the full 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 the 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 Salesforce.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.

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 OEMs 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.
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%+

Note:

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