Sr. Business Development Manager - NA Building Components Job

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

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