Senior Business Development Manager

At Dow, we believe in putting people first and we’re passionate about delivering integrity, respect and safety to our customers, our employees and the planet.  

Our people are at the heart of our solutions. They reflect the communities we live in and the world where we do business. Their diversity is our strength. We’re a community of relentless problem solvers that offers the daily opportunity to contribute with your perspective, transform industries and shape the future. Our purpose is simple - to deliver a sustainable future for the world through science and collaboration. If you’re looking for a challenge and meaningful role, you’re in the right place. 

Dow has an exciting opportunity for a Senior Business Development Manager in the M&T and C&E (Mobility & Transportation, and Consumer & Electronics) market segments within DCS (Dow Consumer Solutions). 

The preferred locations for this position are Midland (MI), Houston (TX), Marietta (GA), or Philadelphia (PA), however other locations within the United States including virtual office may be considered.

About you and this role

You will primarily be focused on business development of specialty silicone products going into a variety of mobility and electronic applications. Initially the role will be concentrated on growing Dow sales of silicone moldable optics used in the lighting industry, which combine the optical clarity of glass with the precision moldability of liquid silicone rubber. In addition, you will be responsible for building new relationships with key automotive customers for a variety of emerging applications including LuxSense™ Silicone Synthetic Leather, which is the world’s 1st Silicone based Luxury Synthetic Leather material, meeting the requirements for transportation seats and interiors, furniture, fashion, smart wearable devices and consumer electronics with unique features of soft touch feeling and lower carbon footprint as compared to genuine leather. You will be responsible for managing new customer relationships, promoting Dow solutions, driving specification decisions, and selling Dow products and solutions to achieve profitable business growth and innovation.  

Responsibilities

• Build new relationships with targeted customers in a variety of markets.
• Lead and coordinate customer relationships, working to understand customer needs and identifying potential new clients.
• Execute and implement sales and marketing plans to deliver business goals of volume and value growth.
• Collaborate with the marketing team to build marketing plans based on collecting market intelligence to shape the sales/marketing plan, market research, and mapping.
• Lead and conduct negotiations, implement price changes, and develop long term contract agreements.
• Manage sales contracts following Dow guidelines and legal requirements according to each region and country.
• Work with the sales, marketing, and product leadership to set the commercial strategy, business/sales plan, and drive cross business selling.
• Orchestrate how all customer impacting functions of Dow collaborate to execute the plan for the customer.
• Understand Dow value propositions and how we compare to the next best offer. Provide counsel on all aspects of the competition such as capabilities, strategy, positioning, cost structure, technology, financial return, customer mix, and supply chain.
• Understand the markets Dow participates in, their current and emerging customer needs, and how to profitably participate in them.
• Effectively uses CRM, DSR, CMT, Smart Price

Qualifications

• A minimum of a Bachelor's degree or relevant military experience at or above a U.S. E6 or Canadian Petty Officer 2nd Class or Sergeant ranking.
• A minimum of 7 years of relevant working experience
• Must be willing and able to travel up to 50%.
• A minimum requirement for this U.S. based position is the ability to work legally in the United States.  No visa sponsorship/support is available for this position, including for any type of U.S. permanent residency (green card) process.

Preferred Skills

• Business development – ability to reach out and initiate first time contacts with companies.
• 10+ years’ experience in technical/sales/commercial related positions.
• Hands-on experience with multiple sales techniques (including cold calls).
• Strong written and verbal communication skills.
• Previous silicone sales and market knowledge.
• Interpersonal Effectiveness.
• Ability to easily connect with different levels and functions at the customer level and internally (from operators to VP/CEO, and from purchasing to R&D).
• Record of successful customer and/or industry influence.

Additional Not