New Business Development Manager

New Business Development Manager

Portfolio Business: Huber Engineered Materials

J.M. Huber Corporation is one of the largest privately held, family-owned companies in the United States. Established in 1883, we are a diversified, global supplier of specialty and commodity chemicals, hydrocolloid solutions, engineered wood products and natural resources to customers spanning a wide variety of industries. With approximately $3 billion in sales and 4,000 employees worldwide, we have a material presence in more than 20 countries.

Position Summary: The ideal candidate will accelerate global sales for newly launched and existing Kemgard and Safire products produced in NA and sold globally and establish the Huber brand in the customer's mind. This person will also translate Huber Advanced Materials capabilities and policies to the customer, and the customer's needs to HAM's work teams. In addition, this person will possess the technical aptitude to navigate customers amongst Huber Advanced Materials Kemgard and Safire product solutions.

Dimensions of Job: Accountable for high customer engagement to help promote clear and consistent messaging about respective product value proposition. Development of value statements for products. Accountable to build new sales and coordinate with sales managers to transfer ownership after commercialization.

Principal Duties & Responsibilities:

• Develops and executes strategic plans to meet annual critical success factors (sales and product development objectives) in alignment with the market strategies set by the commercial team.
• Supports current sales through regular contact and develops profitable new business by identifying commercial and technical needs, sources sales prospects, determines prospects' requirements, and facilitates successful trials of Kemgard and Safire solutions.
• Supports RSM's selling tools through improvements to presentation content.
• Responsible for coordinating HAM team-selling approach with customers/prospects so that HAM understands the customer's need and that HAM is in position to deliver value in the customer's eyes.
• Collaborates cross functionally with operations, technology, sales, and marketing.
• Identifies potential new HAM solutions by staying up-to-date of industry developments and regulatory trends.
• Promotes Huber's presence in the marketplace by participating in professional organizations, conferences, and trade shows, and through relationships with co-suppliers and third parties in order to stay well-informed of technical and market trends and to develop competencies.
• Fulfills administrative duties required by submitting activity and results reports, quarterly and annual market analysis.
• Operates within established regional travel and expense budget.
• Monitors competition by gathering current market information of activities, offsets, and competitive price points.
• Collaborates with Sales Director, Global Market Manager and Technology Managers in addition to regular contact with the sales managers.

Major Challenges:

• Developing effective value propositions to speed access to trials and faster commercialization of products.
• Staying well-informed of constantly changing technical developments in markets and applications for HAM products in order to sell value-based solutions.
• Establishing priorities based upon Sales Director needs, Global Market Manager needs, and demands from new market opportunities rapidly developing.
• Solidifying the distributor network and keeping them supplied with continuous, uniform product information (when applicable), and ongoing active co-calling with distribution.
• Shifting customer and prospect orientation from a commodity (price based) mindset to a solution mindset (value-based).

Decision Making Authority:

• Decides sampling priorities and proper products for contacting customers and prospects.
• Decides on target customers to pursue.
• Decides what type of technical service and customer service is necessary supports solutions for logistics issues within specified guidelines from operations balanced with customer needs.
• To develop individual product strategies needed to succeed.
• Recommends complaint resolution/product returns/sample requests.

Specialized/Technical Knowledge or Required Skills:

• Minimum 8 years in a related role in same industry (additives, plastics, chemical sector) with proven track record selling specialty value-added additives.
• Minimum BA/BS University degree, preferred concentration in Chemistry or Chemical Engineering.
• Proficient in computer skills including an understanding of word processing, spreadsheet, presentation programs, and ability to adapt to new software additions.
• Travel required – car, air and up to 40% of the time.
• Must be physically able to wear required PPE while on visits at manufacturing facilities (customers or Huber facilities).

Total Rewards: J.M. Huber Corporation complies with all local/state regulations requiring salary range transparency. Any offered salary is determined based on relevant factors such as an applicant's skills, performance, job responsibilities, prior relevant experience, certain degrees and certifications and market considerations. U.S. Market-Based Base Salary Range New Business Development Manager [$122,200.00 - $158,700.00] In addition to base compensation, individuals may be eligible for an annual discretionary bonus and profit-sharing payout. Huber also offers a comprehensive, competitive benefits package as detailed on the Huber Benefits Hub.