Director, Business Development Electronics

Messer Americas•Bridgewater Township, NJ

88d

About The Position

This is a critical, high-visibility role reporting to the Vice-President, Tonnage Key Account Management/Business Development. The position requires a strong understanding of Messer’s electronics bulk, UHP and onsite product supply offerings and the various customer applications that require bulk and specialty gases. The role supports the development of Messer’s strategy to grow the electronics business through various supply investments, particularly specialty gases production and packaging, as well as bulk and onsite electronics gases supply arrangements. The Director will help build and deliver an electronics strategy by thoroughly understanding the industry and market trends, including applications development, demand development, traditional competitors, new entrants, and new developing market segment areas (e.g., onsite H2 supply for EVU, high-pressure UHP CO2, etc.), and target potential electronics customers. Responsibilities include monitoring competitors, competitive alternatives, and participating in industry associations. The role will work with the Electronics sector to develop mid- to long-term supply investments, partnerships, and related agreements to grow Messer’s electronics business. This role will collaborate closely with the Electronics Group, Project Execution, Product Management, Operations & Reliability, Energy Management, Finance, and Legal to establish Messer’s long-term strategy for electronics business growth.

Requirements

Able to develop and execute electronics business growth strategy
Strong understanding of the industrial gas, onsites and bulk business, Electronics supply options, ultra-high purity gas systems
Strong business development / growth skills
Understanding of the competitive dynamics, customer negotiations and market conditions.
Understanding of business evaluation, business plan development and scenario/sensitivity analyses and translating strategic implications into clear guidance for customers engagement and project development.
Financial modelling and scenario planning.
Ability to effectively discover, diagnose, develop, and deliver winning solutions in discussions with customers.
Negotiating and contracting.
Successful management of relationship with customers from industries incl. transportation, metal, chemicals, electronics, and oil & gas.
Ability to develop, maintain and leverage a network within industry.
Strong effective communication and presentation skills
Effective computer skills; including use of Microsoft Office, video conferencing and other company specific software applications.
Minimum 7 Years Electronics (semiconductor) / Industrial Gas industry.
Bachelors – Engineering or other technical field

Nice To Haves

Masters in Business degree preferred
Experience in working with and influencing cross-functional teams is preferred.
Experience in customer negotiations and contract development.
Experience in value-added selling, marketing, technical sales.

Responsibilities

Be a change agent to advance Messer’s safety culture in the organization.
Be pro-active, visible and effectively lead to ensure cross-functional coordination and alignment across functions for applicable onsite projects and investments.
Deliver Messer’s electronics growth strategy by working closely with electronics account managers and commercial team individuals to develop electronics investment opportunities, focusing on customer requirements, Messer’s onsite supply options, understanding competitive alternatives, and developing the financial investment business case.
Provide continuous feedback to Project Execution to help them develop the right partnerships and product/service offerings to remain competitive in the onsite market.
Pro-actively support the Electronics Business and Business Development groups by following the investment Gate Approval Process, best-practices and standards.
Drive business and OP growth through new investments and projects in the electronics business.
Negotiate and manage supply agreements by understanding the industrial gases business and drivers.
Perform direct sales calls on potential electronics customers to provide the customer with the best alternative for bulk, onsite and UHP supply.
Identify established and emerging market trends and applications which will present opportunities where Messer has or could have advantages.
Monitor competitor activities qualitatively and quantitatively to determine strengths and weaknesses as well as opportunities and threats.
Maintain commercial benchmarking of competitor offers to drive areas of competitive improvement for Messer products.
Develop strategies and tactics which will provide value to the customers and growth for Messer.
Provide direction on market trends as well as where Messer should focus their development.
Participate in the idea generation and development planning of Messer's electronics market offerings for the US.
Identify new markets and opportunities at early stages through interaction with customers, developers, etc.
Develop “Gate 1 (identify & appraise opportunity)” by providing the investment rationale.
Further develop “Gate 2 (solution generation – design & propose)” by conducting customer and market assessments, working with Project Execution to develop economically-effective technical solutions, working with Finance to develop and analyze accurate and meaningful financial models, and submitting proposals for business concept/value proposition.
Develop “Gate 3 (project finalization)” by successfully negotiating supply agreements, authoring Application Investment papers, and producing financial models and Board approval documents.
Continue to support Project Execution through the construction and commencement of projects, both commercially and with issues of customer management.
Provide support to Electronics account managers and bulk sales teams related to supply offerings.
Perform other duties as assigned.