Senior Business Development Manager, Specialty Chemical - Quaker Houghton

About Us

At Quaker Houghton, we are experts in the development, production and application of industrial process fluids, lubricants and coatings for the manufacturing industry. We have been an integral part in the growth of the world’s largest industrial and manufacturing companies from aerospace and automotive to primary metal and energy. Today, we have a global presence, with our corporate headquarters located in Conshohocken, PA. Quaker Houghton is a global publicly traded company with a unique collaborative culture that supports career growth for its associates and offers competitive compensation and benefit programs.

Position Summary

This position is responsible for leading a team of business development managers and driving the development of new opportunities for the portfolio of products and solutions into multiple segments/product lines. Segments include Beverage Cans, Mining, and Off Shore drilling. The Lead is responsible for building the business plans for new revenue streams and deliver growth consistent with the company’s overall goals and objectives.

What will you do?

• Develop the strategic business plans and manage their implementation and execution that will generate and prioritize growth and increased market share at new customers and/or new product lines at existing customers.
• Manage performance, develop a high-performing team, and establish succession within the commercial organization in partnership with HR.
• Identify new business opportunities and target accounts to establish programs and relationships to create product and service demand in defined product lines.
• Collaborates with the marketing team (and CSO group) to identify and support new areas of growth.
• In partnership with the Commercial team, manage the preparation and content messaging of the customer presentations, proposals and commercial offers that demonstrates solutions based approach in areas of business development.
• Lead the execution of the transition process of acquired accounts to the Commercial team once business is won and stabilized.
• Manages the portfolio and price/margin targets for “Business Development” product lines. Identifies gaps and needs and communicates to technical community.
• Collaborates with all regional leads and Commercial functions to drive customer/product line expansion of business in defined areas of opportunity.
• Support conferences and trade shows as appropriate.
• Lead Contract Management/Sales Agreement process for designated accounts. Secure input and approval for key elements from all internal stake holders (Pricing; terms; etc.).
• Leverage CRM to drive a high performance culture; to include but not limited to Sales performance assessments, business reviews, forecasting, etc.
• Implement and drive and internal value based selling approach through the customer engagement and account management process.
• Comply with all Company Policies: to include but not limited to Code of Conduct and expense reporting, etc.
• Extensive travel to include customer sites and company offices/laboratories for required meetings (50 – 75%).

What do we look for?

• Bachelor’s Degree required. (MS/MBA preferred) in Chemistry, Engineering, or any relevant business related area.
• A minimum of 10 years of experience in sales, marketing or business development within some or all of relevant industries
• A minimum of 5 years of people management experience preferred.
• Strategic Thinking – Translate long term strategic goals into present and future organizational needs.
• Results Driven – Holds self and others accountable for achieving performance objectives.
• Ability to collaborate and build relationships – internal and external.
• Leads change – Seeks opportunities, removes barriers and commits to improvements, and supports culture.
• Innovation – Fosters an environment that encourages creativity and openness to new ideas.
• Builds talented team – Creates a high performing organization by having the right people in the right roles.
• Demonstrates strong business acumen, decision making and ability to prioritize and manage multiple tasks.
• Analytical & Problem Solver – Analyzes situations and makes informed decisions with courage and conviction.
• Strong Communication Skills – written, verbal, active listening, influence, etc.

EEO STATEMENT: It is Quaker Houghton's policy to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. Houghton International will also provide reasonable accommodations for qualified individuals with disabilities. This employer participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here:http://www.uscis.gov/e-verify/employees

DISCLAIMER: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

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