Business Development Manager – Structural Bonding - Europe
Work Location: Home Office (ideally located in the United Kingdom)
About the Company:
IPS Adhesives is a global supplier of adhesive and related solutions to a wide variety of markets. The Scigrip Structural Adhesive brand is focused on solving problems and delivering value to our customers through great people, class leading adhesive technologies, and innovative and flexible packaging and service offerings.
Job Description:
Reporting to the European Sales Director, this is a critical growth development role in a region which has been identified as core to the success of the overall business strategy in Europe. Working with the European Sales Director, the successful candidate will be given the autonomy to shape and drive the strategy in the region to achieve the growth objectives. Key responsibilities of the role include:
Strategic planning:
- Development and implementation of regional strategic plan, aligned with IPSA overall strategy
- Evaluation of current routes to market to ensure the business is well positioned to achieve growth objectives
- Development of regional business plans with key channel partners
Business development:
- Proactively drive the opportunities pipeline with key channel partners
- Grow new market opportunity pipeline in accordance with corporate expectations.
- Identification and development of strategic cooperation opportunities in the region Work collaboratively with other functions of the business such as marketing, technical, and product development to support the growth objectives in the region.
Account management:
- Drive core growth through Key Account management in line with company expectations. Primarily focal point for our organization in front of the customers managed directly as Key account manager: Identify and meet the needs of customers by creating appropriate account strategy, develop Account plans and strategies for designated accounts.
- Manage and owns the sales process for his customers: customer relationship, pricing offer and negotiation, contracts, business development, quality management, money collection, …
- Maintain Salesforce CRM and up to date opportunities pipeline at end user level
Monitoring and reporting:
- Ensure reporting and other deadlines are met on time and of the highest quality
- Analyze regularly the sales performance (Revenues, margin, DSO/past dues, sales funnel, …), report and explain monthly gap to plan and forecast with high- and lowlights, risks and opportunities, corrective actions
The duties and responsibilities highlighted in this job description are indicative and may vary over time. Post holders are expected to undertake other duties and responsibilities relevant to the nature, level and extent of the post.
Education and/or Work Experience Requirements:
Experience:
- Channel and account management in technical/industrial distribution and direct environments
- Technical sales into at least one of the following market segments: Automotive, Marine or Subsea, Bus,,Truck and Rail
- Adhesive market, ideally structural adhesives, ideally MMA adhesives
- European market
Education:
- Degree level or equivalent relevant experience.
- Fraunhofer Institute qualification for adhesive bonding preferred but not essential
- Highly proficient (CEFR Level C1) in spoken and written English, as well as at least one of following language : German, Italian, Spanish.
- A good level of IT literacy including Microsoft Office and CRM packages is essential.
- Good organizational skills and a methodical approach to work.
- Must be able to work under pressure and meet deadlines.
Key Competencies:
- Results Driven: A positive, proactive, and self-motivated individual able to work on their own initiative.
- A problem solver who identifies opportunities to create value for both the customer and IPS Adhesives.
- Customer focused and able to build effective customer relationships and networks
- Collaborative: Able to work well as part of a team, liaise and motivate colleagues across all levels of the business team.
- Influencer: An effective and commercial negotiator able to influence at all levels.
- Communicator: Excellent interpersonal skills, with the ability to communicate effectively at all levels both internally and externally.
- Professional: Able to represent IPS Adhesives at the high-level customers have come to expect and operate with integrity.
- Organized: Effectively prioritizes actions and manages time effectively.