Business Development Manager

About the role

The New Business Development Manager is a newly created role with the purpose of bringing a narrower and deeper focus on developing new markets, customers and applications in Specialty (industrial) Coatings. The incumbent is responsible for market research, development, and execution of the Specialty Coatings growth strategy within the Engineering Materials Business Line.

Responsibilities

• Develop a thorough understanding of targeted markets, applications, and customers via primary/secondary research, trade shows, conferences, etc.
• Drive strategic growth by identifying, developing, and commercializing new business opportunities.
• Bridge commercial strategy, technical expertise, and customer engagement to accelerate revenue growth and strengthen the company’s innovation-led value proposition.
• Develop new and existing segments by creating entry points at targeted accounts to evolve sales positions with ENAL’s current product portfolio.
• Address customer and market needs through product portfolio/product range and communicate such requirements to ENAL Technical resources for further portfolio innovation.
• Lead implementation of the growth strategy based on customer requirements and future needs.
• Plan and attend trade shows and conferences to develop markets.
• Engage and participate in industry technical committees to gain understanding of markets and customer requirements.
• Represent ENAL's products and services with comprehensive understanding to identify how the solutions meet the needs of customers for targeted market segments.
• Visit potential and existing customers for new business development, including cold calls, with and without Sales team and key distribution channel partners.
• Work with Sales, Technical Service, and R&D leadership to identify growth opportunities and propose the participation plan including 4P analysis and Value Propositions.
• Work with Technical Service and R&D to drive the new growth/innovation pipeline in Specialty Coatings and monitor project progress.
• Work with Sales manager, Business Directors, and VP – Commercial & Technology to determine the pricing strategy for new product launches and new application development.
• Develop and execute successful product launches by creating launch plans, support materials, and training for sales.
• Partner with sales to drive new product sales in key accounts.
• Coordinate with marketing communications to produce collateral, e-solutions, etc.
• Stay informed on new products and/or services and other general information of interest to the market and potential customers.
• Develop annual forecast on anticipated market sales.
• Maintain records and prepare reports on all phases of activities.
• Assist the organization to create a safe and healthy working environment by working safely, using equipment provided, following instructions given for health and safety purposes, and immediately reporting any unsafe working practices or hazardous working conditions.

Metrics & Deliverables

• New revenue generation from new customers and applications (annual and multi-year targets).
• Pipeline value and conversion rate from opportunity identification to commercialization.
• Number and quality of new customer engagements, trials, and product qualifications.
• Time-to-commercialization for new opportunities.
• Contribution margin from new business wins.
• Market penetration within targeted coatings segments or geographies.
• Customer retention and expansion within newly developed accounts.
• Alignment with innovation pipeline, including successful commercialization of new products.

Qualifications

• Balanced mix of technical credibility, commercial drive, and customer-facing maturity.
• Bachelor’s degree in chemistry, chemical engineering, materials science, business, or a related field.
• 7–10+ years of experience in specialty chemicals, coatings, additives, resins, or adjacent B2B technical sales.
• Proven experience winning new business in a technical, solution-selling environment.
• Experience working with formulators, R&D teams, technical service, and manufacturing stakeholders.
• Experience in one or more coatings end markets such as industrial, architectural, automotive, protective, or packaging coatings.
• MBA or commercial training is a plus, but not required if the candidate has strong market-building experience.
• Experience with MS Office Suite (Word, Excel, PowerPoint).
• Experience with managing teams preferred.
• Experience in a matrixed organization where sales, technical, and operations must align.

Skills and Attitude

• Ability to work collaboratively with all relevant internal and external stakeholders in an international business environment.
• Proven ability to use analytical skills and critical thinking to diagnose business issues and incorporate into development or adjustment of marketing plans.
• Exceptional use of time management, planning, organizational, selling, and negotiating skills.
• Resilient, persistent, and comfortable with long sales cycles.
• Excellent business/commercial acumen.
• Sensitive to cultural differences.
• Ability to demonstrate and foster safe working behavior in the team.