Director, Business Development Electronics

Job Summary

Critical, high-visibility role reporting to the Vice-President, Tonnage Key Account Management/Business Development. Must have 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.

Principal Responsibilities

• Leadership & Employee Development: At all times, be a change agent to advance Messer’s safety culture in the organization. Must 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: Work closely with the 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.

• Resource Management, Organization & Capabilities: Pro-actively support the Electronics Business, and Business Development groups through: Following the investment Gate Approval Process, best-practices and standards. Driving business and OP growth through new investments and projects in the electronics business. Knowing the industrial gases business and drivers to negotiate and manage supply agreements.

• Sales Development: Perform direct sales calls on potential electronics customers to provide the customer with the best alternative for bulk, onsite and UHP supply.

• Electronics Market Development: 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.

• Opportunity Development: Lead generation: Identifying new markets and opportunities at early stages on a basis of interaction with customers, developers, etc. Develop “Gate 1 (identify & appraise opportunity)”: Provide the investment rationale. Further develop “Gate 2 (solution generation – design & propose)”: Conduct customer and market assessments, work with Project Execution to develop economically-effective technical solutions, work with Finance to develop and analyze accurate and meaningful financial models, and submit proposals for business concept/value proposition. Develop “Gate 3 (project finalization)”: Successfully negotiate supply agreements, author Application Investment papers, and produce financial models and Board approval documents. Continue to support Project Execution through the construction and commencement of e projects, both commercially and with issues of customer management.

• Support to Electronics account managers and bulk sales teams related to supply offerings. Perform other duties as assigned.

Required Skills

• 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
• In discussions with customers, can effectively discover, diagnose, develop, and deliver winning solutions
• 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

Basic Qualifications

• Minimum 7 Years Electronics (semiconductor) / Industrial Gas industry
• Bachelor’s – Engineering or other technical field
• PREFERRED: Masters in Business degree
• Experience in working with and influencing cross-functional teams
• Experience in customer negotiations and contract development
• Experience in value-added selling, marketing, technical sales
• US travel and as required, international travel