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Business Development Manager Job

Date: Feb 16, 2019

Location: Exton, PA, US

Company: Arkema

Req Id 30228 - Posted 10/09/2018 - Marketing / Business - Exton. Pennsylvania. US


Business Development Engineer – North America


Situation in organization

  Reports directly to the North America Commercial Director.

Job dimensions

◦The Business Development Engineer is responsible for identifying, developing and commercializing new business opportunities within key growth markets for the Sartomer Business Unit.
◦Responsible for the oversight and alignment of Business development resources.
◦Proactively develops and facilitates effective ‘partnerships’ with decision makers and influencers at multiple levels of the value chain.

◦The position requires strong customer interactions, and frequent (up to 35%) travels in North America and possibly overseas.
◦The position includes both a very strong marketing/commercial and technical components: the successful incumbent determines/understands the market needs, establish the value proposition, develop and execute a market / business development plan accordingly.
◦He/she defines, executes and/or requests the right level of technical service to support his activity and proposes new product development projects under Arkema’s stage-gate process and Sartomer New Product Development process.
◦He/She aligns his action with the overall business strategy through close interactions with management within the R&D/BDI and business organizations.

Key Activities and responsibilities

•Business development activity (Americas) 70%

Develop/execute development strategies in selected markets of focus which includes :
◦Explore, Identify and develop new market / application opportunities.
◦Drive customer / market development projects until full commercialization
◦Create and quantify market pull to drive new Product Development projects
◦Determine value chain and competitive environment
◦Determine IP landscape and ensure strategic IP differentiation (application patents as appropriate)
◦Define, execute or request the level of technical service required to support the business development activity
◦Propose and participate in new product development projects under Sartomer NPD process.
◦When relevant: identify, approach and engage Universities, Consulting Consortia and Entrepreneurial free agents for collaborative development
◦Lead / Explore cross BU opportunities in strategic growth markets.


•Lead / Mentoring Junior Business Development Engineers 10%
◦Train and Mentor junior Team members.


Marketing / communication activities 10%
◦Trade shows representation
◦Write articles, present papers, and attend technical and Trade conferences
◦In collaboration with the business and marketing teams and as appropriate : propose and implement branding strategies
•Reporting / internal communication and processes 10%
◦Use Arkema CRM system to support and report activity (Call reports, samples/tech service requests etc)
◦Write monthly activity reports
◦Deliver activity summary presentations to peers and upper management (Project portfolio reviews, sales meetings…)
◦Periodically exchange with Global Business and Business development teams to share experiences, informations on new developments at global accounts and favor cross fertilization between regions.


Context and environment
◦Sartomer Americas is a truly global organization, with manufacturing and commercial operations in all major regions. There is a particularly high level of global communication and coordination. Developments in one region may ultimately benefit another. A keen ability to operate effectively within a global, culturally diverse community of professionals is essential.
◦Frequent travels (up to 35%) in North America and possibly overseas.
◦Supports the site HES policy and complies with all regulatory and internal requirements
◦Participates in HES activities provided by site management and Arkema Inc. (e.g., Behavioral Base Safety, SafeStart, etc.)
◦Supports and promotes the reporting of all health, safety, environmental, near-miss, accident or injury incidents



Required Education/Qualifications /Work experience

  • Technical degree (BS minimum, MS or Ph.D is a plus) preferably in Chemistry, Polymer or Materials Science.
  •  MBA is a plus.
  • Minimum of 5 years of experience, including a minimum of 3 years in an R&D or Technical Service role, preferably in the coatings/adhesives/sealants fields.
  • Experience in Marketing, field Sales and/or Market Development is a plus.
  • Experience in the Chemical, adhesive, UV curing industry is a plus.


Demonstrated Competencies  
◦Demonstrated ability to manage a multi-disciplinary team (direct and transversal management)
◦Strong leadership, interpersonal skills.
◦Excellent listening, communication and negotiating skills.
◦Strong customer focus
◦Detail oriented, with excellent prioritization and follow-up.
◦High level of written and oral (including presentation) competency.
◦Efficient with computer and communication tools (CRMs, usual software (Excel, PowerPoint, etc).
◦Cultural awareness and willingness to travel globally.

A designer of materials and innovative solutions, Arkema shapes materials and creates new uses that accelerate customer performance. Our balanced business portfolio spans High Performance Materials, Industrial Specialties and Coating Solutions. Our globally recognized brands are ranked among the leaders in the markets we serve. Reporting annual sales of €8.3 billion in 2017, we employ around 20,000 people worldwide and operate in some 55 countries. We are committed to active engagement with all our stakeholders. Our research centers in North America, France and Asia concentrate on advances in bio-based products, new energies, water management, electronic solutions, lightweight materials and design, home efficiency and insulation. 

Arkema Inc.  provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arkema Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence.

Nearest Major Market: Philadelphia

Job Segment: Business Development, Genetics, Developer, Materials Science, Sales, Science, Technology