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Global Business Director, Fluorochemicals Job

Date: Aug 5, 2019

Location: King of Prussia, PA, US

Company: Arkema

Req Id 30760 - Posted 08/05/2019 - Marketing / Business - King of Prussia. Pennsylvania. US


 

The Global Business Director, Fluorochemicals position reports directly to the Regional Group President and indirectly to the Global president - Fluorochemicals and is based in Arkema's King of Prussia, PA office.

 

  • The role of the Global Business Director is to create and implement the Global HVAC/R and foam blowing agent business strategy and tactics.  This includes decisions regarding customer/geographic mix, establishment of channel to market/product/package/placement/pricing guidelines for the Sales group, management and analysis of key elements of the   business strategy to maximize profitability of the BU, and evaluation of new business opportunities for future growth.  The Global Business Director is responsible for maintaining an in depth understanding of current market conditions and future indicators, including competitive intelligence, to support the business strategy and act as the primary link for the market dynamic within Arkema. This is accomplished within the context of the group and overall corporate practices.  
  • The role is also responsible for the global components and blowing agent business for merchant sale and internal use (in blends).  The components business will involve strategic positioning regarding our future components manufacturing platform and the creation of a strategic plan detailing the vision for this business, the path forward and in which geographies we are present. 
  • There is high degree of oversight and coordination and with his or her European, Asian and South American counterparts. This position influences selling price parameters (such as setting minimum base selling price), terms and conditions for spot sales and contracts up to 3 years in duration.
  • The role has three direct reports, Market Managers for HVAC/R and Foam and Global Marketing Specialist. These reports also carry out multiple market studies, investigations and lead projects to further progress the Fluorochemicals market penetration & business growth as well as execute the global marketing strategy for the entire BU (including non-emissive business) 
  • This position is responsible for developing IP positions for new products and technologies timed in accordance with regulatory and market drivers. New business projects include market entry strategy development and execution for new products, capitalizing on Arkema IP positions to optimize market/application penetration.   
  • Geographic scope: the Global Business Director is directly responsible for HVAC/R and foam blowing agent sales throughout the Americas, and is also in charge of the global sales & marketing strategy for the aforementioned business segments, working with the regional sales teams in Europe and Asia. 
  • Contracts: Responsible for approving defining and analyzing the contract negotiation strategy and key parameters for Sales to execute, as well as support the approval process which includes analysis and fit with the overall business strategy.     
  • As well as contributing to the Global Leadership Team, the role maintains a seat with the America’s Fluorochemicals Leadership Team (LT) and assists with strategy & tactical development of the business.

 

KEY ACTIVITIES

 

Business Aspects

  • The Global Business Director is responsible for the results of the scope of the business, and uses pricing, volume and customer mix to maximize margin and profitability. Primarily, maximizing the short, medium and long term return on assets is the heart of the role. This role therefore necessitates a close working relationship with the supply chain/asset management team. The position also requires a written monthly market segment summary as well as continuous communication with the GLT, and Global & Regional stakeholders.
  • Using global market knowledge & data, this position supports & influences product pricing strategy with the sales managers.
  • Develops the regional market strategy and aligns on implementation with regional sales manager
  • Along with supply chain/asset management team, works to manage the supply demand balance to optimize the return on assets
  • Prepares and presents the 5 year plan sales plan and customer mix, as well as the budget P&L (blends & components)
  • Tracks the market activity and develops response to competitive actions taken and takes action to prevent competitive threats from realization.
  • Provides negotiation guidelines and key parameters for supply agreements, and communicates to the sales force. Prepares sales contracts in conjunction with the Law Department.
  • Analyzes sales trends and patterns to forecast and understand the market dynamics and changing market share of the customers and incorporates into the forecast. Communicates to management.
  • Controls logistics costs to ensure the lowest cost of distribution that meets the customers’ requirements.
  • Watches market events that impact product demand, e.g. emerging market trends, new not-in-kind products, and communicates the impact to the business.
  • In times of supply shortages, develops the response plan and implements.
  • The role also requires developing relations and a close working relationship with specific Global Key Accounts

 

Communications

  • The Business Director develops communication strategies to the market.
  • Prepares the marketing and communications budget and executes all communication plans including above & below the line advertising, trade show participation etc. 
  • Works to develop close relationships across customers’ organizations to bring added value to the business relationship and further our understanding of the market.

 

Product Stewardship

  • Communicates the product quality needs, especially with regard to changing regulations or new customers.
  • Ensures appropriate use of the products within the context of the laws and regulations governing such uses, utilizing the Director of Regulatory Affairs and the Law Department as key resources.
  • Ensures compliance with corporate product stewardship programs (RCMS and AIMS), includes creating and maintaining procedures and documentation, and is the Refrigerant Blends Business Advocate and supports the DFL Product Steward. 

 

Research and Development

  • Along with the direct reports, this role provides the business justification used to prioritize all R&D activities to ensure R&D assets (time & people) are focused on market driven developments.
  • Provides Business direction for Stage Gate project activities.
  • Internal and external connections / Representation

 

External Connections

  • Represents Arkema strongly with key strategic customers. Typical interface level with the customer includes: company presidents, vice-presidents, directors, research management, supply chain management and commercial management.
  • Represents Arkema at tradeshows and within industry groups, interfaces with Senior Executives of the Industry within these bodies.

 

Internal Connections

  • Works closely with the Fluorochemicals Global Leadership Team (GLT) to create and execute the global business strategy. All strategies being approved at the regional level before being consolidated into a global strategy.
  • Works very closely with the sales managers, sales team and sales support staff to maintain close communications and open flow of data and aligned customer strategies
  • Works with the Law Department (Legal & particularly IP) in all regions, prepares the sales contracts, including deciding and negotiating the business terms and conditions.
  • Works closely with the Director of Regulatory Affairs in matters regarding laws and regulations concerning the use and registration of all existing and new products.
  • Conducts normal interfaces within the entire business team to maintain smooth business operation. Significant complexity in the financial reviews, especially Mexico & Canadian tax & exchange rate issues and financial reconciliation of non-consolidating entities.
  • Interfaces with Public Relations to plan advertising and promotion for new products and trade show events.
  • Represents the Fluorochemicals business at the COMEX level as & when required

 

KEY ACCOUNTABILITIES

  • Achieves the Fluorochemicals Refrigerants targeted financial results (margin, EBIT and ROI):
  • Regionally (Americas) for HVAC/R and foam blowing agent markets
  • Globally for HFC components & blends
  • Develops and approves pricing parameters, volume commitments and customer mix;
  • Ensures smooth operation of the existing business including the implementation of a growth strategy and commercialization of new products and technologies LGWP as they emerge;
  • Effective communication with customers and problem solving
  • Thorough understanding of market conditions and drivers
  • With Finance & sales teams, assists in the preparation of regional Sales Budget and Forecast
  • Supports corporate product stewardship initiatives
  • Ownership (Market analysis, strategic plans, Stage-Gate management) for New Product development and commercialization
  • Manages the career development of the Market Manager and Marketing roles that reports into this position, including talent management, annual reviews and career development planning

 

QUALIFICATIONS / EDUCATION / EXPERIENCE REQUIRED

  • Educational: A Bachelor degree in a technical field of study, preferably chemistry or chemical engineering, or equivalent experience and knowledge is required.  An MBA in Marketing is preferred.
  • Experience and knowledge: this position requires a minimum of 10 year experience in marketing which includes developing business plans, financial analysis to understand the impact/value of business decisions, negotiation skills and strategies, developing contract language, knowledge of business terms and conditions, experience in market analysis, project leadership skills including organizing and planning, past P&L responsibility.  Strong analytical skills are necessary.
  • Communication: must be an effective oral, written and presentation communicator.  Must be effective in front of the customer, industry bodies and government agencies. 
  • Interpersonal: this position requires an ability to function well as part of a team, as a member or leader; represent the company in a professional manner to customers and the market; relate well across company functions and interfaces with, for example, Sales, Credit, Customer Service, Logistics, Legal, etc.; effectively direct the efforts of others.
  • Cultural: must be sensitive to cultural differences in the world marketplace. Must be able to function effectively under all conditions. Experience working with other cultures a requirement.

 

 

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 €8.8 billion ($10.4 billion USD) in 2018, we employ approximately 20,000 people worldwide and operate in close to 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.


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