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Market Manager, Gas Odorants Job

Date: Mar 19, 2019

Location: King of Prussia, PA, US

Company: Arkema

Req Id 30504 - Posted 02/18/2019 - Marketing / Business - King of Prussia. Pennsylvania. US


Situation in organization: The position reports functionally to the Business Director, Mercaptans, Specialties, and Odorants (US), and strategically to the Odorants Global Business Manager in Colombes, France.


Job dimensions:
Regional Sales and P&L management for the North American (US, Canada and Mexico) Gas Odorants business within the Thiochemicals BU.  The jobholder is responsible for building a deep market knowledge of the odorized natural gas business (Arkema’s competitive position, opportunities, potential risks, etc) in order to develop and lead effective customer and market strategies.
The jobholder is accountable for meeting or achieving budgeted sales and variable margin targets for the Odorants business in addition to developing action plans to further increase sales and profitability.
This position provides clear direction to the BU on the Gas Odorants business strategy, the annual budget process, longer term strategic planning, monthly S&OP forecasting and strategic development projects.
Development projects involve initiatives around leveraging key strengths (eg, manufacturing, supply chain, market position, product offer, new technology and services).


Key Activities and responsibilities:
Commercial Sales (45%)
•Actively visit, manage and develop the Odorants customers base
•Responsible for understanding customer and competitive dynamics
•Responsible for issuing timely customer call reports
•Develop, prioritize and support customers through account plans and growth strategies
•Responsible for the negotiation and management of all customers bids and contracts
•Responsible for setting all customer pricing
•Provides business guidance to the blending and logistics operation in Pineville, LA.


Market Management (35%)
•Manages all marketing aspects of the Odorant business including pricing, product offerings, and promotion through marketing tools, trade shows, and industry organization
•P&L responsibility for the NA Odorants Business
•Provides market analysis and customer analysis for strategy development
•Performs customer segmentation studies
•Works closely with the Supply Chain team and participates in S&OP meeting to ensure availability and timely supply of products to customers
•Monthly business reporting
•Develops strategy for the North American Odorants Business, working with the Business Director.
•Establishes clear tactical processes, working closely with the Pineville management to maximize the efficiency of the day to day operations for the business
•Responsible for the annual budgeting and 5 year planning for the North American Odorants business
•Works closely with the global Business Manager in Europe and Pineville leadership to ensure alignment in strategy and execution
•Drives Responsible Care and product stewardship efforts in conjunction with HES


Business Development (20%)
•Oversees key development projects that involve product and/or market focus
•Responsibility for developing new business / product opportunities
•Drives and contributes to cross-functional teams and continuous improvement initiatives within Thiochemical


Context and environment:
•Position is based in King of Prussia (Arkema NA Headquarters) and interacts frequently with external customers and distributors in addition to internal contact with Supply Chain, Finance, R&D and Operations.
•Up to 50% travel is to be expected, mainly within the USA and Canada.


Required Education/Qualifications /Work experience:
•Minimum of a bachelor degree, technical field preferred. MBA preferred
•Minimum 5-10 years of work experience in sales, marketing and business related functions
•Ability and experience working in a matrix organization and multi-cultural environment
•Strong financial acumen and understanding of P&L
•Proficiency in the following sales and marketing competencies: customer relationship management, pricing, negotiation and contract management, market intelligence gathering and marketing communications.
•Strong leadership skills with the ability to successfully interact with and influence other functions: regional sales and operations, R&D, Supply Chain, Logistics.
•Good interpersonal, presentation and writing/communication skills
•Good time management and organization skills
•SAP and experience preferred, knowledge of Powerpoint, Excel and Word is mandatory.
•Ability and willingness to travel to customers, distributors and the Pineville, LA site travel


Demonstrated Competencies:
•Strong track record in demonstrating a high level of customer and market focus
•Good communication and interpersonal skills with both internal and external stakeholders at all levels of the organization.
•Self-starter, results oriented, meets commitments
•Good organizational and planning abilities
•Strong team player, capable of working across multiple functions
•Assists with the annual budgets and 5 year plans for the regional business

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

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