Senior Business Development & Applications Manager - #1163443

Company Overview

Motivated by unwavering values, and ingrained with a passion for innovation, Michelman is a global developer and manufacturer of specialized sustainable chemistry used in industrial and agricultural coatings, digital printing, consumer packaging, and advanced composites for automotive and aerospace. From helping grow food and keep it fresh, to making vehicles lighter and more fuel efficient, to shielding our homes from the elements, Michelman‘s environmentally conscious solutions protect and enhance the materials that shape our world.

Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves on our values of integrity, respect, and success. With our dedication to your technical and professional growth, in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways.

General Summary

The Senior Business Development & Applications Manager - Digital Printing will be a key member of the Global Business Development Team within the Printing& Packaging Group and will be responsible for interacting directly with OEMS, distributors and end users, executing growth strategies for digital and specialty printed applications. They will work on projects with across-functional team to develop, trial, and commercialize sales from new product development activities to deliver sustainable, profitable growth in the market space. As the primary customer interface during the development process, they will be responsible for conducting trials for new products and work in collaboration with the Michelman Sales Team and Distributors to transition products to commercialization. They will also continue to assist as necessary with post-development activities to help achieve the business growth objectives associated with the new product or for product improvements.

This position operates in the space between marketing management and technical/R&D development. You will also be responsible for helping conceptualize new products and product improvement ideas utilizing their industry, product, and application knowledge to strengthen the product portfolio and customer solutions. You will interact externally with digital and specialty printing technology suppliers, customers, co-manufacturers, brand owners, and others in the value chain.

A high energy individual who can excite, connect and collaborate with converters (from machine operator to owner), distributors, machine manufacturers, industry partners, and every part of the Michelman team with the opportunity to work on bringing existing and new product and process solutions.

The role is responsible for interacting and collaborating with Michelman resources around the globe to create a knowledge building flow and exchange of information.

Primary Responsibilities

• Leverage and expand your expertise and knowledge of products and processes that are used in combination with Michelman materials as target markets/applications evolve and change, including the coordination and, when necessary, supervision of customer or production trials

• Deploy your industry knowledge, business insight, and leadership skills in driving the commercialization of new products and industry initiatives

• Develop, validate, and commercialize sales from new products to deliver sustainable, profitable growth in the target market

• Perform sales functions at identified beta-customers or news strategic accounts, validate the value proposition through voice of customer research, and develop the opportunity

• Leverage your network of industry end-users, brands, experts, customers, allied partners, equipment OEMs, and consultants in order to strengthen Michelman’s position within the overall global industry.

• Support the sales organization to ensure customers’ needs are clear and solutions are proposed in a timely manner

• Actively participate in or, when appropriate, lead global product develop mentor global application/market focused teams

• Partner with the sales, technology, and marketing departments on a global basis to identify, prioritize, assess, and engage potential strategic partners for applications and product development opportunities

Other

• Perform related duties as assigned or as the situation dictates.

• Requires approximately 25%–50% travel, primarily within Asia, occasional travel to the US and EMEA regions for customer visits, industry events, and business meetings.

Critical Competencies, Knowledge, Skills, and Abilities

• Ability and proven history of developing a thorough understanding of industry markets, competitors, value chain, customers and applications

• Experience in commercializing and launching new products including creation and delivery of value propositions

• Knowledge and familiarity with concept to commercialization process tools

• Excellent communication(written & verbal), presentation, and social skills

• High proficiency with project management, problem solving, organizational, and prioritization skills

• High levels of self-motivation and initiative

• Ability to quickly achieve a deep understanding of Michelman products, usage, and benefits

Education and Experience

• Bachelor’s degree required; a science related or technical field majora plus, and an Advanced degree a plus.

• Minimum of ten (10) years of experience in Digital Printing, B2B technical sales or business/product development

• Chemistry or Engineering knowledge is a plus

Work Hours
Michelman’s standard work hours for this role is Monday – Friday from 8am – 5pm EST.