Job Purpose
To develop business with defined Strategic Principals for CASE (Coatings, Adhesives, Sealants, Elastomers) and AM&A; (Advanced Materials & Additives for the Rubber and Plastics Industry) in the region with initial focus on Poland, Central Europe and Balkans. Contribute to build market segment-specific technical and commercial expertise of the regional sales teams. Ensure satisfaction and delivery of targets for the principal in order to grow the relationships, organically and through new mandates.
Main Accountabilities
• Identify and pursue opportunities to grow business with the principal through new project generation along with regional business teams
• Upskill technical capabilities of the local sales force
• Understand customer dynamics by country, give support and help to prioritize
• Ensure synergy and cross-fertilization of knowledge between regions
• Cooperate with Azelis innovation labs to identify and prioritize key prospects
• Give support to innovation labs with customer requests and troubleshooting
• Participate in Customer Days/Technical Seminars organization
• Joint visits with local sales teams
• Responsible for business development for 2-3 defined Strategic Principals
Delivery of results:
• Seek solutions to continuously promote and upgrade Azelis value proposition and service to customers through local teams
• Actively monitor the project pipeline and take corrective actions for the assigned portfolio
• Coordinate sharing and synergies between countries
• Manage critical issues
• Participate in local meetings with customers and local team to generate sales
• Foster, ensure and coordinate communication/technical knowledge transfer between Principal’s business units and Azelis regional teams
Reporting:
• Track performance (internal and external) and analyse results on a continuous basis
• Signal issues and define improvement actions together with local teams and offer support
Central point of contact & relationship building:
• Serve as central point of technical contact for the principal
Key Metrics:
• Realization of objectives and targets (growth, number of recent customer/product relations, etc.)
• Opportunity pipeline in size and conversion rate incl. the number of new projects with customers
• Principals’ satisfaction
• Marketing actions and local teams supported to push principals’ portfolio
Reporting line and organisational level:
• Report into Market Segment Director EMEA and functionally into Principal Development Manager EMEA
• Support regional teams within EMEA with initial focus on Eastern Europe
Internal and external stakeholders of the role:
• Internal: Market Segment Director EMEA, Principal Development Manager EMEA, EMEA Marketing Manager CASE and AM&A;, Product Manager, Sales Manager, Business & Commercial Manager
• External: Relevant Principals
Requirements on the candidate:
• Deep knowledge on the CASE and AM&A; markets, applications and customer
• Strong hunting spirit paired with experience in technical selling of industrial specialties
• Active and communicative team player with ownership and drive
• Structured working style with active use of CRM
• Located in Poland (as the initial focus will be Poland)
📌 Business Development CASE and AM&A EMEA (Mumbai)
🏢 azelis india
📍 Mumbai
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