Job Description

SUMMARY

The Market Development Specialist is a key role to grow strategic markets, link market and product development, and works as the liaison between product and sales management for development activities. Ties marketing plan to market segment growth.

This individual should be able to work very collaboratively across all levels of the organization internally, as well as with external resources to conduct market analyses and develop executive level presentations to deliver recommendations to the business. 

DUTIES AND RESPONSIBILITIES

May include, but are not limited to, the following:

  • Market Analysis - Investigates market areas of interest and develops recommendations to upper management to drive strategic business decisions
    • Develop a deep understanding of customer segments and needs, including detailed evaluations of customer/application economics. Identification of trends, risks, and opportunities in market niches and customer segments.
    • Downstream market understanding, regulatory drivers
    • Quantitative and qualitative market analysis, including 1. literature reviews, trade shows, and other relevant industry sources (secondary research) 2. interviews across the value chain (primary research)
    • Map relevant customer unmet needs
    • Coordinate and manage competitive intelligence, application economics understanding and value generation development across the market segment
    • Identify areas of value and growth to explore for lead generation and qualification
    • and validated customer value proposition.
    • Monitor competitive activities and emerging technologies and drive respective response plans

  • Market Share Growth
    • Uncover full value for products in market segment and establish key areas of differentiation relative to in kind and next best alternative competition
  • Develop Value Propositions for product and solution portfolios and drive related customer communication plans
  • Develop portfolio and individual product positioning propositions, including 1) Overall financial & market share target 2) Various strategy priorities each with financial targets 3) Quantified objectives 4) Initiatives including timing and RACI
  • Validate growth opportunities by testing value proposition with potential customers. 
  • Partner with Sales to effectively convert marketing qualified leads into sales/create proposed sales actions to advise sales goal setting based upon the recommendations for each market

  • Project Management

Manage application and product developments from business case to commercialization:

  • Create business cases for application or product developments that meet customer needs
  • Partner effectively with R&D on related application or product developments, including customer scale-up and early commercialization
  • Lead external validation programs to assess performance of developmental application solutions and products
    • Sets timetable and milestones in alignment with project and steering team and tracks progress
    • Ensures all disciplines and team members are coordinated to achieve optimum results
  • Other duties as defined / assigned by Management

EDUCATION, EXPERIENCE AND QUALIFICATIONS

  • B.A in Business or Technical Discipline (Chemistry/Chem E preferred)
  • Minimum 7 years of business experience (B2B marketing, market development or product management), chemical industry preferred
  • Comprehensive experience in B2B voice of the customer techniques - the ability to listen and assess customer needs, prioritize needs/requirements, and communicate them cross-functionally
  • Comprehensive understanding of target marketing, new product launch and marketing commercialization process
  • Ability to envisage, to position, and to market product and innovations throughout the value chain
  • Strong ability to analyze data, make judgments and decisions.
  • Proven ability to lead cross-functional teams without hierarchic levers; demonstrated ability to effectively utilize internal and external resources to meet project deadlines and objectives
  • Strong communicator that is proficient both written and verbal skills.
  • Excellent at critical thinking and problem solving to create logical, executable strategies. 
  • Organized and effective at managing multiple projects.
  • Strong work ethic and intellectual curiosity to research and become experts in focus markets
  • Proficient in Excel, PowerPoint, Word.

PHYSICAL DEMANDS

While performing the duties of this job, the employee is frequently required to sit; stand; walk; use hands to touch, handle, or feel; reach with hands and arms; and talk or hear.  The employee is occasionally required to stoop, kneel, or crouch.  The employee must regularly lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

The noise level in the work environment is usually moderate as normally based in an office.  Some of the work may be required in the operating units which can require usage of required PPE including safety glasses, hearing protection, etc.  May also result in exposure to outside elements and may require usage of stairs and elevators.  Up to 50% travel, including auto or air travel may be required as needed to customers and/or trade shows.  

Application Instructions

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