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Form of workMARKET DEVELOPMENT MANAGER
Role Summary
This role drives Pilot’s Market Development activities. Emphasis on understanding market trends, customer unmet needs, building and progressing the Market Development product / claim pipelines, and supporting new product launches. The Market Development Manager (MDM) supports the Strategic Marketing Manager (SMM) with execution of strategic marketing and Market Development initiatives in support of Growth and Innovation in the focus end use markets served by Pilot. Focus end use markets include, but are not limited to, Household, Industrial & Institutional Cleaning (HI&I) and Personal Care (PC). The position works closely with a cross functional team (Technology, Market Development, Sales) of core end use SME’s that execute the market strategies to understand market trends, customer unmet needs, develop winning value props, launch new products / claims, and deliver profitable growth.
Key Responsibilities
- Core responsibilities include: 1. Understand market trends and generate / aggregate new product / claim ideas for the development pipeline, through market research / analysis and customer engagement. 2. Drives projects in the Market Development pipeline, including leading / supporting new product launches. 3. Supports the SMM with development of the Marketing Strategies and delivery on the profitable growth goals for the core end use markets.
- Evaluates new core end use market pipeline opportunities and connects them to the strategic planning process.
- Prioritizes and manages the growth opportunities via the Unified Product Process (UPP) for the core end use market pipelines.
- Responsible for building strategic understanding of product / claim value in core markets, and training the commercial team on product value propositions as part of launch plans.
- Compiles and communicates market intelligence gathered by developing an effective network at the customer level. Gains insight and identifies unmet needs.
- Safety responsibility includes personal, product use and handling, and entertainment.
- Responsible for ensuring compliance with the Responsible Care Management System® including the establishment of policies and procedures, assigning responsibilities and tracking progress.
Competencies
Required:
- BS/BA degree with focus on chemistry or related science / engineering fields. Undergraduate or executive education business courses; particularly marketing or selling skills preferred. MBA would be a plus.
- 7+ years of chemical industry experience in a commercial role that may include one or more of the following areas: Technical marketing, Technical service, Technical sales, Business and Market development, B2B Marketing.
- Demonstrated ability to influence across functions and divisions without direct line authority
- Demonstrated project management skills; ability to build effective networks to help drive development of new business opportunities
- Excellent listening, communication, and presentation skills
- Personal computer skills include competency in using Microsoft Outlook, Word, Excel, and Power Point.
- Must learn Pilot policies and procedures, products, chemistry, process and applications, health, safety, and environmental requirements, within one year from date of hire.
- Ability to travel up to 35% of time.
Recommended:
- Professional training in: Selling Skills, Strategic Account Planning, or Marketing
- Experience using Power BI and Salesforce.com
- Training in interpersonal skills, personality styles, and time management.
- Formal training in negotiating skills, value-added selling, and project management.
- Knowledge of, surfactants and biocides, along with their applications in all industry verticals – HI&I, PC, Metalworking & Lubricants (MWL) and, other industrial markets.
Pilot Chemical is an equal opportunity employer. We respect and seek to empower each individual and support the diverse cultures, perspectives, skills, and experiences within our workforce. All employment is decided based on qualifications, merit, and business need.
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