Business Development and Commercial Excellent Manager

Job location:
Home Based - China
Created moment:
May 6, 2022
Job reference:
REQ - 05853

The Company

The world leader in mineral-based specialty solutions for industry, with over 16,000 employees and over 200 sites worldwide, Imerys delivers high value-added, functional solutions to diversified set of industrial sectors, from processing industries to consumer goods. The Group draws on its knowledge of applications, technological expertise and its material science know-how to deliver solutions based on beneficiation of its mineral resources, synthetic minerals and formulations. These contribute essential properties to customers’ products and performance, including refractoriness, hardness, conductivity, opacity, durability, purity, lightness, filtration, absorption and repellency. Imerys is determined to develop responsibly, in particular by fostering the emergence of environmentally-friendly products and processes.

If you want to grow your skills and develop your career, find out more at www.imerys.com

The Position

Business Development and Commercial Excellent Manager

Job Summary

Mission 

In charge of analyzing marketing intelligence (market, customer, competition, technology) and Imerys product performance to define product offering, value proposition and pricing as well as to define a proposed strategy for the market, in collaboration with the innovation teams and the other Market teams.Also lead organic & inorganic growth projects. 

Key tasks and Responsibilities 

Analyze marketing intelligence and define market strategy

  • Collect and analyze quantitative and qualitative information from Imerys and 3rd party sources to understand demand trends, production, capacity and trade flows situation as well as mineral usage mapping, -competitive environment and market shares. Develop and structure market and competition intelligence liaising with sales, tech support and marketing counterparts 

  • Define competitive behavior, strengths and weaknesses and integrate this into the business strategy and tactics to develop a sustainable competitive advantage

  • Build a comprehensive strategy for the market (commercial, innovation, communication) in collaboration with sales managers and for validation by Market VP / SVP

 

Responsible for Marketing Mix

  • Structure a multi-mineral product / solution offering with a clear and quantified value proposition for each of our products offered to the market as well as establish and justify a recommended price range based on: value-added, competitive dynamics, market strategy and profitability. Prepare fact-based selling materials for the sales force.

  • Define distribution channels for the market (direct vs. generalist distribution vs. specialist distribution)

  • Pricing: Improve product pricing mechanism to optimize value, volume margin & manage pricing control through ERP. Ensure price list revision every 6 months 

 

Drive innovation effort

  • Generate ideas of potential new products, rate them and recommend short-listed ideas to enter the NPD development pipeline. Lead new product development projects, prepare documentation and actively support technical and sales teams until full commercial launch

 

Support commercial and business development effort

  • Identify and prioritize commercial development prospects in collaboration with sales managers and KAM and in line with agreed strategy

  • Measure progress of development against the markets business objectives

  • Provide training and assist distributors / agents and account managers in understanding the product range and customer’s key performance requirements

  • Establish and sustain contacts with key value chain stakeholders: other raw material producers, associations, equipment manufacturers, end-customers to promote Imerys interests and develop promoters / prescriptors

  • Animate market on CRM : comment visit report, fill capacity equipment, competitor consumption, news & posts on market, communicate on trends

  • Support sales team with budgeting work, opportunity assessment, commercial approach and forecasts

 

Responsible for driving communication effort

  • Define communication needs  in terms of brochures, trade shows participations, webinars, virtual events and preferred format, advertizing

  • Define communication directions and high-level content for website, brochures and social media

 

Responsible for Growth Initiatives ( Organic & Inorganic) : 

  • Implementation of local PMO & sales initiatives. Follow-up , debottlenecking local hurdles and managing cross-functional collaboration

  • Identifying whitespaces and proposing & preparing CAPEX’s to fill these gaps i.e support for THC, Insulyte, Plastic  Line, Plant in East, Delta, Mini Monolithic line in Durgapur, Purging Plug  etc

  • M&A proposal & integration support 

  • Working with NPD team for commercial success of New products

 

Responsible for Commercial Excellence Deployment for HTS All Regions: 

  • To work in collaboration with Global Commercial Excellence team for deployment of projects i.e KAM process, Sales Accelerations, Go-to-Market, Pricing

  • Drive CRM 2.0 ( SMILES ) development and deployment across HTS

 

Drive Digital Initiatives 

  • Initiate & drive B2B e-commerce

  • Initiative & drive digital marketing initiatives 

  • Initiate & drive new age digital services for customers ( i.e Smart Inspection , 3D printing,scanning, etc )

  • Other tasks assigned by your line manager

  • Cooperate with the company to fulfil the tasks related to ISO ISO 9001:2008 and ISO 14001:2004, including but not limited to communicating company environment information, make related action plans and follow it up

Profile/Competencies 

 

Education, background, level of experience

  • Bachelor’s Degree in Sales, Marketing or management related field or equivalent experience

  • Minimum 10 years’ experience with 7-8 years relevant experience in Marketing strategy formulation and implementation, communication and branding, channel management for business and product development

    Interpersonal Skills

    • Ability to work with teams and lead decision-making processes in a team environment.

    • Excellent interpersonal communication and listening ability.

     

    Management Skills

    • Project management skills

    • Effective Communication Skills

    • Knowledge of Manufacturing process, products and application of products

    • Strong Analytical skills

    • Excellent planning and organizational skills

    • A strong ability to be adaptable and flexible.

    • Highly motivated, results oriented, driven.

    • Capable of handling multiple priorities

    • Able to generate multiple solutions of problem in order to troubleshoot them effectively

    • Drive Improvement

    • Able to collaborate with external and internal customers / stakeholders 

     

     

       Other Skills

    • Ability to interpret basic financial data.

    • Proficient in MS-Office/GSuites

    • Digital Marketing Tools : Google Adwords, Merchant Centre, Facebook Business, LinkedIN ads, Similar Web

    • Salesforce

    • Bachelor’s Degree in Sales, Marketing or management related field or equivalent experience

    • Minimum 10 years’ experience with 7-8 years relevant experience in Marketing strategy formulation and implementation, communication and branding, channel management for business and product development

    Position Type

    Full time

    and

    Fixed Term (Fixed Term)

    Only technical issues will be monitored through the below inbox:

    recruiting.support@ imerys.com

    PLEASE DO NOT SUBMIT RESUMES OR APPLICATIONS TO THIS EMAIL, AS THEY WILL NOT BE REVIEWED. 

    To ensure fairness and legal compliance in our recruitment processes, only applications received through the online application process will be considered. 

    IMERYS is an Affirmative Action and Equal Opportunity Employer and it is our policy to not discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, genetic information, disability, veteran status, or any other status protected by federal, state or local laws.