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Marketing Director, Europe (home-based)

Location(s)

Europe


Job Description

The Marketing Director Europe, is responsible for developing marketing strategies that maximize profits through products and services that meet or exceed customer requirements.
 
The Marketing Director, Europe will define the market strategy and actions required to achieve short, medium and long term commercial objectives, incorporating market intelligence, customer needs-both in terms of technical and application requirements as well economics, through Market Planning.
 
Through market planning, the Marketing Director, Europe will define and develop potential partners and collaborative projects, to meet prioritized market needs and achieve commercial objectives.
 
The Marketing Director, Europe will develop pricing strategies to help maximize market share
 
The Marketing Director Europe will be responsible for creating Market “Pull” in the European market, working closely with Brand Owners and Market leaders, to create pull for Bio-Succinic Acid (Bio-SATM) through the Value Chain, in tandem, with Sales, who apply Market “Push” to direct customers (Chemical companies, like Dow, Bayer Materials Science, Synthesia, COIM et al)
 
This position will identify, develop qualify and close new business opportunities to generate short-term revenue and to open new applications, markets and relationships, to drive and sustain revenue growth over time.
 
Experienced with taking new technology introductions of varying complexity to market successfully, the candidate will possess a rich combination of marketing and business development experience to effectively lead the for all markets, applications and customers. 
 
Together with Applications Development, educate both internal and external stakeholders about product and applications features and their benefits, He/she will be responsible for crafting the strategy around the messaging and marketing for new product and application launches and creating product content (e.g. sales support literature, case studies, product videos, website copy, blog posts, etc.) to articulate the benefits of our products to the market.
 
The Marketing Director, Europe will assist members of the sales team on calls with prospects, when appropriate to explore new business opportunities, validate pricing strategy and obtain direct market feedback (voice of the customer)  
 
In this position, the Marketing Director, Europe will be required to speak and present both internally and externally to promote our product.
 
This requires the candidate to define and lead a portfolio of new business opportunities to demonstrate the performance of bio succinic acid in a range of applications, in order to motivate customers to (a) evaluate, and ultimately (b) qualify, specify and purchase the product. The average commercialization time for
bio succinic acid in new applications that offer value to the market, is 3 years, and the ability of the candidate to sustain a development focus and marketing effort over an extended period of time to drive through to commercial success is critical to both individual and company performance. The ability to effectively negotiate is required, for multiple collaborations, with customers, suppliers and partners, to achieve commercial objectives.
 
This position requires a seasoned Marketing professional from the Chemicals Industry, with self-motivation and a history of working well as part of a team. Strong communication skills and a proven track record of follow through are a must. With proven experience in Marketing and New Business Development in Chemicals, the Marketing Director, Europe, will possess deep industry insight and a broad network of relationships that will enable him/her to deliver on commercial objectives from the outset. Strong communication skills and a proven marketing track record are a must, preferably in chemicals and related industries. In addition to developing market plans and responsibility for new business development, this position is also responsible for developing the marketing materials required to represent BioAmber at both individual customer and industry events globally. The ideal candidate will be highly goal-oriented and committed to delivering against ambitious revenue targets.
 
KEY RESPONSIBILIITES
 
Develop and Execute Market Plans
 
  • Prepare Market Plans to define the strategy and actions required to achieve short, medium and long term commercial objectives, incorporating market intelligence, customer needs-both in terms of technical and application requirements as well economics. 
  • Identify and develop potential partners and collaborative projects, to meet prioritized market needs to reach commercial objectives.
  • Summarize and highlight important industry and market trends, competitive activity, legislation and other key factors that impact market development and sales
  • Define and manage research into markets and competing products to provide a clear understanding of the market landscape and trends, competition and competitive offerings to contribute to the development of the marketing plan to differentiate BioAmber’s offering to ensure a sustainable competitive advantage in view of the market landscape
  • Lead ongoing tracking and analysis of industry market developments
  • Deliver against ambitious growth and revenue targets through deep market understanding, highly focused commercial/partnership relationships as well as market channel partners. 

Develop Pricing Strategies
 
  • Track and Analyze market and competitive pricing
  • Develop pricing strategies to help maximize margin and market share
  • Establish List Prices to guide the sales team in operational pricing with customers, to achieve margin objectives and volume targets 

Create Market Pull
 
  • Identify Brand Owners and market Leaders in each major market/application field, to target for marketing campaign, to create awareness of the benefits of Bio-SATM, and work together to create “pull” through the Value Chain to BioAmber’s direct customers, to accelerate commercialization. 

Lead Market Development and Manage Commercial Portfolio  
 
  • Identify, evaluate, and pursue new commercial opportunities for our products in target markets, to drive sales growth in the short, medium and long term;
  • Develop clear commercial plans for market introduction, based on market potential, fit to BioAmber and clear opportunity to differentiate.
  • Collaborate with AETS, Sales and Supply Chain, to ensure timely execution
  • Focus on innovative partnerships and channel partners that rapidly expand our reach and help us quickly enter new markets, resulting in sales growth.

Build Partnerships & Alliances
 
  • Identify key partnerships and alliances to execute on marketing strategies
  • Build and manage long-term relationships with strategic partners in BioAmber’s target markets
  • Establish strategic partnerships that may include co-marketing, joint development, and other forms of collaboration to accelerate market development in target markets
  • Initiate and complete proposals, terms & conditions, negotiations and execution for strategic alliances, JDA’s, and other forms of collaboration, protecting BioAmber’s interest by ensuring negotiated terms of deals are most favorable to the company.
  • Focus on innovative partnerships and channel partners that rapidly expand our reach and help us quickly enter new markets, resulting in sales growth.
 
 Create Product & Application Content
 
  • Create product content to support sales, to include sales support literature, case studies, Fact & Formulation Sheets, website copy, blog posts, etc., to articulate the benefits of our products and applications to the market.

Job Qualifications

Education/Experience

 
  • BA/BS in chemistry/chemical engineering essential; MBA also preferred
  • 10+years of experience and responsibility in a senior level role with heavy emphasis on new business development in the chemical industry.
  • Experienced in the commercialization of new products and/or solutions with a relatively
  • high level of technical complexity 
  • Experience in conducting business in new markets where customer relationships need to be initiated and developed
  • Strong project management skills and experience as a team player who can work across functions and levels to deliver results
  • Knowledge/experience of commercializing chemicals in the following industries: Polyurethanes, Resins & Coatings, Flavors & Fragrances, and Personal Care.
  • Extensive industry contacts/network/knowledge

Technical Skills and/or Experience

 
  • Proven track record of successfully commercializing new technology introductions of varying complexity to commercial success and profit growth in industrial chemicals, in one or more of the following areas:
    • Polyurethanes
    • Resins & Coatings
    • Food Ingredients/Flavor Ingredients
    • Personal & Home Care Products
  • Demonstrated experience in achieving results against aggressive revenue and growth targets in a fast-paced, B2B environment
  • Experienced in developing and presenting short-term and long-term strategic business development plans
  • Highly goal-oriented and committed to delivering against challenging goals
  • Open, outgoing and engaging personality (characterized by charisma, positive energy, personal relationships, creativity and curiosity); ability to influence others without formal authority
  • Self-motivated with ability to work independently (strong operational mindset, decisive, with a "get it done" and “whatever it takes” mentality) 
  • Advanced interpersonal skills; tactfully challenge status-quo, improve processes and drive results
  • Strong communication (oral and written) skills with customers and across multiple functions to adapt message to effectively communicate with stakeholders
  • Excellent presentation and facilitation skills; ability to extract information and establish strong relationships (internal & external)
  • Advanced in influencing and negotiations
  • Partnership development, including skilled negotiation capabilities (sales, joint venture)
  • Advanced analytical, problem solving skills
  • Excellent business acumen
  • Ability to adapt to varying customer situations and through the use of effective listening skills, understand and respond to the unique needs of each customer
  •  Strong organizational, time management and prioritization skills
  • Ability to speak multiple languages would be considered an asset
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