New Business Development Manager; Coatings

Location: Atlanta, GA, US

Company: JM Huber Corporation

J.M. Huber Corporation is one of the largest privately held, family‑owned companies in the United States. Established in 1883, we are a diversified, global supplier of specialty and commodity chemicals, hydrocolloid solutions, engineered wood products and natural resources to customers spanning a wide variety of industries. With approximately $3 billion in sales and 4,000 employees worldwide, we have a material presence in more than 20 countries.

Drive growth for specialty additives in coatings and adhesives and drive additional growth through Innovation and New Business development focused on new applications (e.g. PFAS replacement, flame retardant coatings, battery coatings). Lead opportunity generation, market research, and technical sales for coatings and adhesives in North America. Create, with the team, winning value propositions. Build and maintain relationships with key coatings producers, OEMs and distributors, support customers technically through trials and commercialization.

Dimensions of Job:

• Accountable for high customer engagement to help promote clear and consistent messaging about respective product value proposition. Development of value propositions for product solutions
• Accountable to build new sales and coordinate with sales managers to transfer ownership after commercialization
• Identify and develop new market opportunities for Pergopak, Safire, Kemgard, ATH and other Huber solutions in coatings and adhesives.
• Accelerate adoption of new technologies in response to regulatory and market trends.
• Supports current sales through regular contact and develops profitable new business by identifying commercial and technical needs, sources sales prospects, determines prospects’ requirements, and facilitates successful trials of HAM product solutions.
• Collaborate and support global teams to leverage best practices and transfer knowledge.
• Coordinate HAM team‑selling approach with customers/prospects so that the customer’s needs are fully understood and HAM is in position to deliver value in the customer’s eyes.
• Identifies potential new solutions by staying up-to-date on industry developments and regulatory trends.
• Promotes Huber’s presence in the marketplace by participating in professional organizations, conferences, and trade shows, and through relationships with co‑suppliers and third parties in order to stay well‑informed of technical and market trends and to develop competencies.
• Fulfills administrative duties required by submitting activity and results reports, quarterly and annual market analysis.
• Operates within established regional travel and expense budget.
• Monitors competition by gathering current market information of activities, offsets, and competitive price points.
• Collaborate with Sales Director, Global Market Manager and Technology Managers in addition to regular contact with the sales managers.

• Developing effective (new) value propositions to speed access to trials and faster commercialization.
• Identify new market opportunities for Huber’s existing portfolio, through new business and market development and innovation
• Staying well-informed of constantly changing technical developments in markets and applications for HAM products in order to sell value‑based solutions.
• Accelerate adoption of new technologies in a rapidly evolving regulatory and technical landscape.
• Develop technical insight and market intelligence to stay ahead of industry trends.
• Establishing priorities based upon Sales Director needs, Global Market Manager needs, and demands from new market opportunities rapidly developing
• Solidifying the distributor network by keeping them supplied with continuous, uniform product information (when applicable), and active co‑calling with distribution

Decision Making Authority:

• Decides sampling priorities and proper products for contacting customers and prospects
• Decides on target customers to pursue.
• Decides what type of technical service and customer service is necessary
• Supports solutions for logistics issues within specified guidelines from operations balanced with customer needs.
• To…