Director, Business Development Electronics

Job Summary

Critical, high-visibility role reporting to the Vice-President, Tonnage Key Account Management/Business Development. Must have a strong understanding of Messer’s electronics bulk, UHP and onsite product supply offerings and the various customer applications that require bulk and specialty gases. Support the development of Messer’s strategy to grow the electronics business through various supply investments, particularly specialty gases production and packaging, as well as bulk and onsite electronics gases supply arrangements.

Help build and deliver an electronics strategy through thoroughly understanding the industry and market trends, including applications development, demand development, traditional competitors, new entrants, new developing market segment areas (i.e. onsite H2 supply for EVU, high-pressure UHP CO2, etc.), and target potential electronics customers. Monitor competitors, competitive alternatives and participate in industry associations. Working with Electronics sector, develop mid- to long-term supply investments, partnerships, and related agreements to grow Messer’s electronics business.

This role will work closely with Electronics Group, Project Execution, Product Management, Operations & Reliability, Energy Management, Finance, and Legal to set Messer’s long-term strategy to grow the electronics business.

• At all times, be a change agent to advance Messer’s safety culture in the organization.
• Must be pro‑active, visible and effectively lead to ensure cross‑functional coordination and alignment across functions for applicable onsite projects and investments.
• Deliver Messer’s electronics growth strategy:
  • Work closely with the electronics account managers and commercial team individuals to develop electronics investment opportunities, focusing on customer requirements, Messer’s onsite supply options, understanding competitive alternatives and developing the financial investment business case.
  • Provide continuous feedback to Project Execution to help them develop the right partnerships and product/services offerings to remain competitive in the onsite market.

• Pro‑actively support the Electronics Business and Business Development groups through:
  • Following the investment Gate Approval Process, best‑practices and standards.
  • Driving business and OP growth through new investments and projects in the electronics business.
• Knowing the industrial gases business and drivers to negotiate and manage supply agreements.
• Sales Development:
  Perform direct sales calls on potential electronics customers to provide the customer with the best alternative for bulk, onsite and UHP supply.
• Electronics Market Development:
  Identify established and emerging market trends and applications which will present opportunities where Messer has or could have advantages.
• Monitor competitor activities qualitatively and quantitatively to determine strengths and weaknesses as well as opportunities and threats. Maintain commercial benchmarking of competitor offers to drive areas of competitive improvement for Messer products.
• Develop strategies and tactics which will provide value to the customers and growth for Messer.
• Provide direction on market trends as well as where Messer should focus their development.
• Participate in the idea generation and development planning of Messer's electronics market offerings for the US.

• Lead generation:
  Identifying new markets and opportunities at early stages on a basis of interaction with customers, developers, etc.
• Develop “Gate 1 (identify & appraise opportunity)”:
  Provide the investment rationale.
• Further develop ”Gate 2 (solution generation – design & propose)“:
  Conduct customer and market assessments, work with Project Execution to develop economically‑effective technical solutions, work with Finance to develop and analyze accurate and meaningful financial models, and submit proposals for business concept/value proposition.
• Develop “Gate 3 (project finalization)”:
  Successfully negotiate supply agreements, author Application Investment papers, and…