Primary Responsibilities

• Identify and develop new, market-based opportunities for new and existing products and execute plans that result in increased sales and profitability at new customers across strategic market segments
• Leverage and expand your expertise and knowledge of products and processes that are used in combination with Michelman materials as target markets/applications evolve and change, including the coordination and, when necessary, supervision of customer or production trials
• Deploy your industry knowledge, business insight, and leadership skills in driving the commercialization of new products and industry initiatives
• Develop, validate, and commercialize sales from new products to deliver sustainable, profitable growth in the target market
• Perform sales functions at identified beta-customers or new strategic accounts with the intention to transition to the sales team as the opportunity approaches commercialization, validate the value proposition through voice of customer research, and develop the opportunity to the point of revenue generation.
• Leverage your network of industry end-users, experts, customers, allied partners, equipment OEMs, and consultants in order to strengthen Michelman’s position within the overall industry
• Support the sales organization to ensure customers’ needs are clear and solutions are proposed in a timely manner
• Actively participate or, when appropriate, lead product development or application/market focused teams
• Actively collaborate with the Sales, Product Marketing, R&D/Technology, and Global Marketing Teams to identify, prioritize, assess, and engage potential strategic partners for applications and product development opportunities and to drive new business growth opportunities

Other

• Perform related duties as assigned or as the situation dictates.
• Between 25% and 50% travel by car or plane for customers visits, industry events, etc.

Critical Competencies, Knowledge, Skills, and Abilities

Relationship Building and communication skills

• Communication:Strong verbal and written communication skills are crucial for presentations, pitches, and building rapport with customers and colleagues.
• Listening and Empathy:The ability to actively listen to and understand customer needs and pain points is essential for developing tailored solutions.
• Relationship Building:Establishes credibility early and excels at building and maintaining long-term relationships with customers and stakeholders based on trust and genuine connection.
• Leadership and Persuasion:Shows leadership, can persuade others and has strong customer service skills. 
• Influencer Skills: Can navigate complex decision-making structures

Strategic and analytical skills

• Strategic Vision:Able to look beyond immediate needs and set clear, long-term goals that align with the company's mission and translate it to a roadmap for business development in strategic growth segments.
• Problem-Solving: Critical thinker who can analyze market trends, customer data, and performance metrics to guide strategies and overcome challenges.
• Business Acumen:Has a strong understanding of the market, industry, and business operations and is necessary to identify opportunities and make informed decisions.
• Results-Oriented:Possesses a results-driven mindset with a focus creating and executing plans that result in consistently exceeding sales targets and achieving goals in targeted segments. 
• Opportunity Identification: Skilled at identifying and qualifying prospective projects and prospects

Personal and work-related characteristics

• Determination and Resilience:A positive, persistent attitude and resilience are vital for overcoming rejections and navigating complex situations.
• Adaptability:Able to adapt and work effectively in a dynamic environment, adjusting strategies quickly as needed.
• Organization:Excellent organizational and time management skills are necessary for handling multiple projects and tasks.
• Self-Motivation:Proactive and self-driven, capable of using initiative to find and develop new business
• Ownership Mentality: Treats the business with the passion and accountability of an owner

Education and Experience

• Bachelor’s degree required; a science related or technical field major a plus, and an Advanced degree a plus.
• Minimum of seven (7) years of experience in B2B technical sales or business/product development
• Minimum of five (5) years of experience in Packaging (Rigid or Flexible), working with converters and/or raw materials suppliers to the value chain
• Chemistry or Engineering degree or specific experience/knowledge a major plus