What are the responsibilities and job description for the Commercialization Manager position at Messer North America, Inc.?
Description
Job Summary
This role is to lead the commercialization and product launch for new application technologies Messer is bringing to market. This position will have cross-functional involvement in all aspects of launching the technologies from late-stage development through to a new product launch. Activities include : defining commercial terms, identifying related value proposition, securing beta test customers, and interfacing with customer sales, operations, supply chain, marketing, applications technology innovation, and management of external partners.
Why Messer?
Messer is the world’s largest privately held industrial gases company and what we do matters because it is woven into every part of life, from the medical gases that patients rely on to the essential elements needed to safely and sustainably produce the goods our communities depend on.
The true strength of Messer is our people—at every level and in every role.
Join us and take pride in the impact you will make by providing solutions essential to our world and lives. Reach your highest potential at our stable, inclusive company with diverse opportunities in a growing industry, supported by people who care.
Messer stands apart because we put what matters first, and you matter.
Principal Responsibilities : Through demonstrated sales and applications leadership and cross functional coordination, drive profitable growth for new technologies introduced to the market, including :
Coordination and support of overall marketing efforts in conjunction with the respective Industry team;
Develop and implement sales plan (coordinated with Key Account Managers, Regional Sales Directors, and Industry Segment Directors);
Lead the sales effort directly in person with Key Customers to secure beta test locations in order to penetrate the market and validate the technology offering.
Meet timeline objectives for introduction of the new technology.
Work with the technology development team and application engineering and project execution teams to refine the technology offering.
35% - Commercialization
Develop and implement late-stage identified R&D technologies through to new product launch. Support positioning of offering, including creation of sales material, training modules, MARCOM, and participate to the identification and adaptation of business processes cross-functionally
Draft and lead the execution of sales strategy including training and coaching of account managers and application sales engineers
65% - Application sales, sales planning, business development and growth
Drive and support Business Development of new technologies
Monetize and capture Messer share of the technological value in form of premium pricing
Participate in the sales process as a Subject Matter Expert and present offering and solutions to customers. Leverage existing customer relationships where applicable to influence customer purchase commitment based upon distinctive value proposition
Coordinate and collaborate with internal teams (e.g., sales, marketing & innovation, project execution and supply chain)and external partners (e.g., suppliers and manufacturers, 3rd party consultants) to provide customer application solutions
Required Skills :
Broad commercialization expertise across channels, product, program, equipment.
Strong sales planning and ability to drive profitable growth in a cross-functional, dynamic environment
Demonstrated ability to lead through influence, build engagement and partner across cross functional teams.
Proven sales track record, closing and managing large customers / agreements, agreement negotiations
Strong sales collaboration and ability to integrate customer requirements into technical requirements / solutions.
Strong written and verbal communication skills needed to articulate business and technical solutions to influence the decision making of clients, peers and other key internal / external customers.
Financial acumen and competence in developing financial models to enable effective communication across internal stakeholders and customer decision makers.
Strong collaboration and influencing skills
Entrepreneurial mindset, leadership and initiative, organization and prioritization
Demonstrated ability to navigate complex environments with a track record of building and fostering credibility and alliances.
Hands-on, “roll up your sleeves” mindset, with the ability to be a driver and change agent in an organization.
Thrives in a fast-paced environment and comfortable dealing with ambiguity and will leverage utilize active inquiry skills
Financial analysis – ability to analyse financial performance to drive profitability and growth
Understanding of commercial terms and how to manage them in agreements.
Willingness to travel 50% of time
Basic Qualifications :
Bachelor’s degree in Engineering (strongly preferred) or Business
10 years’ experience in industrial gas applications and sales, and business development
Preferred Qualifications :
- MBA preferred
About Messer : Messer’s safety culture, commitment to providing dependable supply and innovative gas technology solutions help customers unlock opportunities to be safer, more sustainable, more productive and more efficient, so their business thrives. We nurture lasting, meaningful relationships with customers, our communities, and with one another.
We offer comprehensive benefits and appreciable pay, with steady schedules and opportunities for ongoing training and career progression. We prioritize and invest in our people at every level of our organization – the dedication, knowledge, customer focus and entrepreneurial spirit of our employees is what make Messer refreshingly different.
If you need assistance with the application or would like to request accommodation, call (877) 243-1030.
Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
