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.

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 gases which generate the laser light used in computer chip manufacturing and eye / skin surgery, to the essential elements needed to safely and sustainably produce the goods our communities depend on.

At Messer, our values are the foundation of who we are and how we succeed together: customer focus; employee orientation; responsibility; entrepreneurship; trust and respect. They guide our decisions, shape our culture, and drive our collective impact.

The true strength of Messer is our people—at every level and in every role—and the safety of our people is and always will be priority #1. Messer stands apart because we put what matters first, and you matter.

Principal responsibilities

Leadership & Employee Development:

• 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/service offerings to remain competitive in the onsite market.

Resource Management, Organization & Capabilities:

• 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 quantitively 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.

Opportunity Development:

• 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 produce financial models and Board approval documents.
• Continue to support Project Execution through the construction and commencement of e projects, both commercially and with issues of customer management.

• Provide Support to Electronics account managers and bulk sales teams related to supply offerings.
• Perform other duties as assigned.

Required Skills

• Able to develop and execute electronics business growth strategy
• Strong understanding of the industrial gas, onsites and bulk business, Electronics supply options, ultra-high purity gas systems
• Strong business development / growth skills
• Understanding of the competitive dynamics, customer negotiations and market conditions.

• Understanding of business evaluation, business plan development and scenario/sensitivity analyses and translating strategic implications into clear guidance for customers engagement and project development.
• Financial modelling and scenario planning.
• In discussions with customers, can effectively discover, diagnose, develop, and deliver winning solutions.
• Negotiating and contracting.
• Successful management of relationship with customers from industries incl. transportation, metal, chemicals, electronics, and oil & gas.
• Ability to develop, maintain and leverage a network within industry.
• Strong effective communication and presentation skills
• Effective computer skills; including use of Microsoft Office, video conferencing and other company specific software applications.

Basic Qualifications:

• Minimum 7 Years Electronics (semiconductor) / Industrial Gas industry.
• Bachelors – Engineering or other technical field

Preferred Qualifications:

• Masters in Business degree preferred
• Experience in working with and influencing cross-functional teams is preferred.
• Experience in customer negotiations and contract development.
• Experience in value-added selling, marketing, technical sales.

US travel and as required, international travel.

The salary range for this position is $152,000-$203,000. Messer provides medical, dental, vision, short term disability, life insurance and paid time off as well as other voluntary benefits, such as, long term disability in accordance with the terms and conditions of these Plans. Employees are eligible to enroll in Messer’s 401(k) Plan. Employees may be eligible to participate in the company’s bonus program.

About Messer:

Messer’s safety culture and 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 makes Messer refreshingly different.

If you need assistance with the application or would like to request accommodation, call (877) 243-1030.