Senior Manager, Business Development (Automotive)

Growth and strategy roles that identify new business opportunities and create appropriate business plans to drive market segment growth. Identifies new market opportunities (i.e., products/services, technologies, markets). Monitors market share and competition. Identifies, evaluates and negotiates, new sales and marketing growth opportunities across multiple areas including Commercial/Pricing Strategy, Sales Channel Strategy (Alliance Partnerships, Franchising, E-Commerce, etc.) and New Product Development. Identifies and develops optimal revenue models, sales/distribution channels, pricing, and new product development strategies. Identifies and negotiates strategic partnerships including financial arrangements, customer sharing, and intellectual property rights. Prioritizes and tracks investments across new product development initiatives. May be responsible for project management/integration of new business ideas and/or acquisitions.

Job Summary

The Electronics Solutions division of Nordson delivers cutting-edge engineering and applications excellence to the world’s Automotive, printed circuit boards and precision assembly manufacturer with innovative fluid dispensing, surface treatment and selective soldering solutions. As part of the Growth and Strategy group for this $230M++ division, the Focus Market Manager (FMM) – Automotive leads the Automotive growth strategy to broaden offering and increasing market share.

The FMM - Automotive has in-dept Automotive market knowledge and intelligence to identify opportunities for incremental, step-change growth for EPS. Success is measured by achieving above market CAGR growth targets and filling the innovation pipeline with new investment and development ideas.

Essential Job Duties and Responsibilities

Roadmap and Growth Strategies

• Provides Automotive expertise and intelligence to identify opportunities in adjacent technologies.  Identification of targets for investment or acquisition.
• Develop attractive growth opportunities in new or existing segments through the identification and assessment of current or emerging industry and customer needs.
• Develops market specific technology roadmaps that identify gaps in our capability or opportunities to invest. Collaborates with product management and leads cross-functional teams to prioritize investment and ensure we are positioned for the future.

• Fill the innovation pipeline by identifying emerging technologies and anticipated future challenges that require pathfinding investment to intercept future customer needs.

Sales Acceleration and Promotion

• Delivers guidance to product management for market specific targets and strategies when developing sales acceleration plans. Opens doors for the product management and commercial teams to achieve sales acceleration targets at key accounts.
• Provides guidance across product lines and business units to prioritize customer engagements and initial new product rollout at key segment accounts.
• Increases company presence and visibility by authoring white papers, working with industry partners, and attending industry seminars and events.

Voice of Customer and Investment Advocacy

• Identifies customer needs of the segment and works with product management to translate the voice of customer into proposals for investment.
• Provides expertise in the segment’s industry-specific and customer-specific processes to identify products and services that complement our existing offering.
• Evaluates Engineering Project Proposals (EPPs) by providing the product management team with a longer-range perspective in terms of value or alignment with the market segment’s future requirements.
• Works with strategic partnership account (SPA) managers and customers to build strong strategic working relationships and ensure customer needs are being met and prioritized appropriately.

Market Research

• Develops expertise in industry manufacturing processes. Educates the marketing, sales, and product development teams.
• Provides competitive intelligence to aid the organization in addressing competitive threats.
• Performs market research to estimate market share and growth projections, and to anticipate emerging opportunities. Owns the Automotive MEKKO chart.
• Investigates new developments by other Nordson divisions to identify opportunities to collaborate or integrate into EPS offerings.

Education and Experience Requirements

• Bachelor's degree (B. A.) from four-year college or university; or seven to ten years related experience and/or training; or equivalent combination of education and experience
• Experience in product management and/or product marketing with demonstrated history of capturing market and customer needs, and developing go-to-market strategy
• Experience from the Automotive market required
• Excellent oral and written communication skills required
• Require history of self-motivated team player

Preferred Skills and Abilities

• Previous working experience and/or existing relationships in Automotive IDM or OSAT organizations
• Must be able to travel internationally, including to Taiwan, Malaysia, Singapore, and India.
• Refined problem-solving skills; shows specific history and experience in resolving complicated commercial and product strategy challenges driving profitable growth
• Consistently viewed as an “owner” of complex and strategic decisions
• Ability to multi-task and effectively manage daily tasks
• Ability to bring positive change; detail oriented; leading by example
• Resides in Asia and must be able to travel internationally
• Fluent in English and other Asian languages
• Experience in presenting technical papers to large groups and networking with key stakeholders

Working Conditions and Physical Demands

Office environment. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Travel Required

  Estimated 50%