Business Development Manager, Industrial Process, AP

Position Summary
Directs and generates business opportunities for Parker Filtration Group across multiple regions. Overall responsibility for business development with high earnings and revenue accountability from existing products and from new product development. Develops teaming and partnering alliances with competitors and other companies; works with Parker sales companies, business teams, other Divisions within Parker Filtration Group, other Groups within Parker, and current and potential customers to promote company technologies, products and services to meet customer needs and to determine how the Group's capabilities can be leveraged into the Industrial Process markets. Works with Group Marketing to develop strategic and tactical plans to obtain short and long-term objectives. Coordinates Group and customer support activities to ensure maximum aftermarket penetration and profitability.

Scope/Supervision And Interaction
_____ Has Direct Reports ü Does Not Have Direct Reports*

Must be able to work in a highly matrixed organization and be accountable for profitable growth.

The position will work closely with the WW Group Staff, Asia Pacific Group Staff, Regional Sales Companies, Group Platform Managers, Marketing Managers, and collaborates with Corporate Marketing Functions and cross Group staff on marketing efforts and business initiatives.

Position reports to Parker Filtration Group Head of Business Development for Asia Pacific.

Based Location:
Either Bangkok (Thailand) or Kuala Lumpur (Malaysia)

Responsibilities

• Develops proposals and contracts to attract the customer and provide an acceptable level of return to the company by researching customer requirements and translating them into development opportunities. Develops and supports strategies and solutions for contracts opened for re-negotiation during the contract period.
• Develops, manages, and supports proposals and business development plans for Divisional Business Units for localized and international programs. Determines the need for cross-division teaming and external strategic partner/alliances to gain business.
• Conducts competitive research, evaluates sales performance, and formulates goals and milestones for specific products. Applies thorough understanding of the Group's technical capabilities, operational capacity, and market information to influence future plans and strategies.
• Serves as the liaison and facilitator with customers and Regional Marketing to resolve issues and assure customer satisfaction with regards to cost, product quality, delivery, and performance. Provides the customer with liaison support within and across Group's divisions on existing and new programs. Stays in close contact with Group technology and operations teams to enable rapid turnaround solutions.
• Develops and maintains relationships with customers, in co-ordination with regional sales companies, to gain knowledge of future market and customer needs and further develop business opportunities.
• Identifies opportunities for business development by studying competitors' products, problems, market intelligence, and identifying current & emerging trends.
• Maintains professional and technical knowledge pertaining to assigned platforms by attending educational workshops, reviewing trade and technical publications, establishing professional networks, and/or participating in professional associations and attending industry trade shows and conferences.
• Establishes goals and objectives to carry out programs or functions by coordinating all efforts across the Group's Divisions. Recommends actions by analyzing and interpreting data and making complex comparative analyses.
• Acts as prime consultant to Group and Regional Management on significant issues for the Industrial Process Platform.
• Serves as technical subject expert and resource. Shares specialized knowledge with others. Represents Group on specific projects. Contributes to Regional team effort by accomplishing related results as needed. Work assignments may include cross-functional or project team responsibilities (e.g. continuous improvement).
• Develop & maintain business plans regarding Industrial Process Platform in close cooperation with Country Sales Managers and dealers.
• Initiate and implement Marketing & Sales campaigns together with Product Managers to improve sales results.
• Responsible for sales funnel development, management & optimization for Industrial Process business platforms in AP.

Qualifications
Education and/or Experience
Minimum Bachelors' Degree in any engineering discipline, particularly Chemical Engineering, Environmental Engineering or equivalent. MBA or Master's in Engineering desired. Demonstrated ability to perform the essential functions of the job typically acquired through 10 or more years of increasingly responsible industrial process experience including 7 or more years of high-level technical-marketing to major Oil & Gas (O&G) customers in AP.

Knowledge, Skills And Abilities

• Comprehensive knowledge of principles, industry practices, company products, technology, regulations, service capabilities, and policies related to marketing, business, and technical development of filtration & separation systems for O&G industry.
• Knowledge of general plant operation in upstream O&G exploration & production, gas distribution, petroleum refinery, petrochemical, downstream chemical production, inorganic chemical production, or OEM experience Knowledge of competitors' products and marketing efforts and national, industrial business, and political interests. Knowledge of other companies' products and capabilities for potential teaming and alliances.
• Ability to work on most complex problems where analysis of situations or data requires an evaluation of intangible variables and/or incomplete data; understand problems from a broad, long-term perspective.
• Ability to read, analyze, and interpret complex policies and recommend changes to procedures.
• Ability to respond to significant inquiries or complaints from customers, regulatory agencies, or members of the business community.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to use standard business applications software.
• Ability to effectively and persuasively present information to top management, customers, and/or boards of directors.
• Ability to translate customer desires and projected requirements into business development strategies and develop solutions to customer problems.
• Ability to demonstrate team member competencies and participate in goal setting, performance feedback, and self-development activities.
• Key/Strategic Account Management skills would be beneficial.
• Proficient in selling reliability solutions to O&G installations as greenfield and turnkey projects.