Director Onsite Business Development & Sales- East & Midwest Regions

Job Summary:

Critical role reporting to the Vice President Onsite Business & Business Development. Must have a strong understanding of Messer's onsite/tonnage product supply offerings and the various customer applications that require larger volumes of nitrogen, oxygen and hydrogen product, in order to implement Messer's strategy to grow the onsite/tonnage business through various supply investments and tonnage supply arrangements. Build and implement an onsite sales strategy through thoroughly understanding the industry and market trends, including applications development, demand development, traditional competitors, new entrants, new developing markets (battery manufacturing, EV market demands, low carbon markets, biomass gasification, etc.) along with the traditional chemicals, metals, refining markets, to target onsite opportunities. Monitor competitors, competitive alternatives and participate in industry associations. This role is focused on hunting for onsite/tonnage opportunities, while working closely with Regional Onsite Account Management, Project Execution, Application Development, Product Management, Operations & Reliability, Energy Management, Finance, Legal and Merchant Sales to secure onsite 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 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

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 onsite projects and investments.
• Develop and implement Messer's onsite/tonnage growth strategy:
  
  
  
  • Through various market research, networking, and knowledge of targeted industries, proactively generate leads and make direct sales calls to develop opportunities.
  • Work closely with the ROAM's and merchant sales individuals to develop onsite investment opportunities. Focusing on customer requirements, Messer's onsite supply options, understanding competitive alternatives and contributing to the financial investment business case.
  • Provide continuous feedback to Project Execution to help them develop the right partnerships and PSO's to remain competitive in the onsite market.
  
  
  
  

Resource Management, Organization & Capabilities:

• Pro-actively support the Regional Onsite Business, Merchant Business and Business Development groups through:
  
  
  
  • Sales Development: Perform direct sales calls on potential customers to provide the customer with the best alternative of supply for oxygen and nitrogen.
  • Driving business and OP growth through new investments and projects in onsite business.
  • Following the investment Gate Approval Process, best-practices and standards.
  • Knowing the industrial gases business and drivers to negotiate and manage supply agreements.
  
  
  
  
• Market Development: Identify established and emerging market segments 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.

Opportunity Development:

• Lead identification by 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.
• Participate to further develop "Gate 2 (solution generation - design & propose)": conduct customer and market assessment, technical solutions, provide inputs to financial models and submit proposals for business concept/value proposition.

Required Skills:

• Highly entrepreneurial and "hunter" mentality. Success judged by new business signings and growth.
• Able to develop direct onsite sales strategy
• Strong understanding of the industrial gas, onsite/tonnage business, traditional industrial segments (metals, glass, refining, chemicals), and emerging markets, such as transportation, alternative energy, EV battery production, biomass, low carbon markets (ammonia, methanol, H2, SAF, RNG,etc.)
• Strong opportunity and 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.
• Understanding of investment financial model and scenario planning.
• In discussions with customers, can effectively discover, diagnose, develop, and deliver winning solutions.
• Negotiating and contracting.
• 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:

• Bachelor's degree - technical, business marketing and financial
• Minimum 7 Years Chemical/Metals/Transportation/Energy/Industrial Gas industry.

Preferred Qualifications:

• Masters degree in Business preferred
• Experience in working with and influencing cross-functional teams is 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.