Business Development Manager, Digital & Specialty Printing
June 11, 2018
Full Time - Experienced
4 Year Degree
Michelman is a global developer and manufacturer of environmentally friendly advanced materials for industry, offering solutions for the coatings, printing & packaging and industrial manufacturing markets. The company’s surface modifiers, additives and polymers are used by leading manufacturers around the world to enhance performance attributes and add value in applications including wood and floor care products, metal and industrial coatings, paints, varnishes, inks, fibers and composites. Michelman is also well-known as an innovator in the development of barrier and functional coatings, as well as digital printing press primers that are used in the production of consumer and industrial packaging and paper products, labels, and commercially printed materials. Michelman serves its customers with production facilities in North America, Europe and Asia, product development and technical service centers in several major global markets, and a worldwide team of highly trained business development personnel.
The Business Development Manager, Digital & Specialty Printing will be a key member of the Printing & Packaging Group and will be responsible for executing growth strategies for digital and specialty printed applications. You will work on projects with a cross-functional team to develop, trial, and commercialize sales from new product development activities to deliver sustainable, profitable growth in the market space. As the primary customer interface during the development process, you will be responsible for conducting trials for new products and will effectively transition the account to the sales team once a new product is commercialized. They will also continue to assist as necessary with post-development activities to help achieve the business growth objectives associated with the new product or for product improvements.
This position operates in the space between marketing management and technical/R&D development. You will also be responsible for helping conceptualize new products and product improvement ideas utilizing their industry, product, and application knowledge to strengthen the product portfolio and customer solutions. You will interact externally with digital and specialty printing technology suppliers, customers, co-manufacturers, brand owners, and others in the value chain.
Expert knowledge of the complete range of products within the Printing & Packaging Group for digital and specialty printing applications, as well as, products that are used in combination with Michelman materials (substrates, inks, digital equipment, etc.). Understanding of the strengths and weaknesses of each product and map out areas and/or applications where Michelman should have competitive advantages and/or where there are gaps in the product portfolio versus competitive offerings. Can make recommendations for enhancements and improvements that Michelman can successfully exploit in the market to generate growth.
Provide application expertise on Michelman’s full range of products for digital printing applications and for materials used in combination to build structures for targeted applications on the most commonly utilized industry equipment. Ensure that members of the value chain are provided guidance on best practices as it relates to the optimal use of Michelman’s products and how to combine them with other materials to deliver optimum performance.
Support the Sales organization to ensure customer needs are correctly understood and proposed solutions are delivered quickly. Where appropriate, provide additional guidance to key internal and external stakeholders on the proper application of Michelman’s products and attend trials when first-hand observation and support is necessary. Prepare trial protocols to define the trial parameters, expected outcomes, post-trial analysis, and define next steps and commitments by both Michelman and the trialing entity based on successful trial results. Document trial results and post-analysis and provide to relevant parties. Collaborate with Marketing, Technical, and Sales to progress product as quickly as possible from test to technical approval and commercialization.
Develop and maintain positive and productive relationships internally, with external customers and prospects, and with digital equipment suppliers. Maintain and foster relationships through visits to customers and attendance at trade events to monitor key developments effecting the industry.
New Product Development:
Work closely with the Sales, Technology, and Marketing Teams to provide recommendations for product development initiatives. Provide inputs that include documentation of target customers and market potential. Provide technical and application assistance and support for the introduction of new products coming out of the development pipeline. Assist and consult for the development of appropriate technical data to support product launches.
Monitor the strengths and weaknesses of competitive products. Conduct regular benchmarking comparisons vs Michelman’s solutions and prepare and document recommendations to improve Michelman’s competitive advantage.
Training & Development:
Conduct internal seminars as needed to ensure colleagues are up-to-date on product/application issues. Expand these to include Distributors and/or End User audiences as appropriate.
Required Competencies, Knowledge, Skills and Abilities
Deep understanding of the digital and specialty printing industry; the market, competitors, value chain, customers and applications.
High mechanical and technical aptitude. Expert understanding of liquid electrophotography (LEP) technology and Industrial Ink Jet technology. Excellent knowledge of all current commercialized solutions in these markets.
Deep understanding of current and emerging digital post–printing manufacturing processes.
Knowledge of the chemistry and application methods for Michelman products utilized in digital printing as well as the supply chain for delivering the products.
Knowledge of value-added specialty printing technologies utilized to enhanced brand image, provide functionality, or provide safety/security.
Effective communication (written & verbal), presentation and social skills.
Excellent problem solving skills working as a key contributor to product and market development.
Ability to collaborate with external and internal teams and maintain positive and constructive relationships.
Prioritize and manage time spent on various activities purposefully and effectively to produce the desired results and outcomes for Michelman.
High levels of self-motivation and initiative.
Effective negotiation skills.
Education and Experience
Bachelor’s degree in a science related or technical field required; Advanced degree is a plus.
10+ years’ experience in the digital printing market specifically in the application and function of coating chemistries with a strong knowledge of the form, function and performance requirements of key technical components within digital and specialty printing solutions.
Technical application support experience with a proven record of positive contributions on cross-functional teams who are charged with delivering growth for digital applications.
Strong knowledge and industry contacts within the digital printing industry throughout the value chain.
Knowledge and experience working with Salesforce.com is a plus.
Physical Demands and Work Environment
Travel by car and air to locations throughout the US and North America (estimated travel 40% with some periods increasing to 60%).
Able to perform job duties at the Michelman office or remote locations including home, industrial sites, chemical facilities, customer centers, and other locations.
We are proud of our unique work environment. We pride ourselves in our commitment to our values of integrity, respect, success, curiosity, collaboration and giving. We try to live these values each and every day and encourage our team members to do the same. Our environment encourages and embraces the respectful sharing of ideas and different opinions, challenging the “status quo” and taking ownership of solving business challenges. Selected candidate will have a rigorous onboarding experience with a continued commitment to technical and professional development. We offer an excellent salary, incentive and benefits package in a progressive, empowered team environment.
Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products. For more information about Michelman, please visit www.michelman.com
Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans
Employer will assist with relocation costs.
Michelman is a global developer of water-based barrier and functional coatings for flexible film packaging, paperboard and corrugated cartons; and water-based surface modifiers, additives and polymers for numerous industries including wood care, industrial coatings, inks, fibers, composites and construction products. Michelman services its multinational and regional customers with production facilities in the United States, Europe and Singapore, and a worldwide network of highly trained field technical support personnel.