Business Development Manager – Nordics

Role Overview:

The Business Development Manager (BDM) is responsible for driving growth within the Nordics region by managing customer relationships, developing a robust sales pipeline, and ensuring value capture from strategic accounts. The role focuses on three primary areas: account planning and management, pipeline development, and value realization, with the ultimate goal of protecting, defending, and expanding market share in assigned territories.

Key Responsibilities:

Account Planning and Management:

• Serve as the primary contact for assigned customers.
• Develop and execute comprehensive account plans, including relationship mapping.
• Conduct regular customer visits, manage negotiations, and provide post-sale support.
• Address gaps in account plans with corrective action plans.

Pipeline Development:

• Generate and surface project ideas with customers.
• Provides technical knowledge regarding the performance of Delrin and/or request technical and innovation resources to support sales initiatives.
• Introduce and promote new products to existing and potential customers. Engaging new customer in his region/industry (Prospecting)

Value Capture:

• Collect and analyze volume, pricing, and market share intelligence.
• Maximize price realization and address leakage recommendations from product management.
• Maintain accurate sales forecasts and update CRM data (e.g., SFDC).

Key Performance Indicators (KPIs):

Primary KPIs:

• Sales volume per region
• Price realization
• Revenue of projects closed won
• Revenue of new projects created

Secondary KPIs:

• Forecast accuracy
• Working capital performance (e.g., consignment levels and past dues)
• Completion and quality of account plans & contracts
• Maximize the number of F2F meetings to understand customer’s specification needs

Ideal Profile:

Skills & Experience:

• Demonstrated success in sales or business development roles within a B2B environment for Technical Polymers.
• Strong communication skills, both written and verbal.
• Excellent negotiation skills, with the ability to build effective relationships at all levels.
• Proven ability to develop strategic account plans and drive results.

Attributes:

• Customer-focused with a hunter mentality.
• Strong business acumen and analytical abilities.
• Adaptable and proactive, with a solution-oriented mindset.
• Detail-oriented and capable of managing multiple priorities simultaneously.
• Ability to apply technical knowledge to solve problems

This position offers the opportunity to shape the growth of the Nordics market through strategic partnerships and innovative solutions, making a measurable impact on the business.