Solution Consultant – New Materials

该职位来源于猎聘 Position Overview This role is a strategic hire for SMIC's New Materials vertical, covering modified plastics, advanced polymers, and copper foil. Unlike a traditional product specialist, this consultant must operate as an industry insider and business architect—someone who understands not just RA's technology stack, but the material industry's competitive dynamics, regulatory pressures, and value chain economics. The core mission is twofold: deepen RA's footprint with anchor clients, and systematically expand across the material industry chain—upstream to petrochemical feedstock suppliers, downstream to automotive/electronics OEMs, and laterally to peer compounders and foil manufacturers. This role will define RA's first reusable APC template for PCR blend ratio control, establish the "material chain leader drives OEM" narrative as a scalable go-to-market model, and build a quantifiable ROI framework that translates RA capabilities into tangible client business outcomes. Key Responsibilities

• Cross-Industry Insight & Application Transfer  Leverage experience across multiple manufacturing verticals (chemicals, plastics, rubber, metals, food, or pharmaceuticals) to identify proven automation and digitalization patterns that can be adapted to the new materials context.  Translate best practices from adjacent industries—such as fermentation APC from synthetic biology, extrusion control from food processing, or batch traceability from pharmaceuticals—into actionable solutions for modified plastics, advanced polymers, and copper foil.  Stay ahead of technology convergence trends (e.g., AI-driven quality prediction, digital twin for material formulation, cloud-based MOM for multi-site replication) and assess their applicability to material enterprise pain points.
• Industry Chain Intelligence & Business Development  Develop deep understanding of the new materials value chain: raw material suppliers → compounders/modifiers → downstream manufacturers (automotive, consumer electronics, packaging, medical devices) → brand owners and retailers.  Identify and prioritize high-potential sub-segments within the vertical: automotive-grade modified PP/PA, halogen-free flame retardant compounds, high-temperature engineering plastics, ultra-thin copper foil for EV batteries, and specialty films.  Map the competitive landscape: understand who the key players are at each node of the chain, what their strategic priorities are (capacity expansion, export compliance, carbon neutrality, cost reduction), and where RA can insert value.  Drive the "material chain leader drives OEM" narrative: work with anchor clients to demonstrate how their adoption of RA solutions creates a ripple effect that pulls downstream OEMs (automotive, electronics) into the ecosystem, generating multiplied pipeline opportunities.
• Client Value Quantification & ROI Modeling  Move beyond feature-benefit selling to value-based consulting: build financial models that quantify the client's return on investment from RA solutions, including: ¡ Direct savings: reduced material waste from PCR blend ratio stabilization, lower energy consumption from APC-optimized extrusion, reduced scrap rates from real-time quality monitoring. ¡ Indirect benefits: faster batch release through automated batch traceability, reduced compliance risk for carbon passport certification, improved OEE from predictive maintenance. ¡ Strategic value: accelerated time-to-market for new formulations, enhanced brand reputation from sustainability metrics, readiness for CBAM and EU carbon border adjustments.  Develop standardized ROI calculators and value proposition templates for common use cases (PCR blend control, melt flow stabilization, batch genealogy, carbon footprint automation) that can be reused across multiple clients.  Present findings to C-level stakeholders (CEO, CIO, CFO) in language they understand—payback period, NPV, IRR, and impact on EBITDA—to secure executive sponsorship and budget approval.
• Solution Incubation & Benchmark Delivery  Lead end-to-end solution design for anchor clients: from initial discovery workshops and pain point diagnosis, through technical validation at the Net-Zero Intelligent Manufacturing Innovation Center, to pilot deployment and full-scale rollout.  Collaborate with RA's product teams (APC, MOM, EMM, Climate Lighthouse) to adapt standard offerings to the specific needs of material enterprises, including customization of soft sensors for melt flow index prediction, integration of PCR blend ratio algorithms into FactoryTalk, and linkage of batch data to carbon passport generation.  Document all learnings, templates, and best practices from anchor engagements to create reusable intellectual property—the first "New Materials APC Template" that can be replicated across the industry.  Work closely with the Innovation Center to showcase material industry use cases, host client workshops, and build a community of practice among material enterprise leaders.
• Ecosystem Building & Partner Enablement  Identify and cultivate relationships with key ecosystem partners: system integrators with material industry expertise, equipment OEMs (extruder manufacturers, mixing machine builders), carbon certification bodies, and industry associations.  Train and enable RA's distribution partners (DI channel) and internal sales teams (COSS, OEM, MA) on the new materials value proposition, target account list, and sales playbook.  Represent RA at industry conferences, trade shows, and standards committees to build thought leadership and generate inbound leads. Qualifications Required:  8+ years of experience in one or more of the following: materials science, chemical engineering, plastics/rubber processing, metals manufacturing, or industrial automation serving these industries.  Proven track record of selling complex automation, MES, or industrial software solutions to manufacturing enterprises, with demonstrable quota attainment.  Deep understanding of the new materials value chain, including key players, production processes (compounding, extrusion, calendaring, coating, slitting), and quality metrics (melt flow index, tensile strength, thickness tolerance, surface defects).  Strong financial acumen: ability to build ROI models, calculate TCO, and present business cases to C-level executives.  Fluent in English and Mandarin Chinese, with excellent written and verbal communication skills. Preferred:  Experience working across multiple manufacturing verticals (e.g., chemicals, food & beverage, pharmaceuticals, automotive) with demonstrated ability to transfer knowledge between industries.  Hands-on experience with APC (model predictive control, soft sensing), MOM/MES, or industrial IoT platforms.  Existing network within the Chinese new materials industry (modified plastics, advanced polymers, copper foil).  Consulting background (Big 4, boutique strategy firm, or internal consulting) is a strong plus.