This is a combined application marketing and sales management role, with the AMM role dominating SM role aspects. The AMSM reports to the NBD Manager Foam.
The AMSM is accountable for the business performance of a specific application (or several applications) within the New Business Development(NBD) Foam Application Segment, which is a major contributor to the achievement of profitability and volume targets for NBD.
Purpose of the AMM function:
The AMM acts as Business manager, driving the Application Marketing Team(s) (AMT), and is responsible for product mix, promotion, strategic pricing and place (customer selection and geographies). The AMM defines the application strategy in line with the Differentiated Business Model (DBM) and drives business performance in accordance with the overall approach dictated by the positioning of the application in the Specialty or Productivity cluster. Through understanding the perceived value of Borealis products throughout the value chain, the AMM positions the products commercially versus competitive offers. Input to the S&OP process is a vital contribution of the AMSM.
In the Foam Specialty applications the AMM drives innovation and new product development based upon technology push opportunities and detailed understanding of market needs. An entrepreneurial mind-set and strong relationship building skills are needed to ensure Borealis market positioning is robust.
Purpose of the added sales dimension:
Selling the emerging Foam application products requires deep application and market detail understanding that can only be achieved when a person is dedicated to focus on the specifics of the new products.
The role holder develops in cooperation with the sales team an overall strategy and targets for the agreed sales responsibility in alignment with the NBD Foam strategy and details individual strategies and targets for their assigned customers and countries/regions.
The AMSM has to be a proactive hunter who entrepreneurially champions the foam business towards the regional sales team and supports them with pricing and customer acquisition & selection guidance.
The AMSM can also take on the sales work for chosen key customers, e.g. in a region where a limited number of large customers with ongoing application development are being worked with to grow the new business. On the other hand, in other regions where for various reasons the local sales force can better deliver the growth aspired, the AMSM works in the usual way with the GSM and the sales team to coordinate the Foam Specialty sales, also wrt. customer selection.
In this the role holder utilises their experience and strong expertise to grow PO volumes and margins and optimises the customer grade mix, managing a range of commercial activities
The role holder coordinates cross-functional customer teams where applicable, participates in ASG projects, and selectively participates in cross-PO projects.
Knowledge, skills and experience
Education & Experience
Other skills of value for success in the role
We expect that the candidate lives and promotes Borealis values and Behavioural Excellence principles, combines strategic thinking and strong commercial awareness, with a customer oriented entrepreneurial attitude and conceptual and analytical thinking.
We are looking for an AMSM who is impactful and influencing, engaging in active relationship building internally and externally in order to deliver the business growth envisaged.
We offer a competitive compensation based on the collective labour agreement starting at EUR 80,000.- annual gross salary. In addition we offer role specific compensation, a yearly bonus and a voluntary company pension plan.
For more detailed information please contact:
Arno Avela, NBD Foam Manager, email address: , telephone: +358 50 3794 445.