Business Development Manager, Industrial Process, AP

Position Summary

Directs and generates business opportunities for Parker Filtration Group across multiple regions. Overall responsibility for business development with high earnings and revenue accountability from existing products and from new product development. Develops teaming and partnering alliances with competitors and other companies; works with Parker sales companies, business teams, other divisions within Parker Filtration Group and current and potential customers to promote company technologies, products and services to meet customer needs and determine how the Group’s capabilities can be leveraged into the Industrial Process markets. Coordinates Group and customer support activities to ensure maximum aftermarket penetration and profitability.

Scope / Supervision and Interaction

Has No Direct Reports. Must be able to work in a highly matrixed organization and be accountable for profitable growth. Position reports to Parker Filtration Group Head of Business Development for Asia Pacific.

Based Location

Either Bangkok (Thailand) or Kuala Lumpur (Malaysia).

Responsibilities

• Develop proposals and contracts to attract the customer and provide an acceptable level of return to the company by researching customer requirements and translating them into development opportunities. Develops and supports strategies and solutions for contracts opened for re-negotiation during the contract period.
• Manage and support proposals and business development plans for Divisional Business Units for localized and international programs. Determine the need for cross-division teaming and external strategic partner / alliances to gain business.
• Conduct competitive research, evaluate sales performance, and formulate goals and milestones for specific products.
• Act as liaison to resolve issues and assure customer satisfaction with regards to cost, product quality, delivery, and performance.
• Maintain relationships with customers and regional sales companies to gain knowledge of future market and customer needs and further develop business opportunities.
• Identify opportunities for business development by studying competitors’ products, problems, market intelligence, and current & emerging trends.
• Maintain professional and technical knowledge by attending educational workshops, reviewing trade and technical publications, and participating in professional associations and industry trade shows and conferences.
• Coordinate cross-division efforts and recommend actions by analyzing and interpreting data.
• Act as primary consultant to Group and Regional Management on significant issues for the Industrial Process Platform.
• Serve as technical subject expert and resource, share specialized knowledge with others, and represent Group on specific projects.
• Develop and maintain business plans for Industrial Process Platform in close cooperation with Country Sales Managers and dealers.
• Initiate and implement Marketing & Sales campaigns together with Product Managers to improve sales results.
• Responsible for sales funnel development, management & optimization for Industrial Process business platforms in AP.

Qualifications

Education and Experience

Minimum Bachelor’s Degree in any engineering discipline, particularly Chemical Engineering, Environmental Engineering or equivalent. MBA or Master’s in Engineering desired. Demonstrated ability to perform the essential functions of the job typically acquired through 10 or more years of increasingly responsible industrial process experience including 7 or more years of high-level technical-marketing to major Oil & Gas (O&G) customers in AP.

Knowledge, Skills, and Abilities

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