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Director, Business Development

Company: PPG Industries
Location: Troy
Posted on: May 14, 2020

Job Description:

The principal accountability of this position is to define the potential market value of PPG Automotive chemical management and then develop the specific tactics necessary to transform that potential market value into a thriving commercial concern.-- --Areas of engagement in achieving this accountability would include:Defining discreet commercial offerings intended for inclusion in Customer team sales pipelinesDevelop market defining pricing strategies that factor in effort and cost for PPG but emphasize value and total impact for the customerPosition proposed commercial offerings within the defined sales pipeline for each commercial account and work with the respective account directors to develop a strategy for successfully engaging the appropriate Customer base to achieve salesPrioritization of target customersWorking with strategic marketing in the development of marketing strategies to be deployed by Customer sales teams in pursuing defined sales targetsAssess potential expansion opportunities, including new areas of extended specialty products representationEngagement with PPG procurement professionals on optimization of costs for all items included within the chemical management sphere of operationTo accomplish the primary accountability defined above, the incumbent will:Complete extended value walks to fully capture value-added attributes within current and potential PPG chemical management activity, including full consideration of next best alternativesComplete appropriate Voice of the Customer (VOC) investigations to identify unmet Customer needs and establish PPG options to address those needsComplete aggressive benchmarking of product and service providers across the industrial spectrum to understand current value capture and potential future value propositionsConsider the landscape with both a macro and micro lens in terms of market, Customers, competitors, technology, and geographyDefine appropriate market segments within the existing and potential Automotive Customer base, including CV, APAD, and OEM CustomersDevelop appropriate multi-generational product plans (MGPP) for each defined commercial target areaDevelop approaches to chemical management that span the spectrum from individual items to bundles to full subscriptionsDefine and explore high impact acquisition targets.-- -- -- -- -- -- --Experience and EducationPossess the knowledge, theory, and hands-on experience to drive growthRelentless ability to communicate a vision and the actions required to achieve the visionHave a passion for pioneering new markets and a proven record of successfully positioning PPG within the overall chemical management marketBe brand savvy and will position the PPG brand within the overall services marketBe skilled in complex business case developmentHave outstanding data analysis and communication skillsHave a proven record of CRM utilization and leverageVision across all PPG technology layers to see a single, cohesive chemical management offeringHave strong entrepreneurial, collaborative, analytical, and strategic skills along with a strong performance and track record in establishing a service business

Keywords: PPG Industries, Troy , Director, Business Development, Executive , Troy, Michigan

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