Commercialization Manager - Growth Markets

Job Summary

This role is to lead the commercialization and product launch for new application technologies Messer is bringing to market. This position will have cross-functional involvement in all aspects of launching the technologies from late-stage development through to a new product launch. Activities include: defining commercial terms, identifying related value proposition, securing beta test customers, and interfacing with customer sales, operations, supply chain, marketing, applications technology innovation, and management of external partners.

Why Messer?

Messer is the world's largest privately held industrial gases company and what we do matters because it is woven into every part of life, from the medical gases that patients rely on to the essential elements needed to safely and sustainably produce the goods our communities depend on.

The true strength of Messer is our people-at every level and in every role.

Join us and take pride in the impact you will make by providing solutions essential to our world and lives. Reach your highest potential at our stable, inclusive company with diverse opportunities in a growing industry, supported by people who care.

Messer stands apart because we put what matters first, and you matter.

Principal Responsibilities:
Through demonstrated sales and applications leadership and cross functional coordination, drive profitable growth for new technologies introduced to the core markets (Metals and Chemistry) and emerging markets (i.e. including but not limited to: Aerospace, Hydrogen mobility, Data Center Cooling) including:

• Coordination and support of overall marketing efforts in conjunction with the respective Industry teams and growth market teams;
• Develop and implement sales plans (coordinated with Key Account Managers, Regional Sales Directors, Industry Segment Directors, Business Development Managers and External Partners);
• Lead the sales effort directly in person with Key Customers to secure beta test locations in order to penetrate the market and validate the technology offering.
• Create and manage timeline objectives for introduction of the new technology.
• Work with technology development (core and growth segments), application engineering, project execution and external partners to quantify value drivers and refine the technology offerings.

Commercialization

• Coordinate the market introduction of late-stage identified R&D technologies through to new product launch. Support positioning of offering, including creation of sales material, training modules, MARCOM, and participate to the identification and adaptation of business processes cross-functionally.

• Draft and lead the execution of sales strategy including training and coaching of account managers and application sales engineers
• Ensure all required product information (including technical details, business cases, marketing studies, customer trials data) for a successful launch are collected and transferred to necessary teams within the organization.

Application sales, sales planning, business development and growth

• Support Business Development of new technologies in both core and growth markets.
• Monetize and capture Messer share of the technological value in form of premium pricing
• Participate in the sales process as a Subject Matter Expert and present offering and solutions to customers. Leverage existing customer relationships where applicable to influence customer purchase commitment based upon distinctive value proposition
• Coordinate and collaborate with internal teams (e.g., sales, marketing & innovation, project execution and supply chain) and external partners (e.g., suppliers and manufacturers, 3rd party consultants) to provide customer application solutions.

Required Skills:

• Broad technology commercialization expertise across channels, product, program, equipment.
• Strong sales planning and ability to drive profitable growth in a cross-functional, dynamic environment
• Demonstrated ability to lead through influence, build engagement and partner across cross functional teams.
• Proven sales track record, closing and managing large customers/agreements, agreement negotiations
• Ability to learn and understand technical details across very different industries very quickly.
• Strong sales collaboration and ability to integrate customer requirements into technical requirements/solutions.
• Strong written and verbal communication skills needed to articulate business and technical solutions to influence the decision making of clients, peers and other key internal/external customers.
• Financial acumen and competence in developing financial models to enable effective communication across internal stakeholders and customer decision makers.
• Strong collaboration and influencing skills
• Entrepreneurial mindset, leadership and initiative, organization and prioritization

• Demonstrated ability to navigate complex environments with a track record of building and fostering credibility and alliances.
• Hands-on, "roll up your sleeves" mindset, with the ability to be a driver and change agent in an organization.
• Thrives in a fast-paced environment and comfortable dealing with ambiguity and will leverage utilize active inquiry skills
• Financial analysis - ability to analyze financial performance to drive profitability and growth
• Understanding of commercial terms and how to manage them in agreements.
• Willingness to travel up to 50%

Basic Qualifications:

• Bachelor's degree in Engineering (strongly preferred) or Business
• 10+ years' experience in industrial gas applications and sales, and business development

Preferred Qualifications:

• MBA preferred

About Messer:

Messer's safety culture, commitment to providing dependable supply and innovative gas technology solutions help customers unlock opportunities to be safer, more sustainable, more productive and more efficient, so their business thrives. We nurture lasting, meaningful relationships with customers, our communities, and with one another.

We offer comprehensive benefits and appreciable pay, with steady schedules and opportunities for ongoing training and career progression. We prioritize and invest in our people at every level of our organization - the dedication, knowledge, customer focus and entrepreneurial spirit of our employees is what make Messer refreshingly different.

If you need assistance with the application or would like to request accommodation, call (877) 243-1030.