New Business Development Manager (Coatings)

Portfolio Business: Huber Engineered Materials

J.M. Huber Corporation is one of the largest privately held, family-owned companies in the United States. Established in 1883, we are a diversified, global supplier of specialty and commodity chemicals, hydrocolloid solutions, engineered wood products and natural resources to customers spanning a wide variety of industries.

With approximately $3 billion in sales and 4,000 employees worldwide, we have a material presence in more than 20 countries.

Position Summary

Drive growth for specialty additives in coatings and adhesives and drive additional growth through Innovation and New Business development focused on new applications (e.g. PFAS replacement, flame retardant coatings, battery coatings). Lead opportunity generation, market research, and technical sales for coatings and adhesives in North America. Create, with the team, winning value propositions.

Build and maintain relationships with key coatings producers, OEMs and distributors, support customers technically through trials and commercialization.

Dimensions of Job

• Accountable for high customer engagement to help promote clear and consistent messaging about respective product value proposition. Development of value propositions for product solutions
• Accountable to build new sales and coordinate with sales managers to transfer ownership after commercialization

Principal Duties & Responsibilities

• Identify and develop new market opportunities for Pergopak, Safire, Kemgard, ATH and other Huber solutions in coatings and adhesives.
• Accelerate adoption of new technologies in response to regulatory and market trends.
• Supports current sales through regular contact and develops profitable new business by identifying commercial and technical needs, sources sales prospects, determines prospects’ requirements, and facilitates successful trials of HAM product solutions.
• Collaborate and support global teams to leverage best practices and transfer knowledge.
• Coordinate HAM team-selling approach with customers/prospects so that the customer’s needs are fully understood and HAM is in position to deliver value in the customer’s eyes.
• Identifies potential new solutions by staying up-to-date on industry developments and regulatory trends.
• Promotes Huber’s presence in the marketplace by participating in professional organizations, conferences, and trade shows, and through relationships with co-suppliers and third parties in order to stay well-informed of technical and market trends and to develop competencies.
• Fulfills administrative duties required by submitting activity and results reports, quarterly and annual market analysis.
• Operates within established regional travel and expense budget.
• Monitors competition by gathering current market information of activities, offsets, and competitive price points.
• Collaborate with Sales Director, Global Market Manager and Technology Managers in addition to regular contact with the sales managers.

Additional Responsibilities

Major Challenges

• Developing effective (new) value propositions to speed access to trials and faster commercialization.
• Identify new market opportunities for Huber’s existing portfolio, through new business and market development and innovation
• Staying well-informed of constantly changing technical developments in markets and applications for HAM products in order to sell value-based solutions.
• Accelerate adoption of new technologies in a rapidly evolving regulatory and technical landscape.
• Develop technical insight and market intelligence to stay ahead of industry trends.
• Establishing priorities based upon Sales Director needs, Global Market Manager needs, and demands from new market opportunities rapidly developing
• Solidifying the distributor network by keeping them supplied with continuous, uniform product information (when applicable), and active co-calling with distribution

Decision Making Authority

• Decides sampling priorities and proper products for contacting customers and prospects
• Decides on target customers to pursue.
• Decides what type of technical service and customer service is necessary
• supports solutions for logistics issues within specified guidelines from operations balanced with customer needs.
• to develop individual product strategies needed to succeed
• Recommends complaint resolution/product returns/ sample requests

Required Knowledge/Skills

• Deep technical knowledge of coatings and adhesives markets, including regulatory trends (PFAS, FR).
• Experience with specialty additives and technical sales to coatings producers.
• Established network within coatings industry preferred.

Specialized/Technical Knowledge or Required Skills

• Minimum 8 years in a related role in same industry (CASE, additives, plastics, chemical sector) with proven track record selling specialty value-added additives.
• Minimum BA/BS University degree, preferred concentration in Chemistry or Chemical Engineering
• Proficient in computer skills including an understanding of AI platforms (ChatGPT, CoPilot, etc.,), Microsoft office suite with the ability to adapt to new software additions.
• Travel required – car, air and up to 50% of the time
• Must be physically able to wear required PPE while on visits to manufacturing facilities (customers or Huber facilities).

Total Rewards

J.M. Huber Corporation complies with all local/state regulations requiring salary range transparency.

Any offered salary is determined based on relevant factors such as an applicant's skills, performance, job responsibilities, prior relevant experience, certain degrees and certifications and market considerations.

U.S. Market-Based Salary Range

New Business Development Manager (Coatings)

[$122,200.00 - $158,700.00]

In addition to base compensation, individuals may be eligible for an annual discretionary bonus and profit-sharing payout.

Huber also offers a comprehensive, competitive benefits package as detailed on the Huber Benefits Hub

Our employees are our strongest asset, and their safety, health, and well-being is our highest priority. We respect the individual by providing opportunities for professional and personal development. Our Principles drive us to create an inclusive workplace where employees share core values, show dignity and respect toward others, and work hard to achieve their best performance.

J.M. Huber Corporation is an EEO employer. Pre-employment drug screening is required