Business Development Manager (BDM) - Electronics and Air Separation

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As a BDM you report to the global account manager - Air Separation & Electronics and actively work within OFA division team to support OFA divisional team, Customer Center (CCs), Product Companies (PCs) and accounts (buyers) directly as required. 

Communication in all directions so as to build solid foundation within our organization for excellent customer experience. 

- Account management (existing and new customer development and management)

• Be the change to create the change within both internal and external stakeholders, management of throughout the value chain – escalation, steps for frame agreements, follow-up etc. 
• Intercept the processes / applications with respect to OFA range of products, build marketing material, sales argument, typical requirement for that account (customer)
• Actively support customers and CC regional account managers / sales representative
• Understand roadmap of accounts, their addressable market (& new markets) and create opportunities for co-development projects (be early in the game)
• Intercept the processes / applications with respect to OFA range of products, build marketing material, sales argument, typical requirement for that account (customer)
• Close contact with the other Divisions CTS, GAP, Industrial, ASR

- Customer Center (support function)

• Engage and support the regional account managers / sales representative, BLMs
• Prepare dashboard, platform for customer application, success stories, our capability presentation (Product and Facility),
• Manage reference list with product information and photographs
• Expand OFA village to build electronics village and air separation village
• Work on total solution (from equipment supply to plant and turnkey solution) demonstrate the savings (tangible value to carbon reduction) in the value chain 
  • Equipment’s and new solution offering: Compressors, dryers, interconnecting piping, turkey solution, Energy Recovery, the right dryer for e.g., for dewpoint (-90 PDP) the BDZP+, XD, dew point (-40 PDP) like the MD or low purity application the FDs, Optimizer, etc to make our offer even stronger. The ZH with ER and XD can be game changer to bring most efficient energy balance in the entire FABs
  • EPIC Engineering Procurement Installation and commissioning management => turkey solution
• Map customers and install base reference
• Digital marketing and street fighter material: explain why our solutions are better than others in the market & develop the material to demonstrate this to our Sales force and Customers
• Commercial know-how terms and conditions
• Promote INDENT orders firstly to qualify our production facility in their system and to benchmark global pricing for the account for the product in that facility.
• Price management: give guidance to the field & make sure we sell the value of our products
  • Account + product base [ for e.g., FS3 price based on ex-works Wuxi to Linde in Germany vs Linde in US vs Linde in China vs Linde in India]

- Product Company (support function)

• Quick quotations, handy pricing sheet per account / customers after aligning with proposal teams from ES and STD+ team
• Work on modularization, standardization (pre-engineering) and engaging in technical framework agreements that will qualify our products
• Digital marketing – creating competency matrix, reference list
• Assisting technical queries as need on product, solutions,
• create platform to register and address FAQs

- Divisional team (support function)

• Product development: Analyze the key requirements that qualify OFA product reliability in their process and application during the life cycle plant and classify these requirements to our product development team (Product Managers) into “must have” requirements to “preferred” requirement.
• Actively work on the FOIK - first of its kind projects/ products 
• Actively work with OFA divisional team members such as Medium Pressure, Low Pressure and High Pressure 

- Traveling at customer location is foreseen as per business need with possibility for onsite job based out of Wuxi for 30-60 days.

- Be catalyst in aftermarket support & services

Main requirements:

• Several years in Atlas Copco and good understanding of the Oil free market and players
• Ideal is to have both commercial & technical experience
• You are result oriented & take lots of initiatives to grow successfully in business development, system improvement
• Able to work independently 
• Team player – able to cooperate with multiple stakeholders 
• Fluent in English, good in communication with team members & colleagues all over the world. (Mandarin or Korean is plus)

Diverse by nature and inclusive by choice
Bright ideas come from all of us. We recognize that our long term success depends on how we behave towards our colleagues, business partners, society and the planet. Together we build a culture where difference is valued, we share a deep sense of purpose and belonging, and we are becoming part of the solution for a better tomorrow.