Market Development Manager

R10077213 Market Development Manager - Steel and Nonferrous (Open)

Location:

Twinsburg, OH (AES) - Management

How will you CONTRIBUTE and GROW?

The Market Development Manager - Steel and Nonferrous Segments is responsible for managing the strategy and offers for the steel and nonferrous segments within the Continental US and Canada. This position will lead cross-functional ALTEC & Business Development (engineering), R&D, Industrial Merchant World Business Line (IM WBL) (global business leads), marketing, and sales teams to drive Airgas growth in the developing US steel and nonferrous markets. Success will require strategic client and third-party relationship development, Airgas / Air Liquide strategic stakeholder leadership, comprehensive ecosystem thought leadership, exceptional communication across stakeholders, and deep technical and market insight.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. 

• 30%Market Opportunity and Strategy Development: Identify steel and nonferrous market opportunities, with a specific focus on industrial growth investments, taking into consideration all factors, such as argon strategy. Collaborate and incorporate thought of Subject Matter Experts (SME’s) – both Airgas and external. Develop relevant industry insights, including a comprehensive understanding of the broader steel ecosystem incorporating elements of tonnage, onsite, merchant, and other product implications.

• 25%Customer Engagement and Value Validation: With the Steel and Nonferrous technical and commercial stakeholders, drive On-site teams and Regional sales teams, lead conversations with customer teams including senior leadership, direct strategic customer oversight and management, corporate technical and environmental leads, operations, and procurement to validate customer opportunities and potential creation of value, in line with short and long-term customer  ambitions. Ensure a clear understanding of offering and segment/customer group demands and volume projections within the organization.

• 20%Offer Development and Ecosystem Integration: Develop the Airgas offer for steel and nonferrous, leading a cross-functional team. Highlight Airgas' unique factors and value from a customer perspective. Translate potential value to Airgas, ensuring the offer includes the full Airgas portfolio (Regions, BUs, Onsite, Hardgoods/Safety, Spec Gas, others) and AL entities (LI, E&C, and ALAM). Manage marketing resources and approve the Airgas offering within the broader steel and nonferrous ecosystem.

• 15%Strategic Growth and Go-to-Market Execution: With the Steel and Nonferrous Commercial Lead, determine the "Go to market approach" including channel, lead generation, training, and sales tools. Direct resource teams to accomplish this. Consider strategic approaches such as acquisition of products, access to markets, 3rd Party Cooperation (to include vendors and engineering companies), and potential investments with ALIAD, all aimed at maximizing share in reshoring.

• 10%Technical Roadmap and Cross-Functional Collaboration: With R&D, WBL, Steel and Nonferrous Commercial Lead, and ALTEC, develop Airgas’ technical roadmap and competencies. Recommend and participate in selecting Airgas Cluster projects. Collaborate with project cross-functions to identify risks and develop contingency plans. Lead regularly scheduled program reviews and communication to the Airgas leadership team.

COMPETENCIES:

• Ability to work independently and as an active member and leader of a team is essential.

• Ability to lead and motivate others to action.

• Excellent problem-solving skills and comfortable managing ambiguity.

• Strong communication & presentation skills, comfort presenting to senior level executives, customers, and broadly across the Airgas organization.

• Customer focus and ability to understand concepts from a customer perspective and valuation. It is critical that offerings are evaluated from both Airgas and target customer perspectives within the steel and nonferrous ecosystem.

• Technical competence in the steel and nonferrous ecosystems.

• Sales results-driven, attention to detail, process-oriented.

• Ability to multitask.

• Strong analytical skills.

• Strong sales, project management, and organizational skills.

• Ability to address delicate situations and effectively manage conflict to maximize project team progress (collaboration skills).

• Willingness to continually embrace personal and professional development.

• Ability to travel throughout the US, Canada, and Mexico.

• Ability to lead cross-functional teams remotely through webinars, emails, video conferencing, and knowing when a face-to-face meeting is necessary.

DELIVERABLES: 

• Business Development Project Plans

• Commitment of Airgas stakeholders and sponsor

• Attainment of identified Airgas opportunity

  • Revenue

  • Margin/EBITDA

  • Timeline

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Are you a MATCH?

REQUIREMENTS / QUALIFICATIONS:

• A Bachelor's Degree is required, engineering or science preferred. (Mechanical Engineering or Metallurgy is preferred)

• Experience >5 years in the steel industry is preferred.

• 10+ years of hands-on experience in Commercial or Business Development required. Specific experience in service industries or industrial gases business, particularly within steel and nonferrous markets, is desired.

• Must have experience driving sales, managing projects related to the support of customer attainment.

• The ideal candidate has experience researching market trends, targeting relationships, and using proven methods to develop business strategy with a focus on capturing reshoring investments.

• Travel across the United States, with potential support to Mexico and Canada.

  • Travel can exceed 35% at times.

• Must be proficient in the Google productivity suite or equivalent and an affinity to utilize other tools such as SalesForce.com,PowerBI and AI.

• Ideal candidate has experience in communicating to diverse teams remotely through video call, email, and microsite development.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Able to talk, hear, and walk sit: use hands to finger, handle or feel objects, tools, or controls; reach with hands and arms; stoop, kneel or crouch.

• Specific vision abilities include close vision, distance vision, color vision, peripheral vision, depth perception and ability to focus objects required.

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EOE AA M/F/Vet/Disability

Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status, or disability

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Benefits

We care about and support all Airgas associates. This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, vacation, sick time, floating holidays, and paid holidays for full-time employees. 

We provide a progressive parental leave package for our eligible Airgas parents, offering generous paid time off for the birth or placement of children. 

Additionally, we offer our employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for employees’ dependents, and an Airgas Scholarship Program.

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Your DIFFERENCES enhance our PERFORMANCE

At Airgas, we are committed to building a workplace that embraces  the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

We welcome and consider applications from all qualified applicants, regardless of their race, gender, sexual orientation, religion, disability or any other protected characteristic. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.

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About Airgas 

Airgas, an Air Liquide company, is a leading U.S. supplier of industrial, medical and specialty gases, as well as hardgoods and related products; one of the largest U.S. suppliers of safety products; and a leading U.S. supplier of ammonia products and process chemicals. Through the passion and diversity of its 18,000 associates, Airgas fosters a culture of safety, customer success, sustainability and innovation. Airgas associates are empowered to share ideas, take initiative and make decisions. 

Airgas is a subsidiary of Air Liquide, a world leader in gases, technologies and services for industry and healthcare. Present in 60 countries with approximately 66,500 employees, Air Liquide serves more than 4 million customers and patients.

Join us for a stimulating experience: At Airgas, you matter and so does the work you do. As a member of our team, you play an important role in the success of your team, making sure our products are created sustainably and delivered safely and efficiently. In turn, you’ll find a welcoming workplace where you’re valued for who you are and where you can fill your potential while growing a fulfilling career — whatever path you choose.

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Equal Employment Opportunity Information
 

We are an equal opportunity employer. We welcome all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.  

Airgas, an Air Liquide Company is a Government contractor subject to the Vietnam Era Veterans’ Readjustment Assistance Act of 1974 and Section 503 of the Rehabilitation Act of 1973. 

Airgas does not discriminate against qualified applicants with disabilities, and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us by email at [email protected].

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