Business Development Manager

Title: Business Development Manager - Oil & Gas, Mobility
Reports to: Vice President, Carbon Fiber
Status: Exempt/Full Time
Location: Corporate Headquarters - Bridgeton, MO

Job Summary
Zoltek Corporation, a Toray Group subsidiary, is hiring a Business Development Manager to lead sales growth and establish Zoltek as a leader in carbon fiber products for the oil & gas and mobility markets - including secondary aircraft structures, rail, over-the-road, and other modes of transportation. This role involves collaborating with end-users and the necessary supply chains in North America, Europe, and Asia to support their carbon application strategies. Key responsibilities include developing and executing marketing strategies, identifying technical support needs, and establishing global sales concepts and support. This position reports to the Vice President, Carbon Fiber.

Responsibilities

• Develop and execute the business development strategy to drive growth and achieve company objectives
• Set goals and develop plans for growth and research new target markets.
• Create short-term and long-range strategies and plans to achieve growth objectives
• Gather and prioritize customer and product requirements, defining the product line, and working with partners in the plastics industry, internal teams, and distributors to achieve revenue and profitability targets.
• Identify opportunities by researching potential accounts, identifying business opportunities, and pursuing leads
• Monitor progress by comparing sales numbers to quotas, and monitoring sales progress to ensure goals are met
• Monitor and evaluate the performance of the sales team against established metrics and KPIs
• Organize and run regular sales meetings to review progress, share best practices, and address challenges
• Maintain current knowledge of Zoltek products and competitive product portfolios
• Evaluate and/or develop pricing strategy to achieve positioning targets
• Collect, organize, and assemble data for reports, presentations, and special projects
• Prepare and present reports on sales forecasts, sales performance metrics and market trends to senior management
• Work with internal company departments and respond to customer needs in terms of products specifications, warranties, products availability, logistics, credit/finance, and any other administrative processes
• Identify and coordinate product and technical training
• Attend & participate in conferences and industry events

Knowledge, Skill and Educational Requirements

• Strategic Business Development: Strategic thinking and business / marketing skills to develop a business strategy, annual plan, and executing against that plan. This includes supporting existing customers, developing a strong market position for near-term applications, and demonstrating Zoltek products for use in long-term manufacturing processes. Ability to distinguish Zoltek for lowest cost, and technology development and support.
• Leadership and Training: Highly developed leadership skills and evidence of building high performance teams.
• Culture Change Agent: The ability to drive cultural change throughout an organization and set, drive, and enforce global standards.
• Communicator: Superb communication skills required. This will include developing close interactions with key decision makers (end users) and Tier 1 & 2 Manufacturers to better understand their strategies and plans for the use of carbon fiber composites. This will also include developing communications & marketing strategy; developing the organizational structure; defining & developing technical and sales support needs in North America, Europe, and Asia.
• Administration and Budgets: Design operational plans and budgets at different levels of the organization, tied to departmental goals and corporate strategy, ensuring that strong performers are recognized. Report regularly on global developments in the relevant markets and status of Zoltek sales activities. Collaborate with sales team to ensure requirements are met, such as sales numbers and profit goals.
• Industry Knowledge: Knowledge of manufacturing industries with carbon fiber, fiberglass, composites, resin, and/or textile manufacturing experience required. Position requires in depth market research and development of business cases for new applications.
• International Experience: Understand global end-users and their supply chain partners and gain insights into their product development group. Exposure to Europe and Asia manufacturing operations a plus.
• Work Experience: 10+ years' experience in business development, technical sales or equivalent.
• Education: Minimum bachelor's degree - technical background: Chemistry, Chemical or Mechanical Engineering preferred. MBA is a plus.
• Other Requirements:
  • Proven knowledge and execution of successful development strategies
  • Proven track record in new Business Development and Customer Acquisition.
  • Ability to work independently and within a team. Develop and drive your own agenda.
  • Must be resourceful, ask intelligent questions, and know where to find answers.
  • Must be able to travel up to 50% of the time.
  • Exceptional relationship-building skills to motivate teams towards their goals
  • Ability to negotiate sales contracts, terms and conditions to close deals
  • Demonstrated ability to develop and execute effective sales strategies
  • Experience with a self-sourced sales cycle and track record of over-achieving quota
  • Strong analytical skills with the ability to interpret sales data and market trends
  • Ability to handle tough conversations and address concerns while maintaining empathy

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 the job.

• Intermittent physical activity including bending, reaching, and prolonged periods of sitting.
• Employee is regularly required to use hands to finger, handle, or feel.

Work Environment:

The work environment characteristics described below 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.

• Office Environment
• Manufacturing environment which contains noise, moving mechanical parts and fumes or airborne particles

Zoltek is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender identity, sex, sexual orientation or expression, religion, national origin, marital status, age, disability, veteran status or any other protected status.