Hydrogen Markets Business Development Manager

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Job description

Manager, Hydrogen Markets Business DevelopmentWe are a technology and applications leader with the industry knowledge and applications expertise to meet customer needs across industrial, food, medical, chemical and electronics industries. We offer over 120 years of proven experience in the safe and reliable production and delivery of industrial, medical and specialty gases. We're the talented people you know and trust, now with a new name.Today our deep understanding of industry trends and customer requirements allows us to collaborate intensely with customers to identify and develop long-term solutions that deliver competitive advantage. Our in-depth knowledge of customers' manufacturing processes enables turn-key engineering with minimal plant downtime, and our technology development capabilities are unrivaled.Leadership & Employee DevelopmentAt all times, be a change agent to advance Messer's safety culture in the organization.Must be pro-active & visible and effectively lead to ensure cross-functional coordination and alignment across functions for applicable hydrogen sourcing projects and investments.Develop Partnerships:Hydrogen Growth. Be the direct responsible individual (DRI) to hunt, screen, develop and secure supply partnerships, with suitable multiple parties and to support Messer's growth in Hydrogen on-site Business.Feedstock Development:Identify & qualify feedstock / feedgas of traditional as well as non-traditional sources (e.g., biomass, waste-streams) and assess feedstock/feedgas suppliers.Government Affairs:Strong understanding of government affairs and incentive activities, to be ahead of market trends and identify players early.Understand legislation, incentives, penalties that can influence investment decisions.Resource Management, Organisation & CapabilitiesPro-actively support the Regional On-site Business, Merchant Business and Business Development groups through:Following the investment Gate Approval Process, best-practices and standards.Driving business and OP growth through new investments and projects in the green/blue hydrogen space.Knowing the industrial gases business and drivers to negotiate and manage supply agreements.Market Development:Identify green/blue hydrogen market segments and applications which will present opportunities where Messer has or could have advantages.Monitor competitor activities qualitatively and quantitively to determine strengths and weaknesses as well as opportunities and threats.Develop strategies and tactics which will provide value to the customers and growth for Messer.Provide direction on market trends as well as where Messer Applications should focus their development.Participate in the idea generation and development planning of Messer's Hydrogen Solutions market offerings for the Americas.Opportunity DevelopmentAttend conferences/tradeshows/seminars/meetings: represent Messer's interests, uncover opportunities for Messer solutions and network with other industry players to promote Messer interests.Lead identification of identifying and new markets and opportunities at early stages on basis of interaction with customers, developers, etc.Develop "Gate 1 (identify & appraise opportunity)" investment rationale.Develop investment opportunities through "Gate 2 (solution generation - design & propose)" e.g., customer and market assessment, proactive review (e.g., on synergies), technical solution, financial model and proposal for business concept/value proposition.Develop through to "Gate 3 (project finalization)", including authoring Investment Papers, financial model and Board approval.Provide Support to Key Customer Management Team and Hydrogen Fueling, as well as ElectronicsTechnology companiesEstablished suppliers - identify potential partnersEmerging technology companies i.e., Applications companies - pumping, filling stations, etc.Understand what applications will move toward green hydrogen and make sure Messer has access to the application technologiesPartner with / acquire technology for market differentiation - find the best, rather than develop in houseProject developersProduction JVs - co-investmentCommitted take-or-pays - by Messer / with MesserAnchor customers for product supply schemesElectronics industryTransit authoritiesPorts Integration with traditional non-green market Industry/Government associationsHydrogen Business Council of CaliforniaAmerican Hydrogen ForumFuel Cell & Hydrogen Energy AssociationUS DOEPartners to engage in complicated municipal marketLittle overlap with industrial marketComplicated business processes, terms, documentation requirementsRequired SkillsStrong understanding of the green and blue hydrogen market & technology space. Production to End Users, and emerging markets, such as transportation, alternative energy, metals production, etc.Strong business development / growth skillsUnderstanding of the industrial gases industry, competitive dynamics, customer negotiations and market conditions.Understanding of conventional and renewal electricity sources.Strategy development.Ability to identify, nurture and develop business & technology partnerships, including joint ventures.Understanding of business evaluation, business plan development and scenario/sensitivity analyses and translating strategic implications into clear guidance for customers engagement and project development.Financial modelling and scenario planning.In discussions with customers, can effectively discover, diagnose, develop, and deliver winning solutions.Negotiating and contracting.Successful management of relationship with customers from industries incl. transportation, metal, chemicals, electronics, and oil & gas.Ability to develop, maintain and leverage a network within industry.Strong effective communication and presentation skillsEffective computer skills; including use of Microsoft Office, video conferencing and other Company specific software applications.Required EducationMinimum 10 Years Chemical/Metals/Transportation/Energy/Industrial Gas industry.Level: Bachelors. Masters degree requiredDiscipline: Technical background with financial skills. MBA a requirement. Other RequirementsProfessional experience in the industrial gases, chemical, oil & gas, electronics or engineering industry.Experience in management of cross-functional teams is preferred.Experience in customer negotiations and contract development.Experience in value-added selling, marketing, technical sales.US & Canada travel and as required, international travel. PDN-94ccba2f-a22c-4705-9a29-da054