Market Development Director (MDD)

Company Overview: Company Overview: Peacock Colors Company (PCC) was founded in 1925 in Chicago, IL as a paint and ink company, and has been manufacturing colorants and additives for the plastic processing industry for the past 50 years. Vortex Liquid Color (VLC) was founded in 1996 in Sheboygan, WI, and provides liquid color concentrates for many of the engineering and commodity polymers. We create color chemistry for a sustainable future. We combine economic success with environmental protection and social responsibility. Both companies contribute to the success of our customers by providing them with brilliant colors that draw the attention of consumers. We are a leader in our field and work relentlessly to satisfy our customer’s needs.

Market Development Director (MDD)

Summary:

 

The Market Development Director is responsible for the growth of VLC and PCC products at the OEMs and black box suppliers.  Develop innovative market strategies to position products for market differentiation. Identify, define, assess, and close growth targets at new accounts, new products that include liquid color, color concentrate, anti-microbial, laser marking, specialty masterbatches, and other core products. The main deliverable for the position is ship to pounds to new closes (STNC). Assist product development and technology team with new product needs. Proficient in the application of technical knowledge or previous experience to develop solutions, and seek out resources to learn the relevant technical knowledge. Customer face time and relationship building with all levels at the customer is the most important part of this job. Once an account is fully developed, the customer will be transferred to account managers, enabling MDD to focus on new targets. Position reports to the President/CEO of the company and is located in Sheboygan, WI with an office in Addison, IL.

 

Key Responsibilities:

 

1. Market Development:
   1. Drive new business growth by gaining technical specifications at end-users and black box converters in the Americas.
   2. Relentless target generation and target closure for innovation and core products.
   3. Understand key players, applications, requirements, trends, and needs as well as PCC/VLC potential and share within the targeted industry. Become an industry and product expert to leverage successes across the industry.
   4. Able to synthesize multiple leads to identify and focus resources on those with the most growth potential.
   5. Balance short-term and long-term objectives effectively.
   6. Develop a strong grasp of VLC and PCC products and positioning in traditional and new application areas.
   7. Understand and utilize fast-track processes to develop, grow and close targets.
   8. Exhibit the creativity necessary to identify growth opportunities based on customer needs.
   9. Able to apply technical knowledge to a given customer need to identify solutions. Continuously seek out resources internally and externally to develop technical knowledge pertinent to our customers and key targets.
   10. Monitor the competition to better understand issues and threats, and develop strategies to eliminate barriers.

 

    2. Application Development:

1. 1. Provide technical guidance in defining customer application needs.
   2. Identify and understand customer CTQs and relay information back to the technical and manufacturing teams to design products for commercial success.
   3. Utilize specific technical expertise to translate innovations and differentiators into commercial success.
   4. Interact with the technology and manufacturing teams to facilitate success by communicating unmet needs in new applications.
   5. Internal and external influencing skills.

 

  3. Project Management:

1. 1. Utilize skills to map new business projects and Six Sigma tools.
   2. Manage projects through the development process and drive the completion of milestones per established timelines.
   3. Strong problem-solving skills.

Teamwork is critical due to the diversity of talents involved.  The focus of the team on key deliverables and the value of the market dynamics is particularly important.  Development of the capabilities of each direct report is important for successful options for the company.

Core Competencies (A must-have):

1. Communication skills: Effectively and promptly respond to customer needs, demonstrate listening, questioning, clarifying, and summarizing skills.
2. Commercial/Negotiating Skills: Build consensus and agreement at customer organizations and secure commitments.
3. Business Decision Making: Financial acumen, cost/benefit analysis, learning from past experience, problem-solving and developing solutions.
4. Strategic Thinking: Develop and execute business strategy, understand VLC & PCC competitors’ strengths and weaknesses, understand and address the needs of multiple customers.
5. Results-Oriented: Proven commercial track record with sustained business results and topline growth, accountability for target follow-up and closure. Ability to break complex problems into manageable tasks and direct necessary resources to meet and beat deadlines.
6. Passion for Excellence: Integrity and resilience is a must. High level of collaboration, willingness to accept constructive criticism/feedback, lead by example, exhibit and expect hard work, deep passion, and breed success.

QUALIFYING & REQUIREMENTS: 

1. BS degree in science or engineering or business.
2. Minimum 7 years of experience in technical sales and marketing in differentiated markets.
3. Ability to interact with R&D and manufacturing to facilitate developments, complaint investigations, etc.
4. Business development, application development, project management, and pull-through marketing experience with a proven track record.
5. Background in the plastics industry.
6. Proven ability to influence internal and external decision-makers.
7. Results-oriented.
8. Strong communication and sales skills.
9. Strong team player.
10. Comfortable and efficient working independently.

Area of Focus:

Product and Market Segments:

Product & Market Focus Area

1. Core products (Masterbatch and Liquid Concentrate): (80%)

Specification development, direct technical marketing, and application development.

•          Caps and closures – food and pharmaceutical
•          Rigid Packaging – blow molding and thermoforming
•          Rotational Molding – dry color line at PCC
•          House Wares – food contact, slip agents, antioxidants
•          Containers – PET, PETG, high alcohol contact, etc.
•          Medical Devices – North America and Latin America
•          Toys – North America compliance
•          Outdoor & Sporting Goods – UV & colorfast products, stadium seating, home & garden, agriculture
•          Film – commodity, packaging, and agricultural
•          Building and Construction – extruded PE & PVC

Special Color Effects in Liquid and Masterbatch: Identify and create a market for differentiated products:

•          Appearance Effects: Pearlescent, Sparkle Mist, Iridescent, Fluorescent, Edge Glow, Transparent.
•          Functional Effects: Security, Laser Welding, Light Reflective, Light Diffusion, Laser-Markable, etc, NIR blacks.
•          Shifting Effects: Glow-in-the-Dark, Photochromatic, Thermochromic, etc.
•          Material Effects: Stone/Granite/Marble, Swirl, Low Gloss, Camouflage.

2. Specialty Masterbatches and Liquid Concentrate (20%)

Anti-Microbial (FDA and EPA), Processing Aid, Blowing Agents, Conductive Polymers, Anti-Static Compounds, Pigment Dispersion, SiMB, etc.