The Technical Business Development Manager (m/f/d) is responsible for identifying and entering new commercial opportunities for tesa based on high-performance technical developments for new customer segments, with significant sales potential (>50 Mio€). They evaluate market opportunities, initiate new contacts, start and implement first sales projects at high potential and strategic customers.
They also visit exhibitions, conferences, as well as customer design centers, Headquarters, or other Decision-Making Units and establish first relationships. The responsibility of a TBDM is to successfully establish first projects in a strategic area with new customer contacts and ensure global roll-out. This includes steering global projects, pricing, and understanding customer needs.
Presence abroad: ~50%
- New Customer Contacts
Based on the new digital lead generation, regionally already existing customer relations, own searches, and cold calls the TBDM will establish new contacts and relationships within their strategic area. This activity relates to both new customers to tesa or new strategic departments of an existing customer. This will be done in close cooperation with the regional sales force and MSM. Customer focus is not plant level but global customer “Decision-Making Units” such as Design Centers or Headquarters.
- Customer Focus
The job holder establishes significant relationships with customers, partners, key decision makers, and other industry leaders e.g. associations, to promote tesa products and services. The TBDM thereby generates new CRM projects and brings those ideas and projects into the tesa organization. Identifying and co-developing new customer solutions (incl. new potential BC ideas) are key to TBDM activities.
- Product- and Technology-Development
For their projects, the TBDM evaluates – jointly with the technical functions of tesa – if existing products can fulfill the requirements or if new developments are needed. Together with the Market Segment Manager and the Application Solution Engineer, they ensure that Product Developments are started based on customer needs.
- Project Steering
Depending on the regional sales force resource allocation to the accounts within the GBDM’s strategic area, they will run and lead their own CRM projects and support the Development projects. In this role, the TBDM also steers global pricing, negotiation, contracts, and product positioning. They establish project sales teams around global customers and steer coordinated sales activities related to the specific customer. Special focus is the global steering of complex spec in projects, managing them until first sales and supporting global growth with cross-regional roll-out of first success stories.
- Transfer from BDM to Account
Once the first projects and sales have been established the TBDM transfers their responsibility into the regular sales force if available for the application. If an account has significant growth potential and global scale (>5M€ PNS/cross regionally) this new account could become a Global Key Account, in which case they create the first KAP. The TBDM will support the transfer of projects and relationships and continue to advise if needed for a limited timeframe. Additionally, the TBDM establishes global contracts with the customer to ensure a smooth handover.
- Master in Natural Sciences or Engineering – or higher degree.
- At least 5 years of working experience in sales, business development, or application solution engineering (technical customer service)
- Technical expertise and commercial mindset
- Great communication skills and ability to grow a professional network
- An existing network in the industry is a plus
- Business fluent in English, German is a plus
- Willingness to travel, ca. 50% of the time
- Ability to successfully influence others without direct reporting lines
At tesa, we create sustainable adhesive solutions that improve the work, products and lives of our customers.
How we do it? At tesa, we dare to create! Therefore, we team up, we challenge ourselves and we set the pace. But we don’t just do that somehow. We act responsibly and always focus on our customers. Because only then we are able to achieve our goals and continuously improve our results.
We are an Equal Opportunity Employer and regard diversity as important for our long-term success. We expressly reject all forms of direct and indirect discrimination. All qualified applicants will be equally considered for employment regardless of their national origin, background, personal preferences and believes.
By applying you consent for the use of your resume for future opportunities within tesa.
If you want to find out more about tesa please visit us on our corporate web-page www.tesa.com and social media.
- Attractive remuneration
- Flexible working
- Further education and development perspectives
- Interdisciplinary and cross-departmental career opportunities
- Occupational pension provision
- Numerous offers for employees, such as health promotion, sports and leisure activities, employee discounts, and much more (including tesa Bike, the company's own fitness studio, prevention options)