DSM – Bright Science. Brighter Living.™

Royal DSM is a global science-based company active in health, nutrition and materials. By connecting its unique competences in life sciences and materials sciences DSM is driving economic prosperity, environmental progress and social advances to create sustainable value for all stakeholders simultaneously. DSM delivers innovative solutions that nourish, protect and improve performance in global markets such as food and dietary supplements, personal care, feed, medical devices, automotive, paints, electrical and electronics, life protection, alternative energy and bio-based materials. DSM and its associated companies deliver annual net sales of about €10 billion with approximately 25,000 employees. The company is listed on Euronext Amsterdam.
More information can be found at www.dsm.com .

The Challenge

• Capture and develop all information (the ‘know – how’ and ‘show-how’) in relation to our products, substitute (competitive) and complimentary products, hybrids and processing of the here for mentioned products in relation to existing and possibly new applications and their characteristics (with these materials) in close cooperation with our existing customer base.
• Support the customers in applying the DSM Dyneema products with the for mentioned information
• Acquire market (institutions/ customers/ suppliers/end users) and competitor information & relevant trends to improve our products and the processing of our products
• Create and support lock-in through JDS & KHLA in close cooperation with sales and segment marketing to differentiate from our competitors while knowing and understanding our patents and providing input for patents to actively protect the DSM Dyneema position
• Active technical portfolio management of our different products in relation to the specific applications/ segments (Sr. TAM)
  

The Position

• Actively developing/ rolling out the technical portfolio – determine & agree targeted customers and technologies (Sr.)
• Develop customers, end users & business in line with the account mgt., country & segment plans
• Secure our ‘know how’ – ‘show how’ through lock-in customers via JDAs & KHLAs and develop our position through IP, trade secrets in alignment with IP/ R&D
• Max. added (sales) value (externally) in line with acc./ country and segment plans through technical support and development in close alignment with the AM. Focused & Responsive.
• Lead, challenge & support in case of specialist segment expertise
• Guard, feedback & control and realize Marketing Mix on Product & Application Development (Segment Plans)
• Set up and execute product / application development plan for (key) accounts
• Responsible for gathering market and competitor intelligence and share within organization
• Monitor regularly quality of DD products, including fit for use in the customers application, as well as technical side of handling customer complaints
• Senior: role to globally coordinate exchange of technical knowledge and know-how amongst ADTS for the segment
• Senior: Provide input to the Regional Business Manager regarding PDRs and development plan of ADTS managers
• Leading by example, challenging & supporting role under the TAMs (Sr.) [EGR1]
  

The Ideal

• Proven understanding and ability to apply technical & processing characteristics in relation to the relevant applications, sales differentiators, spokesman to technical people (project managers, R&D, end users) with regards to the fibers, UH and or UD products (depending on the appointed products)
• Proven familiarity with technical sales in business to business & industrial product market combinations, international environment and segmentation (basic marketing techniques)
• Proven familiarity with the segments targeted (responsible for): Commercial Marine, Offshore, Aviation, Vehicle Protection, Personal Protection, Aqua Culture, Sports, High Performance Textiles ….. ao. (depending on the appointed segments)
• Ability to speak the relevant languages with the segmented customers (depending on the appointed segments)
• 3 – 5 years (senior) experience in either a FS or LP business (or broader industrial sales business) with a proven track record of technical business impact and development.
• Understanding of and experience with complimentary, substitute and hybrid materials both in characteristics as well as processing in the segmented applications (depending on the appointed segments)
• Understanding and experience on how business is done in different countries (Areas within EMEA applicable). (depending on the appointed segments)
  

The Reward

Working for DSM means the opportunity to really contribute to improve people’s lives and solving the challenges of today’s world. Challenging jobs, career opportunities and an inspiring environment allow you to enhance your personal development. DSM recognizes that the on-going success of the company depends on the continued development and engagement of our employees and pursues a fair and competitive remuneration policy, recognizing individual and team competencies and performance.

Procedure & Contact

Interested in this position? Please apply on-line by uploading your CV & Motivation letter in English via the career portal ( www.dsm.com/careers ).

Reference check procedures are part of the DSM Recruitment & Selection Process. You will be contacted when these references checks are required.

DSM’s broad and deep understanding of materials chemistry, processing and properties and experience with it in the business application areas are considered as a unique asset. DMSC (DSM Materials Science Center), is the 'shared' research unit that is part of the Materials Powerhouse and that provides the 'Bright Science' foundation to the wider Materials Cluster, contributing to the businesses’ RT&D, AD and NBD programs and supporting in manufacturing and customer problems. DMSC, while focusing on the Materials Cluster will of course also support other DSM units with its competences.