Wednesday, 24 April 2019

Business Development Manager / Market Development Manager

Germany/Austria/Switzerland for Household, Industrial and Institutional Care markets

Are you seeking to reach your full entrepreneurial potential in a successful, growing organisation, where values of fairness, respect, accountability and getting things done don’t stay enshrined in a glossy corporate brochure but are lived every day by all the women and men making the company?


Surfachem is a leading independent global Marketing, Sales and distribution partner of specialty chemicals. Our vision and purpose is “Delivering Chemistry for a Better Life™”. Our mission consists in being the most customer centric Marketing & Sales partner to our principles and customers. We deliver and set ourselves apart through our market focus and incredible depth of knowledge.

Surfachem Deutschland, part of the Surfachem Group, is growing and looking for a new Business Development Manager / Market Development Manager in Europe with primary focus on the DACH region (Germany, Austria, Switzerland). Dealing with clients in the Household, Industrial and Institutional cleaning and care markets (HI&I), you will be responsible for strategic marketing activities (identify market needs and trends and build value propositions) as well as Key Account Management (KAM) and sales activities (hunting for new opportunities as well as for maintaining and developing existing accounts) to maximise sales and margin performance.



  • Mix of Strategic Marketing (20-30%) and Key Account Management/Sales (70-80%)
  • Strategic Marketing: Scout throughout all industrial verticals in the HI&I space and prioritize them
  • Strategic Marketing: identify new business opportunities via secondary then primary market research
  • Strategic Marketing: Apply rigorous VOC (Voice of Customer) process to understand market and customer pains & needs, drive segmentation and build compelling value propositions together with the Marketing & Sales Director
  • Strategic Marketing: Design and/or implement together with the Marketing & Sales Director HI&I strategies structured around where to play and how to win
  • KAM: Ensure customer intimacy at focus customers by:
  • understanding and influencing customer strategic initiatives and innovation pipeline
  • deeply connecting with key stakeholders from relevant functions (at least General Management/Business Management, marketing, R&D, purchasing)
  • communicating on Surfachem’s vision
  • quantifying the value of Surfachem’s offering for customers
  • controlling the entire sales process to convert opportunities in sustainable revenue
  • KAM & Sales: Provide high quality meeting reports and accurately document opportunity pipeline. Establish rigorous follow up mechanisms to maintain momentum and close sales deals
  • KAM & Sales: Promote and develop the product range and services to all current and prospective customers within designated geographic/account responsibility
  • KAM & Sales: Prepare quotations/respond to price requests/respond to sample and information requests rapidly and comprehensively to create best customer impression
  • KAM & Sales: Lead all price and service negotiations within agreed commercial parameters.
  • KAM & Sales: Exceed agreed monthly, quarterly and annual KPI (Key performance Indicators), sales and gross margin targets
  • Cooperate closely with the internal Customer Service department




  • Strategic marketing / Customer Marketing, Business Development, Market Development, Key Account Management, Sales Account Management
  • Commercial or techno-commercial role in the B2B environment in the Industrial, Chemical or Personal Care industry
  • Chemical industry/products/services
  • Bachelor or Master degree in Life Science, Chemistry or Business



  • 5 years of chemical/raw material Marketing & Sales experience
  • Marketing & commercial acumen
  • Excellent communication and relationship building
  • Conceptual and strategic thinking paired with practical/tactical aptitude and relentless willingness to get things done
  • Negotiation
  • Organisation & Planning
  • Presentation skills
  • Computer literacy (MS Office mandatory, ERP/CRM)
  • Driving Licence




Salary: Competitive Salary and Benefits Package

Company car

Senior Management who constructively challenges and takes care

Excellent development opportunities

Location: Home office or Wendelstein by Nuremberg

Permanent / Full-time


If you want to actively contribute to our growth agenda, then send your full and up to date CV and covering letter (both in English) outlining why you would be suitable for this role to:


Chloe Parker                                                                       

HR executive                                                                      

Surfachem Group Ltd                                                        

2nd Floor, 2 The Embankment, Sovereign Street         

Leeds, West Yorkshire, LS14BA                                        



Manuel Rodrigues

Marketing & Sales Director                                                

Surfachem Deutschland GmbH                                       

Richtweg 81

90530 Wendelstein