Director, Industry Marketing - Chemicals

Director, Industry Marketing – Chemicals

Location: San Diego, CA

Job Code: DIMCI

 

Accelrys develops and commercializes scientific business intelligence software for the integration, mining, analysis, modeling and simulation, and interactive reporting of scientific data across the research and development enterprise. Our modeling and simulation applications are the backbone of scientific expertise and our technology and services provide innovative and acceleration to the research and decision-making processes of the world's leading research and development organizations including leading commercial, government and academic organizations. Our customer base includes the world’s largest pharmaceutical, biotechnology, chemical, and petroleum companies.

 

The Director, Industry Marketing, Chemicals is responsible for the development and implementation of go-to-market strategies for the Chemicals industry in order to increase our revenue and penetration in the industry and to be recognized by companies in the industry, as a leader in the Chemicals sector for scientific solutions. This individual will provide field sales personnel with the knowledge, strategy and materials for penetrating accounts in the Chemicals sector. S/he will create and orchestrate a comprehensive industry plan to generate new sales opportunities and accelerate current sales cycles, and will drive Accelrys’ Chemicals’ sector solution strategy. 

 

 

Specific Deliverables and Responsibilities will include:

 

 Creation and Implementation of a comprehensive industry plan for the Chemicals sector. The primary focus of the plan will be to identify the strategy (sales, marketing and business development) and resources required for successful execution of this initiative.

 Based on a deep understanding of issues and trends in the Chemicals industry, develop a comprehensive solution and sales positioning model for Accelrys that includes compelling value propositions and customer applications.

 Support the field sales organization by implementing programs and tools that provide knowledge transfer through prospecting and qualification models, sales call scripts, customer/prospect presentations, objection-handling scenarios and scripted demos. 

 Work with the alliances team to develop a plan to identify, develop and promote key partnerships and strategic alliances with organizations in the Chemicals industry. 

 Leverage available resources to facilitate knowledge transfer of industry information to sales, customer support and all constituencies at Accelrys.Work with the product R&D teams to provide feedback on product direction to address industry needs.

 Establish and track metrics to measure results from industry initiatives.

 

 

Experience & Qualifications:

 

· Undergraduate Degree in Chemical Engineering, Chemistry or related Science; MBA a plus

 

· Proven ability to articulate compelling, industry focused, value propositions for enterprise software customers

 

· 10+ years in the Chemicals industry, working with companies such as Dow, DuPont, BASF, and Bayer

 

· In-depth marketing, business development experience

 

· Experience leading a business initiative including strategy planning, managing, and implementing programs on a global basis

 

· Clear understanding of business trends and issues facing the Chemicals industry

 

· Successful track record working with and leveraging resources cross-functionally in an organization to implement an initiative

 

· Excellent interpersonal and communication (oral and written) skills

 

· High-energy, driven and self-motivated with an entrepreneurial spirit and a commitment to excellence

 

· High tolerance for travel

 

 

At Accelrys, we believe better solutions and decisions are born of diversity and are proudly an EEO/AA employer.

 Should you be available and interested, please submit your resume to: jobs@accelrys.com or fax: 858 799 5110