$4& 456%: 1FUSPDIFNJDBM BOE 3FöOFSZ $IFNJDBMT … · economic, financial and feasibility studies....

MARKET NICHE

POSITIONS NICHE

JOB TITLE

CLIENT

CASE STUDY:Petrochemical andRenery Chemicals

Sales

Business and ProjectDevelopment Manager

Helm

ROPELLAG R O W I N G G R E A T C O M P A N I E S

TM

8100 Opportunity Drive, Milton, Florida 32583850-983-4777 | www.ropella.com

COMPANY

Helm USPOSITION

Business and ProjectDevelopment ManagerLOCATION

Houston, TX

For more information contact:

Jeff Bennett

Vice President of Client Services

Ropella

850.983.4871

[email protected]

Helm International Headquarters

http://www.ropella.com

Helm US Business and Project Development Manager 2

Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com

Helm AGHELM AG is a family-owned company that has developed in over 110 years from a traditional trading organization into one of the world’s leading enterprises operating independently of conglomerates in the field of international marketing of chemicals, pharmaceuticals and fertilizers.

Each year, impressive figures once again bear testimony to the results of forward-looking management and the extraordinary dedication of their employees working for the HELM Group at branches and joint ventures in over 30 countries. Helm’s global presence on key markets guarantees customer proximity and optimum service.

Helm AG is proud of their team because it delivers a compelling performance through an exemplary sense of commitment. The hallmarks of the HELM team are its immense specialist expertise as well as a great deal of own responsibility, initiative, and creativity. They would also like to acquire your services to reinforce their operations; as a new colleague, trainee or apprentice looking for career opportunities in a successful and dynamic enterprise that holds interesting assignments and good prospects for development in store.

Helm AG will be delighted to give you guidance in making the right decision. This will enable you to acquaint yourself with the HELM Group along with its many and various tasks, facets and functions, to experience what expectations they have of you, but also what benefits they offer their employees in return. And, in the process, you will find out that HELM also differs from other employers in this respect – both in terms of their requirements as well as the remuneration and fringe benefits you will receive.

Meanwhile some 1,400 employees across the globe have found their professional home at HELM and managed to place their existence on a secure footing. If you also wish to join them in being successful – then welcome to HELM AG!

Parent Company Information

More Information:

www.helmag.com

Helm Hamburg HQ


http://www.helmag.com/

http://www.helmag.com/



HELM already began establishing its first several foreign subsidiaries in the early 1960s. Today, HELM is represented in over 30 countries worldwide, with over 90 branch offices, sales offices and participations. They employ over 1,400 people worldwide with over 12 billion in revenue in 2013. The global HELM organization is managed from Hamburg on a centralized basis by the business unit HELM-International, which also coordinates and controls its activities.

A wide range of services in local marketsThe international HELM organization assumes an intermediary function

in procurement and sales on behalf of the parent company and for its affiliates. In addition, the HELM companies are responsible for the distribution activities in their local markets. In this context, HELM provides far-reaching functions such as efficient logistics, local storage facilities and just-in-time deliveries to the consuming industry in question.

Actively engaged worldwide in all product groups HELM’s branches are competent local contact offices for the entire product range of the Company: Feedstocks, Derivatives, Crop Protection, Pharma, Nutrition and Fertilizer.

Global partner with regional expertiseCustomers and suppliers in key markets across the globe can rely at each location on the specialist expertise of HELM employees, who – in addition to their in-depth functional know-how and a global network – also have an outstanding knowledge of the local markets. The business partners benefit from efficient and innovative solutions within the scope of the entire supply chain, from the producer all the way through to the industrial end-consumer.




Helm USHELM U.S. Corp is far more than a distributor of chemicals. For many years, they have been the exclusive representatives for major chemical producers in the Americas. This enables them to supply their customers with the same high quality products to meet their requirements in any market situation.

International MarketingHELM U.S. Corp provides the link between the producers of chemical raw materials and the manufacturing industry. They purchase only from suppliers whose products meet their own strict quality criteria.

Helm has offices located in Mexico, Brazil, Columbia, and Argentina, and long time representatives throughout all major countries in this hemisphere. To facilitate their international marketing efforts, they have a dedicated Latin American Representative. This position was created to better service their suppliers’/customers’ needs, support the local agents/offices, and underline their commitment in Latin America.

National DistributionHELM U.S. Corp is a full service, full function distributor with strategically located warehouses throughout the United States. They specialize in servicing the paint, resins, coatings, and detergent industry with both domestic and imported raw materials.

Corporate CultureHelm US is a family-operated organization with the ability to be flexible and independent, but with the backing of Helm AG’s strong, financial security. Headquarters in Germany make some corporate decisions, but there is much room for decision-making locally for Helm US. They are a lean and efficient group with the patience to strive for excellence and the focus to reward organization and structure.

Company Information

More Information:

www.helmusa.com

Helm International


http://www.helmus.com/

http://www.helmusa.com/



Business and Project Development ManagerOverviewThe Business and Project Development Manager is responsible for managing the strategic development and accelerated commercialization of Helm's technologies and new business opportunities within the chemical/petrochemical marketplace. This position will assume overall responsibility and accountability for development of new opportunities including market identification, competitive intelligence, product positioning and value propositions, intellectual property management and strategic alliance assessments and agreements. This position will also work closely and collaborate with appropriate consultants, manufacturers, technology companies and technical teams to develop options and implement strategies aimed at accelerating the commercialization of technologies and business opportunities within the chemical/petrochemical market.

Required Knowledge and Experience

� Minimum of a Bachelors Degree in technical discipline (ScienceEngineering) or Business Administration. An MBA is highly desirable.

� Minimum of 10 years of experience in new business development,market deveopment and/or business management.

� Minimum of 5 years of experience within the petrochemicalmarket.

� Proven ability to identify business opportunities and developcommercial project strategies, specifically related to shale gas.

� Demonstrated ability to identify and close new businessopportunities.

� Proven ability to conduct, understand and interpret significanteconomic, financial and feasibility studies.

� Experience in leading and conducting all activities associatedwith introducing and establishing new products and innovative solutions to the market.

� Demonstrated ability to employ superior communication,interpersonal, influencing and presentation skills, with the ability to interact with key decision makers at all levels with both customers and internal management, including executive levels.

Position Information




Principal Responsibilities:

New Business Project Development � Partners with appropriate internal business leadership teams

and external technology stakeholders to identify, develop, and evaluate new business opportunities and drive them to successful commercialization.

� Partners with senior leadership to develop, assess, recommend and implement key strategic options aimed at appropriately positioning and accelerating the commercialization of gas storage materials to the marketplace.

� Conducts the appropriate collection, analysis and interpretation of data and information as it relates to competitive analysis, market intelligence, trends and benchmarking activities.

� Develops and implements strategies relative to product positioning and pricing to maximize market penetration and share.

� Establishes and maintains relationships with industry influencers as well as key external stakeholders and strategic partners.

� Develops, validates, recommends and implements business proposals for growth opportunities.

� Evaluate and determine potential technology synergies with existing capabilities and business units.

Business Management � Develop and staff an appropriate organizational structure to support

the business.

� Strategic development and tactical implementation of the business development strategy.

� Identification of new business opportunities and the enhancement of existing customer relationships, market share and profitability.

� Provides leadership to ensure sales forecasting / analysis, pricing / other business terms and key account management. In addition, the individual will demonstrate leadership in promoting Helm distribution capabilities, products, technology, innovation and goodwill.

� Provides leadership to ensure cooperation and coordination between commercial, technical, and manufacturing functions as well as other cross-functional team members.




� Provides leadership and direction to team members to ensure key milestones and objectives are met.

� Utilizes appropriate leadership techniques to create and foster a positive, high performance work environment and provides appropriate career growth and development opportunities for the team.

Work Environment

� Frequent interaction with senior management and executives, both internally and externally to Helm.

� Independent authority to make decisions– conferring with higher levels of management on issues that are unusual or outside the scope of normal protocol.

� This position requires a high degree of coordination of activities internally and externally and requires extensive networking collaboration.




Houston, TX Texas’ largest city, Houston, and its surrounding metropolitan area, along with Corpus Christi, Brownsville, Harlingen, Port Arthur, Beaumont, the Brazosport Area and Bay Area Houston, offer plenty of opportunities for modern day activities like shopping, visiting art museums, attending theatrical performances, splashing around at water parks, and enjoying rides at amusement parks. NASA/Space Center Houston is also an exciting and educational attribute to this area.

Like many major cities, Houston is defined by its neighborhoods. You can cross a street and walk into entirely different surroundings. Each neighborhood is diverse in style, population, architecture, and heritage. Houston is defined by eight such neighborhoods: Chinatown, Midtown, River Oaks, Rice Village Area, Montrose, The Heights, Downtown, and Uptown. Only by exploring Houston’s amazing and unique neighborhoods can you truly know this remarkable city.

The Houston Independent School District is the largest public school system in Texas and the seventh-largest in the United States. Its schools are dedicated to giving every student the best possible education through an intensive core curriculum and specialized, challenging instructional

and career programs. HISD is working hard to become Houstonians’ K–12 school system of choice, by constantly improving instruction and management to be as effective, productive, and economical as possible. Houston also has many Private and Charter School Education Programs available throughout the city and surrounding areas. Institutions of higher learning include Baylor College of Medicine, Houston Baptist University, Rice University, South Texas College of Law, South Texas Junior College, Texas Southern University, University of Houston, University of St.

Location Information




Thomas and University of Texas Health Science Center.

A Shopper’s Paradise

While many hear Houston and think oil, space and sports, those in the loop know shopping is Houston’s real main attraction. A

city full of extreme shopping opportunities, shoppers can find the perfect piece at designer boutiques that line The Galleria’s Million Dollar Mile or land the perfect deal on Houston’s internationally eclectic Bargain Mile found on Harwin Drive.

While every city has its fair share of malls, Houston’s malls are gigantic in size and selection. Topping the must-see and shop list is The Galleria, a wonderland for shoppers with discriminating taste and budget to go with it. A who’s who of designers, The Galleria is home to Louis Vuitton, Cartier, Chanel, Jimmy Choo and Ralph Lauren, among others. Joining the upscale boutiques are anchor stores Neiman Marcus, Saks Fifth Avenue, and Nordstrom, adding up to more than two million square feet of shopping thrills. An ice rink made famous by Olympian Tara Lipinski and restaurants to suit every taste make it easy to stay and play all day long at The Galleria.

If you head west out of Houston you’ll find Katy Mills Mall, an expansive outlet mall full of amazing deals and finds. Katy Mills features hundreds of the best names in retail including Kenneth Cole Outlet Store, Neiman Marcus Last Call Clearance Center, Off 5th Saks Fifth Avenue Outlet and




Bass Pro Shops Outdoor World. Clothing, shoes, accessories, house wares and more fill the 1.3 million square feet of shopping splendor.

AMC Theater at Katy Mills features the latest movies on 20 screens. More than 20 restaurants, including the Rainforest Cafe and Johnny Rockets, are located at Katy Mills. With so many choices at so many prices, Houston’s shopping scene offers only the best of the world right here in the city where you can find just about anything on your list.

Professional SportsProfessional sports are presented throughout the year. Teams include Houston‘s Dynamo soccer which plays at the Robertson Stadium. The Houston Texans, Houston’s professional football team since 2002. Their home NRG Stadium is the NFL’s first indoor/outdoor retractable roof, natural grass stadium. With 200 suites and 71,500 seats, NRG Stadium is considered one of the finest stadiums in the country. The Houston Astros, truly Houston’s hometown baseball team, can be seen in Minute Maid Park. Completed in 2000, Minute Maid Park is their downtown home. Minute Maid Park’s retractable roof technology brought open-air baseball to Houston for the first time in 35 years, and the natural grass surface and classic architecture provided Minute Maid Park the atmosphere of the great ballparks of baseball’s Golden age. Houston’s basketball teams, the Rockets and the Comets, and it’s hockey team, the Aeros, games can be found in the Toyota Center, Houston’s newest venue, in downtown Houston. The 750,000-square-foot arena offers 18,300 seats for basketball, 17,800 for hockey and up to 19,000 for concerts.




Houston, TXLocation LinksHouston Area LinksHouston Airport System www.fly2houston.com

My Houston www.visithoustontexas.com

Activities & AttractionsHouston Museum of Natural Science www.hmns.org

Houston Symphony www.houstonsymphony.org

Splashtown wetnwildsplashtown.com

Houston Zoo

www.houstonzoo.org

Houston Space Center

spacecenter.org

ShoppingHouston Galleria www.simon.com

Katy Mills www.katymills.com

SportsHouston Texans www.houstontexans.com

Houston Astros

houston.astros.mlb.com

Rockets www.nba.com/rockets

Real EstateGary Greene Realtors www.garygreene.com

John Daugherty Realtors www.johndaugherty.com

EducationHouston Independent School District Houstonisd.org

University of Houston www.uh.edu

Houston Baptist University www.hbu.edu

NewsKHOU www.khou.com

ABC 13 www.abclocal.go.com


http://www.fly2houston.com/

http://www.visithoustontexas.com/

http://www.hmns.org/

http://www.houstonsymphony.org/

https://www.wetnwildsplashtown.com/

http://spacecenter.org/

http://spacecenter.org/

http://www.simon.com/mall/default.aspx?ID=805

http://www.simon.com/mall/default.aspx?ID=1253

http://www.houstontexans.com/

http://houston.astros.mlb.com/

http://www.nba.com/rockets/tickets/splash_pay_the_pick_2011_2011_05_03.html

http://www.garygreene.com/

http://www.johndaugherty.com/

http://www.houstonisd.org/site/default.aspx?PageID=1

http://www.uh.edu/

http://www.khou.com/

http://abclocal.go.com/ktrk/index

If you have open positions in your organization, give us a call and put our people and our process

to work for you.

ROPELLAG R O W I N G G R E A T C O M P A N I E S

TM

8100 Opportunity Drive, Milton, Florida 32583850-983-4777 | www.ropella.com

For more information contact:

Jeff Bennett

Vice President of Client Services

Ropella

850.983.4871

[email protected]


Skill Survey Business & Project Development Manager

Name: Date:

1. Outline University Degree(s): (Please provide the Name, the Location, and the Phone Number of each Institution)

2. Provide an overview of your experience within the downstream petrochemical industry. Particularly highlight any technical experience as well as experience related to the current increase in products due to shale gas development.

3. Describe your experience in "grass roots" new business development or commercial development.

4. Share an example that demonstrates your successful involvement in commercializing new business opportunities specifically customer acquisitions, distribution agreements, import/export project or related. What were some of the roadblocks you faced through the course of the project? What steps did you take to resolve the issues? What was the final result?

5. Which of the large Petrochemical Organizations do you have strong contacts with and at what level are the majority of your contacts?

6. Give an overview of your project management training and experience. On average how many projects do you manage concurrently?

7. Describe your experience reviewing and interpreting economic, financial and feasibility studies when identifying new business opportunities. Any particular studies or programs that you prefer?

8. What is your comfort level with travel? Do you have a maximum % level of travel or # of days/week away from home that you could sustain?

9. Tell us about any non-compete and/or employer restrictions that you may have. Please provide these documents for our review.

10. If asked one of the following questions during an interview, how would you answer? Why are you considering this opportunity? (or) What motivated you to consider a job change at this time?

References Please provide three to six references. The first priority is past bosses, then employees, then peers.

Example: Bob Smith, currently - Business Director at ABC Corporation 412-123-4567, Email: [email protected]. Was Business Director, my direct boss, while I was a Manager at ABC Corporation.

We will NOT contact any references until after completing the

interview process and not without notifying you first.

1) 2) 3)

4) 5) 6)

Our Candidate Scorecard is a form you complete on every candidate you have now screened as a potential fit. If you can tell that some of the candidates are probably C level in a superficial overview in comparison to others you set those aside now and

grade the rest. The grading sheet will help you objectively weigh all the Must Haves and even the preferences in such a way that at the end of using the grading sheet process you can be pretty sure who the A plus candidates are, who the A candidates are, and

who the B candidates are. Then we focus on scheduling for the A’s.

Candidate Comparison-Scorecard Grader's Name:

Candidate Name: Grade:

Client Name: Helm Hiring Mgr:

Position: Business & Project Development Manager HR Contact:

Attribute A/B/C Comment 1. Education A = MBA in a technical or Business field B = BS technical or business C = No degree

2. Experience within downstream petrochemical industry A = Excellent - 5 plus years of experience within the target market and intensive technical experience related to shale gas B = Moderate - 3-5 years of experience in the downstream petrochemical industry, with some experience in shale gas C = Limited - less than 3 years experience in target market, only limited experience with shale gas

3. Experience in "grass roots" new business development or commercial development A = Excellent - 10+ years of experience in business and commercial development B = Moderate - 5-10 years of experience C = Limited - Less than 5 years of Business or Commercial development experience

4. Ability to develop new business opportunities A = Excellent - Well defined example demonstrating involvement in business opportunities from start to finalization B = Moderate - Broad example demonstrating involvement and some success C = Limited - Generic example that shows some involvement and success

5. Major Petrochemical Contacts A = Excellent - has extensive active connections within all the large Petrochemical Organizations, and on all levels B = Moderate - Has connection in some of the large Petrochemical Organizations some in lower or higher up levels C = Limited - Very limited connections within the Petrochemical industry

6. Project management training and experience A = Excellent - manages multiple projects at once B = Moderate - manages 4 to 5 projects at a time C = Limited - 1-3 projects at a time

7. Experience in financial feasibilities A = Extensive - It is part of their current role B = Moderate - Has done this in the past C = Limited - Has minimum or no experience.

8. Comfort with travel A = Road Warrior - wide open to all levels of travel B = Comfortable with up to 40% travel C = Prefers limited travel

9. Non - Compete A = No non-compete or limiting non-disclosure B = Very limited non-compeste or non-disclosure C = Significant non-compete or DNA issues

Grading Point System: A’s = 4 B’s = 3 C’s = 2 Bonus Points = .5

Now add up the numerical value of each grade and then divide by the total number of grades

Total Points:

Divided by 9 grades =

Avg. Grade:

$4& 456%: 1FUSPDIFNJDBM BOE 3FöOFSZ $IFNJDBMT … · economic, financial and feasibility studies....

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