Hydrogen Markets & Business Development Manager
Description Purpose of the Position Critical role reporting to the VP OnSite Business & Business Development.
Must have a strong understanding of the evolving low carbon hydrogen alternatives, in order to develop Messers strategy to grow the hydrogen business through various supply investments, tonnage schemes and partnerships.
Track the industry and market trends, including applications development, demand development by carbon intensity, hydrogen technology suppliers, traditional competitors, new entrants, new developing markets (transportation, alternative energy, decarburization initiatives, carbon capture, etc.
), and target potential supply scheme customers.
Monitor regulatory affairs (incentives / mandates), monitor competitors, and participate in industry associations.
Develop mid to long-term supply investments, partnerships, and related agreements to grow Messers liquid & onsite gaseous hydrogen sourcing and onsite business.
Critical to understand government incentives, carbon credits / offsets and market pricing, in order to develop business cases for Messers investments into this emerging market.
This role will work closely with Project Execution, Application Development, Product Management, Operation & Supply-Chain, Energy Management, Government Affairs, Finance, Legal and Merchant Sales to set Messers long-term strategy to expand the hydrogen business.
Principal Responsibilities Leadership & Employee Development:
At all times, be a change agent to advance Messers safety culture in the organization.
Must be pro-active & visible and effectively lead to ensure cross-functional coordination and alignment across functions for applicable hydrogen sourcing projects and investments.
Develop Partnerships:
Hydrogen Growth.
Be the direct responsible individual ( DRI ) to h unt, screen, develop and secure supply partnerships, with suitable multiple parties and to support Messers growth in Hydrogen Onsite Business.
Feedstock Development:
Identify & qualify feedstock / feedgas of traditional as well as non-traditional sources (e.
g.
, biomass, waste-streams) and assess feedstock/feedgas suppliers.
Government Affairs:
Strong understanding of government affairs and incentive activities, to be ahead of market trends and identify players early.
Understand impact of Inflation Reduction Act and where Messer can gain access to government incentives for investment.
Understand other legislation, incentives, penalties that can influence investment decisions.
Resource Management, Organization & Capabilities:
Pro-actively support the Regional Onsite Business, Merchant Business and Business Development groups through:
Following the investment Gate Approval Process, best-practices and standards.
Driving business and OP growth through new investments and projects in the low carbon hydrogen space.
Knowing the industrial gases business and drivers to negotiate and manage supply agreements.
Market Development:
Identify low carbon hydrogen market segments and applications which will present opportunities where Messer has or could have advantages.
Work closely with Product Management, Project Execution and Marketing to develop Product Service Offers for onsite hydrogen generation plants.
Monitor competitor activities qualitatively and quantitively to determine strengths and weaknesses as well as opportunities and threats.
Continually update and develop strategies and tactics which will provide value to the customers and growth for Messer as the Hydrogen market continues to evolve over time.
Provide direction on market trends as well as where Messer Applications should focus their development.
Participate in the idea generation and development planning of Messer's hydrogen solutions market offerings for the Americas.
Opportunity Development:
Attend conferences/tradeshows/seminars/meetings:
represent Messers interests, uncover opportunities for Messer solutions and network with other industry players to promote Messer interests.
Lead identification of new markets and opportunities at early stages on basis of interaction with customers, developers, etc.
Develop Gate 1 (identify & appraise opportunity) investment rationale.
Develop investment opportunities through Gate 2 (solution generation design & propose) e.
g.
, customer and market assessment, proactive review (e.
g.
, on synergies), technical solution, financial model and proposal for business concept/value proposition.
Develop through to Gate 3 (project finalization), including authoring Investment papers, financial model and Board approval.
Provide Support to Key Customer Management Team and Hydrogen Fueling, as well as Electronics
Technology companies
Established suppliers identify potential partners
Emerging technology companies i.
e.
,
Applications companies pumping, filling stations, etc.
Understand what applications will move toward low carbon hydrogen and make sure Messer has access to the application technologies
Partner with / acquire technology for market differentiation find the best, rather than develop in house
Project developers
Production JVs co-investment
Committed take-or-pays by Messer / with Messer
Anchor customers for product supply schemes
Electronics industry
Transit authorities
Ports
Integration with traditional non-green market
Industry/Government associations
Hydrogen Business Council of California
American Hydrogen Forum
Fuel Cell & Hydrogen Energy Association
US DOE
Partners to engage in complicated municipal market
Little overlap with industrial market
Complicated business processes, terms, documentation requirements Key Interfaces
Business Development Directors :
continuous alignment of work priorities, individual opportunities/ projects.
VP Business Development, VP Project Execution:
Regional Onsite Account Managers, Merchant Sales & Marketing Managers, Electronics Account Managers, and Operations:
alignment on opportunities/ projects, priorities and customers engagement.
Hydrogen Technology and Application Providers :
work on individual opportunities/projects to develop and implement the best technical/commercial concepts.
Project Execution:
development of cost and schedule estimates, support proper commercialization of projects
Legal:
development of non-disclosure agreements, letter of intents, term sheets and contracts.
Involvement for technical review of different H2 technologies:
i.
e.
electrolyzers, liquefiers, etc.
Operational Finance, Control / Inv.
:
business modelling and Investment Committee.
Messer Executive Committee
Customers/ Key Accounts:
be credible Messer representative demonstrating its core values & principles, engagement on individual opportunities/projects
Product Management:
align business case assumptions for Merchant market such as pricing, sourcing, distribution and ramp loading profiles
Operations:
align assumptions for operational costs for financial investments Required Skills
Strong understanding of the low carbon hydrogen market & technology space.
Production to end users, and emerging markets, such as transportation, alternative energy, metals production, etc.
Strong business development / growth skills
Ability to identify, nurture and develop business & technology partnerships, including joint ventures.
Financial modelling and scenario planning
Understanding of business evaluation, business plan development and scenario/sensitivity analyses and translating strategic implications into clear guidance for customers engagement and project development.
In discussions with customers, can effectively discover, diagnose, develop, and deliver winning solutions.
Negotiating and contracting.
Value added selling
Understanding of conventional and renewal electricity sources.
Market/Product Strategy development.
Understanding of the industrial gases industry, competitive dynamics, customer negotiations and market conditions.
Successful management of relationship with customers from industries incl.
transportation, metal, chemicals, electronics, and oil & gas.
Ability to develop, maintain and leverage a network within industry.
Strong effective communication and presentation skills
Effective computer skills; including use of Microsoft Office, video conferencing and other Company specific software applications.
Required Experience and Education
Minimum 10 Years Experience in Chemical/Metals/Transportation/Energy/Industrial Gas industry.
Masters Degree required.
MBA or similar Business emphasis preferred.
Discipline:
Technical background with financial skills preferred.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.
However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractors legal duty to furnish information.
41 CFR 60-1.
35(c) Recommended Skills Business Development Business Planning Communication Customer Value Proposition Electrical Installation Work Electronics Estimated Salary: $20 to $28 per hour based on qualifications.
Must have a strong understanding of the evolving low carbon hydrogen alternatives, in order to develop Messers strategy to grow the hydrogen business through various supply investments, tonnage schemes and partnerships.
Track the industry and market trends, including applications development, demand development by carbon intensity, hydrogen technology suppliers, traditional competitors, new entrants, new developing markets (transportation, alternative energy, decarburization initiatives, carbon capture, etc.
), and target potential supply scheme customers.
Monitor regulatory affairs (incentives / mandates), monitor competitors, and participate in industry associations.
Develop mid to long-term supply investments, partnerships, and related agreements to grow Messers liquid & onsite gaseous hydrogen sourcing and onsite business.
Critical to understand government incentives, carbon credits / offsets and market pricing, in order to develop business cases for Messers investments into this emerging market.
This role will work closely with Project Execution, Application Development, Product Management, Operation & Supply-Chain, Energy Management, Government Affairs, Finance, Legal and Merchant Sales to set Messers long-term strategy to expand the hydrogen business.
Principal Responsibilities Leadership & Employee Development:
At all times, be a change agent to advance Messers safety culture in the organization.
Must be pro-active & visible and effectively lead to ensure cross-functional coordination and alignment across functions for applicable hydrogen sourcing projects and investments.
Develop Partnerships:
Hydrogen Growth.
Be the direct responsible individual ( DRI ) to h unt, screen, develop and secure supply partnerships, with suitable multiple parties and to support Messers growth in Hydrogen Onsite Business.
Feedstock Development:
Identify & qualify feedstock / feedgas of traditional as well as non-traditional sources (e.
g.
, biomass, waste-streams) and assess feedstock/feedgas suppliers.
Government Affairs:
Strong understanding of government affairs and incentive activities, to be ahead of market trends and identify players early.
Understand impact of Inflation Reduction Act and where Messer can gain access to government incentives for investment.
Understand other legislation, incentives, penalties that can influence investment decisions.
Resource Management, Organization & Capabilities:
Pro-actively support the Regional Onsite Business, Merchant Business and Business Development groups through:
Following the investment Gate Approval Process, best-practices and standards.
Driving business and OP growth through new investments and projects in the low carbon hydrogen space.
Knowing the industrial gases business and drivers to negotiate and manage supply agreements.
Market Development:
Identify low carbon hydrogen market segments and applications which will present opportunities where Messer has or could have advantages.
Work closely with Product Management, Project Execution and Marketing to develop Product Service Offers for onsite hydrogen generation plants.
Monitor competitor activities qualitatively and quantitively to determine strengths and weaknesses as well as opportunities and threats.
Continually update and develop strategies and tactics which will provide value to the customers and growth for Messer as the Hydrogen market continues to evolve over time.
Provide direction on market trends as well as where Messer Applications should focus their development.
Participate in the idea generation and development planning of Messer's hydrogen solutions market offerings for the Americas.
Opportunity Development:
Attend conferences/tradeshows/seminars/meetings:
represent Messers interests, uncover opportunities for Messer solutions and network with other industry players to promote Messer interests.
Lead identification of new markets and opportunities at early stages on basis of interaction with customers, developers, etc.
Develop Gate 1 (identify & appraise opportunity) investment rationale.
Develop investment opportunities through Gate 2 (solution generation design & propose) e.
g.
, customer and market assessment, proactive review (e.
g.
, on synergies), technical solution, financial model and proposal for business concept/value proposition.
Develop through to Gate 3 (project finalization), including authoring Investment papers, financial model and Board approval.
Provide Support to Key Customer Management Team and Hydrogen Fueling, as well as Electronics
Technology companies
Established suppliers identify potential partners
Emerging technology companies i.
e.
,
Applications companies pumping, filling stations, etc.
Understand what applications will move toward low carbon hydrogen and make sure Messer has access to the application technologies
Partner with / acquire technology for market differentiation find the best, rather than develop in house
Project developers
Production JVs co-investment
Committed take-or-pays by Messer / with Messer
Anchor customers for product supply schemes
Electronics industry
Transit authorities
Ports
Integration with traditional non-green market
Industry/Government associations
Hydrogen Business Council of California
American Hydrogen Forum
Fuel Cell & Hydrogen Energy Association
US DOE
Partners to engage in complicated municipal market
Little overlap with industrial market
Complicated business processes, terms, documentation requirements Key Interfaces
Business Development Directors :
continuous alignment of work priorities, individual opportunities/ projects.
VP Business Development, VP Project Execution:
Regional Onsite Account Managers, Merchant Sales & Marketing Managers, Electronics Account Managers, and Operations:
alignment on opportunities/ projects, priorities and customers engagement.
Hydrogen Technology and Application Providers :
work on individual opportunities/projects to develop and implement the best technical/commercial concepts.
Project Execution:
development of cost and schedule estimates, support proper commercialization of projects
Legal:
development of non-disclosure agreements, letter of intents, term sheets and contracts.
Involvement for technical review of different H2 technologies:
i.
e.
electrolyzers, liquefiers, etc.
Operational Finance, Control / Inv.
:
business modelling and Investment Committee.
Messer Executive Committee
Customers/ Key Accounts:
be credible Messer representative demonstrating its core values & principles, engagement on individual opportunities/projects
Product Management:
align business case assumptions for Merchant market such as pricing, sourcing, distribution and ramp loading profiles
Operations:
align assumptions for operational costs for financial investments Required Skills
Strong understanding of the low carbon hydrogen market & technology space.
Production to end users, and emerging markets, such as transportation, alternative energy, metals production, etc.
Strong business development / growth skills
Ability to identify, nurture and develop business & technology partnerships, including joint ventures.
Financial modelling and scenario planning
Understanding of business evaluation, business plan development and scenario/sensitivity analyses and translating strategic implications into clear guidance for customers engagement and project development.
In discussions with customers, can effectively discover, diagnose, develop, and deliver winning solutions.
Negotiating and contracting.
Value added selling
Understanding of conventional and renewal electricity sources.
Market/Product Strategy development.
Understanding of the industrial gases industry, competitive dynamics, customer negotiations and market conditions.
Successful management of relationship with customers from industries incl.
transportation, metal, chemicals, electronics, and oil & gas.
Ability to develop, maintain and leverage a network within industry.
Strong effective communication and presentation skills
Effective computer skills; including use of Microsoft Office, video conferencing and other Company specific software applications.
Required Experience and Education
Minimum 10 Years Experience in Chemical/Metals/Transportation/Energy/Industrial Gas industry.
Masters Degree required.
MBA or similar Business emphasis preferred.
Discipline:
Technical background with financial skills preferred.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.
However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractors legal duty to furnish information.
41 CFR 60-1.
35(c) Recommended Skills Business Development Business Planning Communication Customer Value Proposition Electrical Installation Work Electronics Estimated Salary: $20 to $28 per hour based on qualifications.
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