Business Line Manager

Nikkiso Clean Energy & Industrial Gases is a leading provider of cryogenic pumps, heat exchangers, process systems, turboexpanders, services, and solutions for the liquefied natural gas (LNG), liquefied hydrogen (LH2), and industrial gases industries. Applications include fueling stations, marine engines, peak shaving, power generation, virtual pipelines, carbon capture, geothermal power, and well stimulation. We are a subsidiary of Nikkiso Company Ltd, a leading industrial manufacturer headquartered in Tokyo, Japan, with $1.5 B USD in annual revenue, employees worldwide, and publicly traded on the Tokyo Stock Exchange.

Nikkiso's broad and deep experience with cryogenics equipment and technology helps our customers to get ahead. Nikkiso Fueling & Solutions are equipment providers independent of the molecule, here to adapt decades of expertise to a wide range of hydrogen project challenges. Nikkiso Fueling & Solutions also offer Engineering Procurement Construction (EPC) capabilities and turnkey solutions in-house as well as full aftermarket and services support for our own and other OEM equipment.

• Provide leadership to Nikkiso Fueling Solutions (NFS) Commercial and Operations teams in Europe, Middle East, and Africa (EMEA)
• Manage P&L within the region.
• Establish and manage budgets and forecasts.
• Promote and employ Customer Focus throughout the organization to nurture and strengthen customer relationships and loyalty.
• Relay market intelligence information related to technology, economy, regulations, competition, etc., to NFS management.
• Ensure Business Review Meetings are held regularly with full transparency regarding current and planned future states of both commercial and operations teams.

The Business Line Manager will be not only responsible mainly for sales and marketing of Nikkiso Fueling Solutions in EMEA, but also working together with a diverse team across various departments, including a commercial team made up of inside proposal managers and outside business development managers, as well as an operations team comprising of project management team, an engineering team, a projection team. This role requires a dynamic leader with excellent commercial and operational acumen.

The Business Line Manager will ensure sales targets and objectives are met. This will involve strategic planning and budget management. The successful candidate will be expected to drive business growth and profitability throughout EMEA by developing and implementing effective business strategies and practices. The role requires strong leadership abilities with a focus on market development, performance management, and fostering a positive and productive work environment.

In addition, the Business Line Manager will be responsible for maintaining high customer satisfaction levels, ensuring the team delivers quality and timely services. This role demands a solution-driven professional with excellent communication skills, capable of building strong relationships with clients, stakeholders, and team members.

This is a demanding yet rewarding role that will provide the successful candidate with an opportunity to influence and drive business success in a dynamic and competitive environment. The ideal candidate should have a proven track record in developing markets and conducting sales activities, with a strong understanding of strategic planning, as well as customer service excellence. 

The Business Line Manager role offers the opportunity for career advancement and personal growth for leaders eager to make their mark and contribute to the overall success and growth of the organization. 

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Strategic Planning: The Business Line Manager is responsible for developing and implementing the regional business strategy, setting objectives, and creating action plans to achieve these goals.
• Revenue Growth and Profitability: Tasked with driving revenue growth and increasing profitability by identifying and capitalizing on new business opportunities, expanding the customer base, and increasing sales volume.
• Market Analysis: Conduct regular market analysis to understand the competitive landscape, customer needs, and market trends to make informed business decisions and develop effective strategies.
• Pricing Strategy: Responsible for ensuring pricing is market-based and competitive, while also maximizing profitability goals.
• Sales Management: Oversee both inside and outside sales activities, working closely with the Director Global Sales and VP Global Operations of NFS to drive sales performance.
• Customer Relationship Management: Foster the development and maintenance of strong relationships with key customers to ensure customer satisfaction and loyalty.
• Performance Monitoring: Monitor and report on regional performance, utilizing key performance indicators (KPIs) to track progress against objectives.
• Foster a culture where delivering world class customer service is understood to be the core value along with Nikkiso's additional values of Interaction, Dependability, Innovation, and Safety.
• Other duties as assigned.

Competencies

• Strategic Planning Skills: The ability to develop and implement strategic plans to ensure the growth and success of the business within the region.
• Financial Acumen: Knowledge and understanding of financial management principles and the ability to make sound financial decisions.
• Business Development Skills: The ability to identify new business opportunities and partnerships within the region to drive business growth.
• Negotiation Skills: Proficiency in negotiating business deals and contracts to the advantage of the company.
• Sales and Marketing Knowledge: Understanding sales and marketing principles and strategies relevant to the region.
• Communication Skills: Excellent verbal and written communication skills for effective interaction with different stakeholders, including presentation skills. Must have reasonable command of English language.
• Customer Service Orientation: Knowledge of customer service principles and the ability to implement these to ensure customer satisfaction.
• Knowledge of the Region: Detailed understanding of the regional market, including competitor activities, customer needs, and market trends.
• Knowledge/previous experience in cryogenic markets.

Education

• Bachelor's degree in business, engineering, or related field from an accredited institution.
• Advanced degrees such as a master's in business administration (MBA) is highly desirable.
• Specialized coursework in areas such as marketing or finance is also advantageous.

Experience

• Minimum 10 years in an industrial manufacturing environment.
• Both sales and operations preferred including management of both government and private customers. Handing turnkey execution experience preferred.
• Proven track record in sales development, key account management and project selling with the city gas distribution companies in EMEA.
• Experience in selling EPC projects for natural gas projects: CNG stations, LNG stations and regassification systems.
• Experience developing a business plan and leading a team to achieve goals.
• Experience driving improvements in cost, quality, and profitability
• Minimum 10 years of experience in sales, marketing, or related field with a comprehensive understanding of business development strategies. Demonstrable experience in designing and implementing strategic business plans including in EPC environment.
• Strong understanding of market dynamics and customer relationship management. Previous experience in identifying new market opportunities and defining strategies to target them effectively.
• Negotiation skills with a manner for closing business deals. Prior experience in dealing with high-level negotiations and managing vendor relationships would be an advantage.
• Excellent interpersonal and communication skills with a proven ability to build and maintain strong professional relationships. Previous experience in working in a multi-cultural environment and managing remote teams would be a plus.
• Proficiency in business software, including Microsoft Office suite and CRM systems. Prior experience in using business intelligence tools for data analysis would be highly desirable.
• Willingness to travel as needed for client meetings, team management, and other business-related tasks.