Business Development & Technical Sales Manager Fine Chemicals

The Company

Sipcam-Oxon is a family-owned Italian multinational group specializing in the chemical and agrochemical sector. Over the years, the Group has expanded across the world’s major agricultural markets, responding to the needs of both global and local customers while pursuing sustainable long-term growth. In all its activities, Sipcam-Oxon places strong emphasis on the specific needs of each territory and on the culture of the communities in which it operates.

With nine manufacturing plants worldwide, three of which are located in Italy, Sipcam-Oxon is active in the synthesis of chemical intermediates and active ingredients for the agrochemical and pharmaceutical markets, as well as in renewable power generation and the refining of vegetable and animal feedstocks, which can also be used as precursors for biofuels.

With more than 50 years of experience in the industrial-scale production of active ingredients and chemical intermediates, the Fine Chemicals Division operates from its production site in Mezzana Bigli, while corporate coordination is based at the Pero site. The Division develops innovative synthesis routes for both batch and continuous processes. Its expertise supports the Group’s industrial activities and provides customers with tailor-made solutions, primarily for the pharmaceutical and agrochemical sectors, while also addressing a broad and growing range of diversified applications.

The Division’s capabilities can be leveraged across a wide variety of industries, including industrial cleaning, electronics, food & beverage, and other specialty chemical applications, offering significant opportunities for growth both in Europe and in international markets. Its flexible production capabilities and chemical know-how enable Sipcam-Oxon to respond to the specific requirements of different industries and market segments.

Their strength lies in the continuous search for smart synthesis routes and efficient, integrated processes, aimed at combining product quality, competitiveness and environmental sustainability. This approach allows the Fine Chemicals Division to develop and manufacture high-value intermediates while adapting its expertise to the evolving needs of customers and emerging markets.

Sipcam-Oxon relies on certified and sustainable industrial processes, reflecting its ability to manufacture high-quality products in accordance with the highest international standards. Innovation across the Group is supported by in-house synthesis and formulation laboratories working in close collaboration with the regulatory team, ensuring that technical development is aligned with market and regulatory requirements.

By continuously investing in quality, innovation and customer service, Sipcam-Oxon is committed to attracting top talent and supporting professional development, creating the capabilities needed to achieve both individual and corporate goals and to drive sustainable growth and increasing success in international markets.

The Organization

Reporting directly to the Commercial Director of the Fine Chemicals Division, the position works cross-functionally with all key corporate functions involved in ensuring a high level of customer satisfaction and service excellence, including Production, Supply Chain, Customer Service, R&D, QA/QC, HSE, Regulatory and Controlling.

The role acts as a key interface between the customer and the organization, fostering effective cross-functional collaboration to ensure alignment on customer requirements, timely execution and delivery of agreed solutions.

The Role

This role offers the opportunity to play a key part in the next phase of growth of Sipcam-Oxon’s Fine Chemicals intermediates business. The position will be responsible for identifying and developing new customers, applications and market opportunities, initially focusing on chemical intermediates such as MSA (Methanesulfonic Acid), MSA 70% and MSC (Methanesulfonyl chloride), while progressively expanding into higher-value applications and diversified market segments.

It is a highly entrepreneurial, hands-on role, combining business development, technical sales and strategic market development. The successful candidate will have the opportunity to build and shape a significant commercial pipeline from the ground up, transforming market insights and customer needs into concrete business opportunities, volumes, revenues and Gross Profit.

The position offers significant scope to develop new business across Europe and international markets, engaging with customers and decisionmakers not only in Pharma/API, Fine Chemicals, Agrochemicals, but also in Industrial Cleaning, Food & Bev, Electroplating, Electronics, Semiconductors, Battery and other emerging applications.

Key Responsibilities

Business Development

• Identify, approach and develop new customers and business opportunities across the target Fine Chemicals segments, with an initial focus on MSA, MSA 70% and MSC.

• Build and maintain a structured and continuously updated commercial pipeline, ensuring clear prioritization of opportunities and next steps.

• Identify and assess the commercial and application potential of new industries, market segments and emerging applications.

• Conduct preliminary market assessments, identifying target applications, potential customers, competitive positioning and commercial opportunities.

• Work closely with R&D and other internal functions to identify, select and prioritize new development projects.

• Contribute to the definition and assessment of business cases for new products, applications and customer projects.

Commercial Management

• Manage commercial and technical customer relationships throughout the business development and sales process.

• Support the definition of pricing and commercial conditions, taking into account market positioning, customer requirements and profitability targets.

• Prepare and manage sales forecasts and monitor volumes, revenue, margins, average selling price and opportunity development.

• Evaluate each opportunity based on its expected volume, price, margin, qualification lead time, technical complexity and commercial risk.

• Maintain a strong focus on value creation and Gross Profit, rather than volume growth alone.

• Support negotiations and the conversion of qualified opportunities into sustainable business.

Technical Marketing

• Develop the technical marketing strategy for Sipcam-Oxon Fine Chemicals products, initially focusing on MSA, MSA 70% and MSC.

• Clearly communicate and position the distinctive characteristics and competitive advantages of the products.

• Highlight key value propositions including European production, consistent and reproducible quality, impurity control and favorable environmental characteristics.

• Translate technical product features into relevant customer benefits and application-specific value propositions.

• Identify new applications and market opportunities where the company's technical capabilities and product portfolio can provide a competitive advantage.

Customer Qualification & Project Development

• Coordinate product samples, technical documentation and quality documentation required for new customer evaluations and qualification processes.

• Support and coordinate customer qualification activities, with particular focus on Pharma, Fine Chemicals, Industrial Cleaning and high-tech applications.

• Support customer audits and technical exchanges throughout the qualification and development process.

• Coordinate with Production, Supply Chain, Customer Service, R&D, QA/QC, HSE, Regulatory/REACH and Controlling to validate opportunities and develop robust business cases.

• Ensure effective communication between customers and internal teams throughout the product development, qualification and commercialization phases

Candidates Requirements

Professional Experience

• 5–10 years of experience in commercial, business development or technical sales roles, preferably within the chemical industry.

• Proven experience in B2B sales of technical chemicals and in developing new customers and application-driven market segments.

• Experience in the sale and/or business development of reagents, building blocks, pharmaceutical synthesis intermediates, Fine Chemicals, Specialty Chemicals, industrial cleaning chemicals, Food & Beverage cleaning chemicals, electroplating/surface treatment products or technical chemical distribution will be considered a strong asset.

• Demonstrated ability to develop business from the ground up, opening new accounts and creating opportunities in new markets.

• Previous exposure to customer qualification processes, technical discussions, audits and application development is an advantage.

• Willingness and availability to travel nationally and internationally.

Technical and Commercial Skills

• Good understanding of industrial and specialty chemicals and their applications.

• Ability to understand synthesis routes, the role of reagents and the technical requirements of pharmaceutical, agrochemical and Fine Chemicals intermediates.

• Ability to contribute to product pipeline development, gathering market intelligence, identifying target applications and customers, and supporting the commercial assessment of new projects.

• Ability to engage effectively with technical stakeholders, including R&D, Production, Quality and Regulatory teams.

• Familiarity with product specifications, SDS, qualification packages, customer questionnaires and customer audits, together with a basic understanding of REACH and chemical compliance.

• Strong ability to structure and manage sales pipelines and commercial forecasts.

• Ability to negotiate prices and commercial conditions.

• Ability to assess business opportunities in terms of volume, price, margin, qualification lead time, technical complexity and commercial risk.

• Strong margin and profitability orientation, with the ability to balance revenue growth with value creation

Personal Attributes

• Strong entrepreneurial mindset and high level of autonomy.

• Strong commercial drive and clear orientation towards business development, profitability and margin.

• Analytical, structured and data-driven approach to opportunity assessment and pipeline management.

• Clear, credible and effective communication with technical and commercial stakeholders.

• Strong ability to build relationships and coordinate cross-functional teams.

• Commercial resilience and perseverance, particularly in long sales cycles.

• Genuine technical curiosity and willingness to understand customer processes and applications.

• Ability to work effectively on projects with medium- to long-term development cycles.

• Strong prioritization and time-management skills.

• Ability to combine a hands-on approach to business development with a strategic view of market and portfolio development.

Key challenges

• Drive the commercial development of the Fine Chemicals business in both existing and new markets, moving beyond the traditional customer and application base.

• Identify and convert opportunities in sectors characterized by different purchasing processes, technical requirements and qualification cycles.

• Develop new business in applications where technical credibility and customer qualification are key to market entry.

• Build a balanced and sustainable pipeline capable of generating future growth while delivering short- and medium-term commercial results.

• Gradually shift the business mix towards higher-value applications and segments, maximizing Gross Profit and overall business value.

• Manage complex, cross-functional projects involving long development and qualification cycles.

• Translate technical capabilities and product characteristics into clear commercial value propositions for different industries and customer profiles.

• Balance customer requirements, technical feasibility, supply capabilities, regulatory constraints, pricing and profitability when evaluating new opportunities.

• Develop the commercial potential of the Fine Chemicals portfolio across European and international markets

Education

• University degree or equivalent higher education in a technical/scientific discipline, preferably Chemistry, Chemical Engineering, Industrial Chemistry, Pharmaceutical Chemistry or a related field.

• A technical-scientific educational background consistent with the chemical industry is required.

Language Skills

• Fluent Italian and English are required.

• Knowledge of French, German or Spanish would be an advantage.

Work Location

Pero, (MI)

Employment Terms

Permanent employment contract under the Italian Chemical Industry Collective Labour Agreement (CCNL Chimico).