Job Information
W. R. Grace Global Business Director - Sales & Program Management in South Haven, Michigan
Global Business Director - Sales & Program Management
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Date:Sep 6, 2024
Location: South Haven, MI, US, 49090
Company: W. R. Grace & Co.
Requisition ID: 23289
Built on talent, technology, and trust, Grace is a leading global supplier of catalysts and engineered materials. The company’s two industry-leading business segments—Catalysts Technologies and Materials Technologies—provide innovative products, technologies, and services that enhance the products and processes of our customers around the world. Grace employs approximately 4,300 people in over 30 countries.
Job Description
W. R. Grace is seeking an experienced Global Business Director – Sales & Program Management to join our Fine Chemistry Manufacturing Services (FCMS) team. This role is focused on both commercial & program management activities that accelerate the revenue and profitability of the GRACE Fine Chemistry business. The total number of direct reports is seven, five within Sales & Business Development roles & two program managers. Grace FCMS has been developing and supplying high-value custom APIs (Active Pharmaceutical Ingredients) for over 40 years and is renowned as one of the market’s consistent, long-standing suppliers. With facilities in South Haven, Michigan and Tyrone, Pennsylvania, all our development and manufacturing is done domestically in the U.S., mitigating supply chain risk and optimizing timelines for our customers.
Responsibilities
This is a key leadership role within GRACE FCMS Business
Accelerate revenue and earnings growth by leading commercial activities within an assigned portfolio
Develops business plans for assigned products, including pricing strategies, sales plans, and implementation strategies to exceed annual operating plan
Lead sales function (5 direct reports) to build project pipeline including working with R&D to develop quotes for custom pharmaceutical opportunities
Defines negotiation strategy with sales team and assists with preparation of sales contracts and master service agreements
Responsible for the usage of the product asset up to the S&OP level including management of the program management team (2 direct reports).
Responsibilities include manufacturing coordination, product specifications, product line rationalization, product planning coordination and new product manufacturability.
Works closely with R&D, engineering, quality and manufacturing functions on design, distribution, and product specification / changes as needed
Develops and improves supply chain strategies to reduce overall cost and improve service levels with customers
Defines and develops product road map by determining customer needs and understanding industry trends to support capital projects at both sites
Supports manufacturing strategy include capital investments and drives reduction in working capital
Build contingency plans to ensure P&L and working capital targets are achieved
Responsible for understanding competitive landscape, which includes competitor’s pricing, market share, customer, plants, cost positions, etc.
Required Qualifications
Bachelors / or Advanced Degree in Chemistry / Engineering / Business
Minimum 10+ years’ experience or combined experience in sales, marketing, technical service, program management, and product management
Strong knowledge of the Pharmaceutical Industry
Cooperative mindset with peers and other stakeholders in the organization, especially with regulatory, quality, marketing, and other sales managers
Excellent written and communication skills, fluent in English
Ability to work independently in a fast-moving environment
Proficiency in Microsoft Office and CRM software, such as Salesforce
Exceptional customer service skills
Strong listening and negotiation skills
Business Travel up to 25%
Job location is South Haven, MI.
Preferred Qualifications
Previous experience leading business teams (direct reports)
Experience with Regulatory Starting Materials (RSMs) and Active Pharmaceutical Ingredients (API).
20+ years’ experience or combined experience in sales, marketing, technical service, program management, and product management
Demonstrated history in accelerating revenue and profitability within a business
Program Management Work Experience
Benefits
Medical, Dental, Vision Insurance
Life Insurance and Disability
Grace Wellness Program
Flexible Workplace
Retirement Plans
401(k) Company Match – Dollar to dollar up to the first 6%
Paid Vacation and Holidays
Parental Leave (salaried only)
Tuition Reimbursement
U.S. Employee Benefits Summary (grace.com) (https://grace.com/people-and-careers/working-at-grace/benefits/us-employee-benefits-summary/)
Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.
EOE Statement: W. R. Grace & Co. is committed to creating a diverse environment and is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other legally protected status.
If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation.
Nearest Major Market:Kalamazoo
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