Saint-Gobain Sales & Business Development Manager in Worcester, Massachusetts
The Sales & Business Development Manager is responsible for the growth and strategic initiatives for all North American Sales, Distribution and Business Development activities for Saint-Gobain's Films and Fabrics business groups (including CHEMFILM, CHEMFAB & SHEERFILL). The incumbent is expected to be a change agent, driving leadership and motivation of the team - Sales Managers, Business Development & Customer Service Manager - for achieving sales growth, market share and pricing objectives.
The incumbent is expected to explore potential for new and higher value solutions to customers and prospects by taking a more concentrated and coordinated approach on specific applications/markets/customers with a clear emphasis on improving profitability and differentiated offering in fast growing niche markets, often in new applications and net wo the Business Unit. A key aspect of this role is to develop an organization, competencies, systems and processes to achieve these goals.
The objective is to drive the identification and development of business opportunities and the profitable management of projects and contracts, from inception to completion. The incumbent will be responsible for developing and executing the formulation of sales policies, budgeting, goals and action plans, along with their implementation.
Key areas of focus:
Strategic filtration & identification of new business opportunities to align with core competencies
Roll out of customer journey & blue printing activities throughout the sales and business development organization.
Usage of Salesforce
Drive profitable execution of business opportunities involving a wide spectrum of activities, including but not limited to:
Opportunity Management & Co-Development Opportunities and Strategic Partnerships
Contracts & Contract Performance
Commercial Relationships, Negotiations & Risk Management
Post Delivery Risk, Project Planning, Team Building & Project Progression
Strategic filtration of new business opportunities to align with core competencies
Drive understanding and improvement of customer journey and blueprinting.
Define and Develop Sales Budgets:
Accountable for financial performance of Americas for the identified segments of Films and Fabrics.
Directs the development of budget.
Direct Customer Engagement with Existing/Potential Customers and Business Development Opportunities:
In conjunction with key customers, identify portfolio gaps and build business case for new product development, new business development.
Represent the global development community as market voice with SBU R&D.
Direct Sales Management Activities:
Oversee all Sales Managers and their staff for all direct sales activities, including: Goal Setting, Territory Assignments, Business Development and CRM Usage as well as other necessary tools.
Build and maintain strong, long-lasting customer relationships.
Work closely with product management team to execute marketing materials and programs.
Undertake continuous analysis of competitive environment and consumer trends.
Understand category-specific landscapes and trends; Acts on forces that shift tactical budgets and strategic direction of accounts.
Team and Organizational Development:
Coach, mentor and develop the sales and business development team within the organization.
Evolve and develop the organization with the required competencies.
Create and monitor individual development plans focused on closing competency gaps.
Promote and drive a culture of inclusion, engagement and involvement with a largely remote population.
6 Direct Reports
Bachelor's Degree; preferably in engineering or related field of science
10+ years in commercial functions. Proven experience in driving a Global Sales & Marketing organization.
Leadership & Strategy. Proven experience leading a diverse, multi-cultural team in a direct leadership role and in a matrix organization.
Communication: Verbal, Written & Interpersonal. Able to build a strong level of commitment and direction, internally & externally.
Must be able to travel 50-60%: domestic primarily, some international.
Drivers Licence in good standing.
Saint-Gobain provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Saint-Gobain is an equal opportunity employer of individuals with disabilities and supports the hiring of veterans.