Director, FCMS Global Business

W. R. Grace & Co. -
South Haven, MI

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Job Details

Benefits

Wellness program
Paid holidays
Health insurance
Dental insurance
Tuition reimbursement
Parental leave
Vision insurance
401(k) matching
Life insurance

Qualifications

Sales negotiation
Customer communication
English
Pharmaceutical and medical sales experience
Sales management systems proficiency
CRM system proficiency
Productivity software
Technical Proficiency
Marketing

Full Job Description

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 (7), five (5) within Account Management and Business Development roles & two (2) program managers. Grace FCMS has been developing and supplying high-value Registered Starting Materials (RSM’s) and 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.

The Global Business Director – Sales & Program Management is in South Haven, Michigan.

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 Business Development and Account Management function (5 direct reports) to build project pipeline including working with R&D to develop quotes for custom pharmaceutical opportunities
Guide Program Managers (2 Direct Reports) who are the primary client contacts for active program 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 /Science Discipline
Minimum 15 years’ API experience or combined experience in sales, marketing, technical service, program management, and product management
Strong knowledge of the Pharmaceutical Industry
People Management Experience
Cooperative mindset with peers and other stakeholders in the organization, especially with regulatory, quality, marketing, and other sales managers
Proficiency in Microsoft Office and CRM software, such as Salesforce
Excellent written and communication skills, fluent in English
Exceptional customer service skills
Strong listening and negotiation skills
Business Travel up to 25%
Job location is South Haven, MI.
#LI -TC1

Preferred Qualifications

An MBA is preferred
Prior P&L experience preferred
Ability to work independently in a fast-moving environment

Benefits

Medical, Dental, Vision Insurance
Life Insurance and Disability
Grace Wellness Program
Flexible Workplace with maximum overlap with the core hours
Retirement Plans
401(k) Company Match
Paid Vacation and Holidays
Parental Leave
Tuition Reimbursement
Company Donation Match Program

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.

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