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 the Films and Fabrics business activities. The incumbent is expected to be a change agent driving leadership and motivation of the team of Sales Managers, Business Development and 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 new to the Business unit. A key aspect of this role is to develop an organization, competencies, systems and processes to achieved these identified 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 and their implementation. The incumbent will also be responsible for driving -usage of Salesforce, Strategic filtration of new business opportunities to align with core competencies, roll out of customer journey and blue printing activities throughout the sales and business development organization.

Essential Functions

Drive profitable execution of business opportunities involving wide spectrum of activities including but not limited to –

  • Opportunity Management, Co-Development opportunities and strategic partnerships;

  • Contracts; Contract performance;

  • Commercial relationships; Negotiation; Risk management;

  • Post-delivery risk; Project planning; Team building; and 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 identified segments of Films and Fabrics

  • Directs the development of budget

Direct Customer engagement with existing / potential customers / 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 within SBU R&D

Direct Sales Management activities

  • Oversee all Sales Managers and their staff for all direct sales activities including Goal setting, Territory assignment, Business development and usage of CRM and 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 & act on forces that shift tactical budgets and strategic direction of accounts

Team and Organizational development

  • Coach, mentor and develop 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 at largely remote population

Education Level

Education Details

Required/Preferred

Bachelor’s Degree

A Bachelor's degree, preferably in engineering or related science field is required

Required

Master’s Degree

Master's degree in Marketing, business or a related technical field is preferred or a combination of education and work experience in lieu of.

Preferred

50%-60%

Travel domestically or internationally to meet existing / potential customers / business development opportunities

Work Experience

Experience

Experience Details

Required/Preferred

10+ years in commercial functions

Successful experience in driving a Global Sales & Marketing organization.

Required

Leadership& Strategy

Must have experience of leading a diverse multi-cultural team in a direct leadership role & a matrix organization

Required

Communication

Excellent communication skills via phone, email and in person

Required

Must have experience of leading a diverse multi-cultural team in a direct leadership role & a matrix organization

Required

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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.