Client:

The client is a $350M global supplier of film components that serve a variety of industries, including healthcare, industrial, construction, personal hygiene, packaging and agriculture. They are well positioned for growth with significant and extensive research and development capabilities, a global customer base and manufacturing plants throughout the world. Their organization strives for innovative products and drives their competitive advantage through versatility and customer focus that provides unique performance characteristics. They are strategically located in high-growth regions in Europe, the Far East, North and South America, thus enabling them to reduce costs and time to market. Operations are strategically positioned to provide versatile capabilities and allow production of a broad selection of product offerings and customized solutions.

Their success, in this increasingly competitive world, requires them to consistently deliver performance and value in the products they manufacture. By providing manufacturing excellence, unique product innovation, customer insight and global product capabilities, companies worldwide look to partner with them for their manufacturing needs.

The client company is owned by a publicly held corporation with a long history of excellence in the industry. They are process driven, using an innovative team approach to problem solving and driving change, focusing on partnering with the customer to deliver value added products.

Location:
Mid Atlantic

Position Objective:

As a member of the Leadership Team, this newly shaped Director of Global Sales position will provide market leadership and insight in creating a strategic focus, and championing ideas in the development of sales strategies and business plan objectives that achieve target results. This position is accountable for overseeing all global sales development activities and for building effective relationships with key customers.

Reports to:
Division General Manager

Scope & Accountabilities:

• Work with the senior management team to gain confidence, input and buy-in for the development of a cohesive sales and marketing strategy that leverage the company’s core competencies, products and reputation, while maximizing revenues and achieving or exceeding corporate goals.
  
• Develop an integrated and supported global business plan that coordinates the efforts of the global sales organization ensuring that the execution is consistent with the strategy.
  
• Provide strong leadership and management that bring together the sales organization to deliver the plan volumes and contribution margins for global accounts. Effectively managing, against plan, the operating budget for the sales organization.
  
• Responsible for developing sales policy, sales best practices and supporting organization structure to successfully execute the plan.
  
• Responsible for identifying business development opportunities, initiating and developing effective interactions with key multi-national customers at a senior level. Participate in regular global and regional customer meetings, engaging key customer contacts and developing these crucial relationships. Identify and orchestrate other upper management and executive contacts to enhance customer relationships as needed.
  
• Identify opportunities to enter new markets, bundle products and services for market segments, create new, competitive solutions and develop strategic partnerships that add value and enhance core product lines. Work closely with Marketing and R&D in selecting product platforms and setting priorities.
  
• Work closely and direct the Application Sales Managers activities to meet new product and application sales objectives, making certain that Application Selling Programs are developed and implemented.
  
• Assist with the negotiation of major supply and joint development agreements, and other critical legal agreements that significantly impact the business. He/she is accountable for making certain that these agreements are consistent with the business goals and strategies, maximize pricing and minimize risk, and have withstood full legal review.
  
• Responsible for establishing an effective sale organization structure and establishing job responsibilities and career tracks.
  
• Provide staff development leadership through identifying and strategically placing sales management talent to optimize a performance oriented sales group and create a fully capable team. Serve as an effective mentor, motivating and coaching the staff. Complete job related goals and objectives and career objectives for his/her direct reports.
  
• Work with Human Resources to assure that training programs are being developed and deployed globally, and that they affirm best practices and develop new skills sets for the regional sales staff.
  
• Complete required reporting to senior management that accurately monitors sales performance against established metrics.
  
• Leads the integration of sales organizations in acquisitions.

Education:

Bachelors in technology, engineering or general business curriculum. MBA required.

Experience and Skills Required:

The successful candidate will have ten plus years of relevant experience in global account and sales management within the B2B consumer industry with demonstrated success in meeting or exceeding financial targets. The last three plus years must be in a significant sales leadership role. The candidate must have strong business acumen with prior accountability for forecasting and pricing. The focus of prior professional roles must have included strategy and business plan development and effective implementation. The candidate must demonstrate competence and experience in all aspects of marketing principles used to gain market insight, create a strategic focus and execute by building sales tools to achieve results and exceed goals. Experience in managing or strategically interfacing with R&D is also needed. The candidate must have experience in successfully conducting contract negotiations. He/she will have successfully cultivated relationships with key decision-makers at the most senior levels of the customer organization and strategic industry counterparts. He/she will be a skilled presenter to both executive management and global customers. Must have an evident ability to hire, train and develop a sales force. The candidate must illustrate proven success in driving a new concept successfully to market. He/she must have a demonstrated ability to develop and manage a change process and develop a sales force and marketing staff to meet changing market needs.

Leadership Skills and Personal Attributes:

The candidate will have exceptional communication and leadership skills. As a dynamic manager, he/she will have an innate sense of vision and strategy, be forward thinking, profit driven and have an ability to creatively generate ideas and solutions. The candidate will demonstrate a detailed focus, strong analytical, problem solving skills and ability to decisively manage. He/she will have a growth mentality and be results driven and eager to create and drive change that impacts the bottom line. The successful candidate must be an effective team player, as both a leader and participant, using open and direct communication and managing through motivation and team-building. He/she will build rapport and influence buy-in with the senior leadership team, as well as coaching, mentoring and energizing their staff. The candidate will also have a strong record of successfully developing people and instilling a culture of continuous process and performance improvement. Lastly, they must be a very principled individual with a strong sense of ethics and understanding of the importance of good corporate global citizenship both with customers and the community.

Travel Required:
50 – 70%

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