Area Sales Manager

Date: Jul 13, 2024

Location: Columbia, MD, US, 21044 Tyrone, PA, US, 16686 Baltimore, MD, US, 21226 Houston, TX, US, 77002 Baton Rouge, LA, US, 70805 Lake Charles, LA, US, 70665 S Charleston, WV, US, 25303 South Haven, MI, US, 49090 Chattanooga, TN, US, 37406 Chicago, IL, US, 60629 Houston, TX, US, 77026 Pasadena, TX, US, 77507 Lake Jackson, TX, US, 77566 East Chicago, IN, US, 46312

Company: W. R. Grace & Co.

 

Requisition ID: 23206

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

 

Grace is seeking a Sales Area Manager to join our Material Technologies Business Division. This role reports to the Sr. Sales Director Americas.

This position will be in the United States and will manage an approximately $20M portfolio of the Material Technologies ongoing sales and approximately $40M in potential sales with a focus on Grace's strategic segments such as: Renewable Diesel, Colloidal and Plastics.

This role will be responsible for developing and driving sales across the full range of the Material Technologies Product Portfolio in the assigned Sales Area through a professional approach, high-level business acumen, and developing strong business relationships with customers, prospects, and industry influencers.

Sales Area Managers are expected to establish and maintain the image of Grace as a preferred supplier of products and services at the customer/market interface.

Responsibilities

 

  • Complies with all Grace Safety standards and initiatives.
  • Planning to ensure adequate coverage of assigned territory.
  • Meets assigned targets for profitable sales volume, gross margin, and strategic objectives in assigned accounts.
  • Proactively evaluates, clarifies, and validates customer needs on an ongoing basis.
  • Building relationships at all levels within the customer hierarchy (develop to “trusted advisor” status).
  • Developing, preparing, and presenting proposals that clearly illustrate customer value propositions and capture portion for Grace.
  • Manage multiple North America customer accounts including Global accounts with multiple locations across regions.
  • Proactively leads a strategic account planning process that develops performance objectives, financial targets, and critical milestones in the selling process related to each target account.
  • Be the key point of contact for customer for all accounts and corporate sites in portfolio and the link for “Customer Driven Innovation” via understanding and communicating current and future needs and value.
  • Coordinate with Grace internal resources to assure that all logistical, financial/marketing, and legal requirements for each territory’s sales are properly executed and completed to meet the customer requirements.
  • Responsible for updating weekly forecast, jeopardy, opportunities, and key account data with Salesforce.com. In addition, responsible for leading Pre-Call Plans and issuing Call Reports from critical customer meetings.
  • Market Development, identify and acquire new customers, build strong opportunity pipeline.
  • Implement price increase as needed.
  • Understand industry trends and competitive landscape in the context of meeting customer’s current and future needs and potential value. Participate in key internal processes to provide feedback on current and potential customer needs.

Required Qualifications

 

  • Bachelor’s degree in Chemistry, Business, Engineering, or related field.
  • Minimum of 3 years’ selling experience in the commercial & technical specialty chemicals industry or related.
  • Ability to work independently and as part of a team in a remote work environment to accomplish goals with the ability to travel normally around 25% and occasionally up to 40%.
  • IT business skills are essential with a focus on Salesforce.com and Excel for proper analytical information, reporting and compliance.
  • The candidate must be fluent in English.

Preferred Qualifications

 

  • Clear understanding of Grace's strategic segments / Customers organizational designs and how decisions are made regarding value at the customer. Experience navigating customer’s political structures to successfully sell products.
  • Excellent organizational, communication and presentation skills. Ability to adapt communication for either internal or external needs. Ability to collaborate to accomplish work goals and to lead team of diverse support groups to support both customer and business needs.
  • Knowledge of customers operations, and economics with a working knowledge of how to develop value propositions and convey these to customers through excellent communication and presentation skills.

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
  • Company Donation Match Program

U.S. Employee Benefits Summary (grace.com)

Other Compensation

 

  • Annual salary range: $116,000 - $145,000 
  • This position will also offer a 25% target annual short-term incentive bonus. 

 

 

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: Baltimore