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Sales Director, ART

Date: Mar 25, 2021

Location: Columbia, MD, US, 21044

Company: W. R. Grace & Co.


Requisition ID: 6499

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 3,900 people in over 30 countries.


Job Description

The Sales Director manages and leads the region with overall responsibility for business development, sales, financial and busniess operations. This role will lead a team of sales managers and work closely with Marketing in identifying new product opportunities as well as developing and achieving business objectives in the region.

  • Responsible for overall growth and direction for the region.
  • Responsible for achieving sales and margin targets for the region.
  • Actively participate in and work with the Global Commercial Team and members of the Leadership Team to achieve the growth objectives for the business.
  • Drives commercial excellence and Value Selling initiatives across the region.
  • Develops and implements formalized business plans for the regional accounts to outline available opportunities which increase new business and expansion.
  • Develop a regional growth portfolio, identifying and analyzing market trends influencing customer profit drivers within the industry. Target gaps to create growth opportunities.
  • Build and maintain executive level customer relationships and coach the sales team on discovery of customer profit drivers.
  • Lead Development and Implementation of sales strategic direction for the assigned accounts including specific objectives, revenue targets and metrics (KPIs) for growth and profitability.
  • Develop, track, and achieve target KPIs for respective accounts.
  • Continuously drive adoption and KPIs.
  • Conduct forecast and pipeline review meetings with slaes managers, ensure lead generation and pipeline growth will sustain revenue targets.
  • Direct and coordinate all operational and business activities to meet customer requirements and achieve and/or exceed profit plan and strategic planning goals and objectives.
  • Drive and maintain relationships with key customers to gain inputs and effectively manage customer relationships.
  • Maintain knowledge of regional/geographic market influences, customer and competitor trends and provide feedback loop back into the organization.
  • Develop and oversee the implementation of policies and activities whcih build customer goodwill and provide profitable growth for the company.
  • Represent ART at key industry meetings and conferences to promote ART's products and develop the prospect pipeline.
  • Develop, maintain and lead an efficient and effective well trained sales organization. Review reports on sales activities and compare them with planned activities to ensure to close adherence to and maximal achievement of goals.
  • Create and aid managers in the planning of new customer opportunities. Participate in marketing, distribution, manufacturing and other activities relative to the sales department or customers. 
  • Hire, lead and develop and retain a diverse high performing team. Drive team to meet and exceed goals in support of ART objectives.
  • Ensures direct team's developmental growth through strategic coaching, performance management initiatives, developing interests and helping define the career path.
  • Manages team to drive retention, identify new opportunities within accounts and grow new accounts to achieve overall territory growth target. 
  • Carries out all duties safely and with consideration of environmental impact. 

Required Skills

  • .Strategic thinker who develops and manages through key metrics that gives an accurate picture of sales goals and of progress toward them.
  • Skilled in building customer relationships and incorporating “the voice of the customer” into sales and product development planning.
  • Strong leadership presence with ability to inspire, motivate and mobilize the regional organization to create change and focus on business growth.
  • Leverages breadth of product portfolio and resources to offer solutions to customers that meet unstated, but relevant business needs.
  • Develops multiple approaches to account planning based on the customer needs/value/potential to best position for goal achievement. Has demonstrated the ability to maximize the yield in an account.
  • Able to envision and to implement strategies for achieving the business plan.
  • Focus on results and the ability to assess quickly, identify issues and implement solutions.

Required Experience

  • Technical degree (Engineering, Chemistry, etc)
  • 20+ years of engineering, technical or sales experience
  • Refining/Hydroprocessing market experience
  • Demonstrated success in a direct sales role with sales management experience and strategic selling
  • Experience in successfully managing a matrixed business model
  • Executive level selling and a proven record of top line and margin growth

Preferred Qualifications

  • MBA or relevant experience




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