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VP Global Sales, Specialty Catalyst

Date: Dec 1, 2022

Location: Columbia, MD, US, 21044

Company: W. R. Grace & Co.

 

Requisition ID: 21285

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 hiring a Vice President of Global Sales to join our Specialty Catalyst Business Unit.  The role provides leadership, direction, and resource stewardship to the organization's global sales and technical service functions. As the organization’s senior-most sales leader, the VP Global Sales is accountable for overall sales organization performance, the profitable achievement of sales organization goals, aligning sales objectives with firm business strategy, and development and optimization of the global sales and technical service (TCS) organizations. This role reports to the President of Specialty Catalysts and is located at our corporate headquarters in Columbia, MD.

Responsibilities

 

  • Builds, develops, motivates and leads a high-performance team that values and commits to: positive customer experience, internal communications, effective working relationships with supporting staff functions, a disciplined approach to problem solving and articulation of segment direction and vision
  • Aligns the global sales organization’s objectives with firm business strategy through active participation in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting. Accountable for effective sales and technical service organization design, including sales/TCS job roles, sales channel design, and sales resource deployment. 
  • Meets assigned targets for profitable sales volume, market share, and other key financial performance objectives. 
  • Responsible for regional and customer strategy development and execution, including support services to meet/exceed financial targets while also driving Account Management implementation, including establishing and maintaining key peer-to-peer relationships with customers and prospects.
  • Leads learning and development initiatives impacting the sales organization and provides stewardship of sales and sales management talent. 
  • Establishes and governs the sales organization's performance management system. This includes establishing guiding sales organizational principles for managing performance, establishing and prioritizing critical performance measures for all sales jobs; overseeing the equitable allocation of organization objectives across all sales channels, markets, and personnel; and ensuring all key sales and sales management associates are held accountable for assigned results. 

Required Qualifications

 

  • Bachelor's degree or above 
  • 20+ years’ sales/business leadership experience in a business-to-business (B2B) environment
  • Demonstrated commercial expertise and a successful track record in the development and execution of regional commercial strategies
  • Proven ability to lead and influence a multi-cultural team while developing team members to achieve optimal team productivity levels 
  • Demonstrated experience using sales analytics and funnel management techniques to drive productivity and ensuring appropriate sales activity with visibility of the customer acquisition pipeline to senior management for forecasting and business planning
  • Experience working closely with Marketing on programs to support the sales organization
  • Solid knowledge of and experience in formal sales training (i.e., Sandler Sales Approach, Customer-Centric Selling, Strategic Selling, and/or Value Selling) 
  • Proven sales methodology and process skills for complex sales situations and negotiations and experience utilizing sales automation and customer relationship management (CRM) tools such as Salesforce.com
  • Willingness to travel 

Preferred Qualifications

 

  • MBA or advanced degree 
  • Chemical manufacturing sales experience 
  • Proven experience working in a global, matrixed environment
  • A strong leader and motivator with high energy and drive, accompanied by clear, purposeful and frequent communications that move others to act
  • Committed to developing the potential of staff; someone who picks the right people and enables them to succeed through coaching, honest, constructive feedback

Benefits

U.S.:

  • 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

 

 

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