Director, FCMS Global Business

Job Description

W. R. Grace is seeking an experienced Global Business Director – Sales & Program Management to join our Fine Chemistry Manufacturing Services (FCMS) team. This role is focused on both commercial & program management activities that accelerate the revenue and profitability of the GRACE Fine Chemistry business. The total number of direct reports is seven (7), five (5) within Account Management and Business Development roles & two (2) program managers. Grace FCMS has been developing and supplying high-value Registered Starting Materials (RSM’s) and Custom APIs (Active Pharmaceutical Ingredients) for over 40 years and is renowned as one of the market’s consistent, long-standing suppliers. With facilities in South Haven, Michigan and Tyrone, Pennsylvania, all our development and manufacturing is done domestically in the U.S., mitigating supply chain risk and optimizing timelines for our customers.

The Global Business Director – Sales & Program Management is in South Haven, Michigan.

Responsibilities

• This is a key leadership role within GRACE FCMS Business
• Accelerate revenue and earnings growth by leading commercial activities within an assigned portfolio
• Develops business plans for assigned products, including pricing strategies, sales plans, and implementation strategies to exceed annual operating plan
• Lead Business Development and Account Management function (5 direct reports) to build project pipeline including working with R&D to develop quotes for custom pharmaceutical opportunities
• Guide Program Managers (2 Direct Reports) who are the primary client contacts for active program Opportunities
• Defines negotiation strategy with sales team and assists with preparation of sales contracts and master service agreements
• Responsible for the usage of the product asset up to the S&OP level including management of the program management team (2 direct reports). Responsibilities include manufacturing coordination, product specifications, product line rationalization, product planning coordination and new product manufacturability.
• Works closely with R&D, engineering, quality and manufacturing functions on design, distribution, and product specification / changes as needed
• Develops and improves supply chain strategies to reduce overall cost and improve service levels with customers
• Defines and develops product road map by determining customer needs and understanding industry trends to support capital projects at both sites
• Supports manufacturing strategy include capital investments and drives reduction in working capital
• Build contingency plans to ensure P&L and working capital targets are achieved
• Responsible for understanding competitive landscape, which includes competitor’s pricing, market share, customer, plants, cost positions, etc.

Required Qualifications

• Bachelors / or Advanced Degree in Chemistry / Engineering /Science Discipline
• Minimum 15 years’ API experience or combined experience in sales, marketing, technical service, program management, and product management
• Strong knowledge of the Pharmaceutical Industry
• People Management Experience
• Cooperative mindset with peers and other stakeholders in the organization, especially with regulatory, quality, marketing, and other sales managers
• Proficiency in Microsoft Office and CRM software, such as Salesforce
• Excellent written and communication skills, fluent in English
• Exceptional customer service skills
• Strong listening and negotiation skills
• Business Travel up to 25%
• Job location is South Haven, MI.

• #LI -TC1  

Preferred Qualifications

• An MBA is preferred
• Prior P&L experience preferred
• Ability to work independently in a fast-moving environment

Benefits

• Medical, Dental, Vision Insurance
• Life Insurance and Disability
• Grace Wellness Program
• Flexible Workplace with maximum overlap with the core hours
• Retirement Plans 
• 401(k) Company Match
• Paid Vacation and Holidays
• Parental Leave
• Tuition Reimbursement
• Company Donation Match Program