Sales Manager

Date: Jun 21, 2024

Location: South Haven, MI, US, 49090 Columbia, MD, US, 21044

Company: W. R. Grace & Co.

Requisition ID: 23237

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 Manager to join our Materials Technologies Business Division focused on the sale of Active Pharmaceutical Ingredients and our Customer API Manufacturing services. The location preference is at our site in South Haven, MI, or at our corporate headquarters in Columbia, MD. 

 

The ideal candidate will contribute to Grace by growing our existing API customer base, developing new leads, communicating with customers, understanding their needs, and ensuring a smooth sales process. As an entrepreneur at heart, the Sales Manager will enjoy the challenge of expanding new territories and executing strategy through their passion for sales and technology. Working with Grace’s GMP pharmaceutical organization, the Sales Manager effectively utilizes the available expertise to identify solutions that best address customers’ needs and articulate our value in the market.

Responsibilities

 

  • Revenue Growth: Increase revenue and earnings from the current account base through strategic price management and by acquiring new customers.
  • Sales Activities: Support existing customers, research and develop prospective leads, negotiate, and close sales opportunities.
  • Customer Communication: Provide regulatory information, secure business activity updates, request forecast and purchase order updates, manage overdue invoices, and communicate price adjustments and product availability to existing and potential customers.
  • Internal Coordination: Work with internal resources such as regulatory and quality teams to address customer questions and requests, including completing customer questionnaires.
  • CRM Management: Utilize Salesforce to maintain a database of current customers and develop a pipeline of potential customers.
  • Product Expertise: Understand and effectively communicate the features, benefits, and value propositions of our products to new and existing customers.
  • Market Awareness: Stay informed about product registrations related to Grace’s generic API portfolio and the status of competitive Drug Master Files (DMFs).
  • Account Management: Prepare for, manage, and document customer interactions and activities through call reports.
  • Event Preparation: Assist in preparing and scheduling meetings for annual CPhI and DCAT conferences.
  • Operational Liaison: Coordinate with Manufacturing, QA/QC, and Warehouse teams to ensure on-time deliveries of generic APIs from the SHV site.
  • Product Management: Lead product management activities related to generic production at the SHV site, including leading validation efforts, ensuring document reviews are processed efficiently, and assisting the generic sales director in managing regulatory priorities.

Required Qualifications

 

  • Bachelor’s degree in Business, Chemistry, Engineering, or a related field.
  • Minimum of 5 years experience in sales, customer service, or a technical department
  • Proficiency in Microsoft Office and CRM software, such as Salesforce.
  • Excellent written and verbal communication skills, fluent in English.
  • Ability to work independently in a fast-paced environment.
  • Ability to travel 25% and up to 50% on occasion.

Preferred Qualifications

 

  • 7+ years technical  or sales experience in a B2B environment, ideally within the chemical industry.
  • Proven experience in following up marketing campaigns, prospecting, and lead qualification.
  • Experience interfacing with regulatory, quality, marketing, and manufacturing departments.
  • Professional contract negotiation experience 

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

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

 

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.


Nearest Major Market: Kalamazoo