Director, FCMS Global Business

W. R. Grace & Co.•South Haven Charter Township, MI

3d•Onsite

About The Position

W. R. Grace is seeking an experienced Global Business Director – Sales & Program Management to join their 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 FCMS business 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 development and manufacturing is done domestically in the U.S., mitigating supply chain risk and optimizing timelines for customers. The total number of direct reports is seven (7), five (5) within Account Management and Business Development roles & two (2) program managers.

Requirements

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.

Nice To Haves

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

Responsibilities

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.