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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 and program management activities that accelerate the revenue and profitability of the GRACE Fine Chemistry business. The total number of direct reports is seven, which includes five within Sales & Business Development roles and two program managers. Grace FCMS has been developing and supplying high-value 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. This is a key leadership role within the GRACE FCMS Business. The successful candidate will be responsible for accelerating revenue and earnings growth by leading commercial activities within an assigned portfolio. This includes developing business plans for assigned products, which encompass pricing strategies, sales plans, and implementation strategies to exceed the annual operating plan. The role also involves leading the sales function, which includes building a project pipeline and working with R&D to develop quotes for custom pharmaceutical opportunities. The Global Business Director will define negotiation strategies with the sales team and assist with the preparation of sales contracts and master service agreements. Additionally, the role entails managing the program management team, which includes responsibilities such as manufacturing coordination, product specifications, product line rationalization, product planning coordination, and ensuring new product manufacturability. The Global Business Director will work closely with R&D, engineering, quality, and manufacturing functions on design, distribution, and product specification changes as needed. Developing and improving supply chain strategies to reduce overall costs and improve service levels with customers is also a critical aspect of this position. The director will define and develop a product roadmap by determining customer needs and understanding industry trends to support capital projects at both sites. Furthermore, the role supports manufacturing strategy, including capital investments and driving reductions in working capital, while building contingency plans to ensure P&L and working capital targets are achieved. Understanding the competitive landscape, including competitors' pricing, market share, customer plants, and cost positions, is essential for success in this role.
