Business Manager

Remote - HQ, 15311 Vantage Parkway W, Houston, Texas, United States of America Req #435
Wednesday, June 22, 2022
Prince is a world class producer of engineered additives for niche applications and is a value-added processing intermediary between large global raw material suppliers and end-market customers. Prince specializes in sourcing, processing/engineering, and distributing products in over 20 markets. Prince combines international sourcing and processing capabilities with in-depth customer knowledge, world-class engineering, and value-added distribution to deliver essential engineered solutions to diverse consumer and industrial markets.

Job Description

ESSENTIAL RESPONSIBILITIES

 

Strategic Planning

  • Partner with the business leadership team to develop and execute annual and long-term growth plans based on an in-depth understanding of market, business, and sales activities.
  • Develop sales strategies for targeted market segments leveraging insights from customers and stakeholders, external market trends, to develop actions / tactics to support the business growth strategy.
  • Manage the long-term strategic development of the U.S. Sales team, with focus on the top customers and products to assure alignment and allocation of the required resources / talents within the sales team.
  • Collaborate and align with all functions to preserve existing business and pursue growth opportunities.

 

Sales Planning and Management

  • Responsible for delivering annual and long-term sales plans for all relevant market segments. 
  • Lead the sales team to identify and prioritize a pipeline of new business opportunities across all product groups and strategic market segments to achieve targeted outcomes.
  • Institutionalize team and value-based selling discipline with well-defined value propositions and business cases that solve customer pain points.
  • Drive disciplined sales funnel management thru leveraging the sales process and CRM tool.
  • Accurately forecast and report (monthly / quarterly) on order intake, revenue, and relevant Sales KPI´s that align to the annual and long-term growth plans.  Prepare and manage annual budget for the sales team.  Initiate corrective actions as needed.
  • Conduct contract negotiations and price agreements with key customers to maximize sales and profitability.  Maintain direct account management at key accounts as needed.
  • Provide value-added input to Voice of Customer process to ensure customer business drivers and Ferro’s value proposition are captured.
  • Assess, manage, and actively address market, customer and competitor trends, strengths, weaknesses and identify threats to Ferro’s market position.
  • Develop a performance driven sales culture with relevant KPI´s and compensation structure.
  • Develop close working relationships with other Ferro cross-functional departments, including R&D, Operations, Supply Chain, Quality, and Customer Service that create and promote an environment of cooperation and effectiveness necessary to meet the current and future needs of the business, both in sustainability and growth. 

 

Team Leadership and Development

  • Develop a high performing results-driven culture and structure.
  • Foster a culture of inclusion, engagement, and accountability.
  • Create and drive development plans for direct reports and high potential leaders to ensure high quality of the sales team and talent pipeline.
  • Effectively lead change management process that ensures organizational capability that executes on the annual and long-term plans
  • Coach through consistent and transparent feedback, development planning, and performance management.

 

Social Responsibilities:

  • Maintain compliance with Ferro’s Code of Business Conduct, policies and procedures, management systems, and all applicable Environmental, Health, Safety other regulations
  • Act according to Ferro’s Values & Behaviors

 

Required Qualifications and Knowledge: 

  • Bachelor’s degree in technical field (Engineering, Chemistry, Marketing, Business or related field) required.
  • 10+ years direct B2B technical sales experience and strategic account management
  • 3+ years in a sales team management role 
  • Strong problem solving, financial acumen and communication skills
  • Experience with implementing and institutionalizing CRM system and sales processes
  • Global experience, preferred
  • Knowledge of glass color market and its applications is desired
  • Knowledge of the Electrical, Electronic, Semiconductor manfaucturing industry is desired
  • Physical requirements that may include those required in a standard office environment as well as travel

 

Competencies:

  • Excellent communication skills (both internally, across Business Unit Managers/ Functional Managers/ Directors/ VP, and externally with customer senior management), including professional presentation skills.
  • Collaborative team player and leader. Ability to work within a matrix environment and across all levels of the organization.
  • Proven track record of developing talent.
  • Forecast accuracy driven by voice of customer and keen understanding of market dynamics.
  • Excellent negotiation and sales skills, ability to influence
  • Able to work under pressure and in deadline environment.
  • Ability to travel 50% or more of the time
  • Must be able to work independently and obtain results with minimal supervision while influencing subordinates.
  • Strong interpersonal skills that foster an environment of trust, honesty, integrity and success with customers, colleagues and subordinates
  • Strong technical knowledge of products and applications
  • Must be adaptable to organizational change and market challenge.

 

Travel Requirements:  Travel to customer locations, other company sites, trade shows as needed (up to 50%).  Predominantly domestic, but some international travel required.

Location:   United States (Remote)


The company offers an attractive compensation and benefits package for the right candidate. Prince provides equal employment opportunities (EEO) to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.

Adding Value from Source to Solution

Other details

  • Pay Type Salary
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  • Remote - HQ, 15311 Vantage Parkway W, Houston, Texas, United States of America