Global Sales & Business Development Director

Company Overview

Aurorium is the materials innovation partner that helps global manufacturers harness the power of possibility to make the world a better place. Their specialty ingredients and high-performance materials enhance quality of life, support health and wellness, and enable customers to deliver value-added solutions. Key industries served include household products, coatings & adhesives, energy & electronics, healthcare, food & beverages, agriculture, transportation, and paper & packaging. A Responsible Care company, Aurorium follows the highest regulatory standards across all manufacturing facilities. The company's global integrated supply chain offers the customer product consistency, easy access, supply security and reasonable turnaround on delivery. Aurorium is committed to operating at the highest levels of manufacturing consistency, quality control and safety.

Job Summary:

The Global Sales & Business Development Director assumes integral leadership of the Business Unit Sales team. This role is responsible for building sales and business development excellence capability globally and directly manages the Sales and Inside Sales teams.

Responsibilities:

Role Specific Responsibilities:

• Design and execute the sales strategy for customers globally
• Leads and develops a commercial team including account managers, business development managers, and strategic account development managers, as well as a customer service team
• Recruits, develops, manages, coaches, and motivates a high performing organization, and provides ongoing sales training and coaching to direct reports
• Hands-on management of key accounts as needed
• Partners with marketing and technology teams to ensure effective value propositions for the company's offerings to drive effective selling and support capability to target customers
• Ensures the continued use and implementation of a value-based sales and marketing approach, leads by example with the sales team through coaching
• Leads the sales team with strong negotiating skills to close favorable new supply contracts for Aurorium and improve existing contracts coming up for negotiation
• Works with the sales team to support and drive that team to meet their sales targets, including use of the CRM system and opportunity pipeline management
• Identifies and acts upon new business opportunities (market, region, customer)
• Management of the regional distribution strategy, ensuring value-add from our partners whilst choosing a direct sale to market approach where possible
• Management of transactional pricing practices to establish pricing guidelines for the regional sales team to work within
• Management of the strategic account planning process and promote the use of CRM within the team
• Actively participates in the monthly Sales, Inventory, and Operations Planning (SIOP) process, business reviews and provide forecasts to review/adjust P&L goals
• Works with sales team to support and drive them to meet their sales targets, utilizes CRM system and manages their opportunity pipeline effectively
• Management of the Sales Incentive Plan (SIP)
• Represents Aurorium through any online and in person events such as webinars, conferences, etc.
• Conducts economic evaluation of new offerings and capabilities
• Ability to travel 75%

Compliance:

• Complies with company Health, Safety and Environmental policies, procedures, and arrangements
• Reports all Health, Safety and Environmental accidents, incidents and near misses promptly
• Acts in a safe and responsible manner at all times

Problem Solving and Innovation:

• Active participation in continuous improvement activities
• Participates in problem-solving
• Takes responsibility and ownership for own learning and development in the spirit of continuous improvement of both self and the business
• Assists in the training, mentoring, and assessment of other team members
• Exercises autonomy and judgement subject to overall direction or guidance

Qualifications/Desired Skills:

Education and Qualifications:

• Bachelor's degree in chemistry, or relevant area required
• Master's degree in business administration preferred

Experience:

• Minimum of 15 years of experience in business development and sales and marketing leadership with extensive knowledge and experience within the chemical, biopharma, pharma, personal care and/or semi-conductor markets
• Experience within an external customer-facing role, determining unmet needs, assessing industry trends, and developing business development opportunities and solutions

Knowledge, Skills, and Abilities:

• Strong organizational, analytical, project management skills and attention to detail with the ability to adapt quickly to changing business needs and priorities
• Excellent verbal and written communication skills with the ability to flex own style as needed to influence and drive results
• Ability to work within a multi-functional, global organizational structure, exhibits robust interpersonal skills which foster and build relationships
• Demonstrated prior sales revenue and gross margin growth driven through conversion of new customers and new product opportunities
• Proven experience in working within cross-functional teams to deliver results, including marketing, R&D, and operations
• Proven experience in developing and successfully executing a strategy for sales revenue and gross margin growth
• Demonstratable experience of successful commercial organizational redesign
• Drives full accountability for the delivery of sales revenue and gross margin targets, offers innovation and is driven to ensure results are met
• Demonstrated clear understanding of the differences between account management and business development and is comfortable and successful with both and can lead a team to deliver both initiatives
• Displays drive, passion and enthusiasm and is a change agent
• Serves as a key user of key sales metrics and influences the team to understand the data of the metrics
• Strong and demonstrated experience leading and managing global teams[1]influencing, coaching, guiding, motivating, and driving the overall success of commercial goals and objectives for the organization and business unit
• Demonstrable understanding of a value-based selling and marketing approach
• Demonstrates strong negotiation skills, confident to handle complex negotiations directly as well as support and coach team through various negotiations opportunities
• Self-motivated and ability to work within a fast-paced environment
• Critical thinking skills and analytical abilities which allow assessments of situations and opportunities
• Excellent proficiency within Microsoft products (Outlook, Excel, Word, PowerPoint)
• Excellent proficiency within CRM System (Salesforce experience preferred)
• Ability to frequently travel to other Aurorium locations, vendors, and customer locations
• Embodies the core values of Aurorium:
  • credible: keeps their word and honors their commitments, acts with integrity, and holds themselves accountable to their decisions and actions
  • outcome-oriented: adheres to an unparalleled standard of excellence in everything they do, to deliver results with real impact
  • driven: passionate about delivering authentic, world-class experiences that engage customers and inspire greatness
  • empowered accountability: empowered to achieve common goals and accountable for delivering performances and results that exceed standards

If you have the energy, drive, and passion for joining the Aurorium team, we would love to hear from you. Apply today!

Aurorium offers competitive total compensation packages, including benefits such as medical, dental, vision, life, 401(k), disability insurance, flexible spending accounts, health savings accounts, paid time off, and paid holidays.

Aurorium is a global Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of and will not be discriminated against based on gender, sexual orientation, gender identity, race, ethnicity, religion, age, veteran status, disability status, genetic information, or any other protected category.

Onsite: #LI-Onsite