SUMMARY

The purpose of this job is to develop strategic relationships with big brands, key customers, and new prospects, with the overall goal of increasing revenue and profits by acquiring and expanding new partner accounts. This role manages a team of sales professionals, while also owning a portfolio of accounts with a primary focus on North America. This person will monitor sales trends and market dynamics and develops territory plans for the team that deliver growth for the company in new customer conversions. Be a senior thought leader for the business and within the business, selflessly contributing to ongoing evolution of business practices and results and coordinating extremely well across all company stakeholders globally including sales, R&D, supply chain, marketing, and customer service. This person will be skilled in listening, discovery, and solutions selling, will be a self-starter, will coordinate well with teams in support roles and with teams in other territories.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Manage Commercial and Technical activities for the North America business unit to deliver Revenue and EBITDA growth according to the group annual plan and in concert with global strategy.
• Identify target market segments and priority accounts where Microban solutions can create and deliver value. Identify and target key decision makers in those accounts in order to close new business.

• Drive Value-Based Sales by selling high-value specialty chemical solutions and licensing agreements to B2B customers, emphasizing the intangible benefits of our brand, R&D support, and technical expertise. Coach team members in the practice of monetizing the Microban brand through licensing and branding deals.
• Develop high level (Director through C-Suite) strategic and leverageable business relationships within partner and prospect companies, communicate thought leadership and insights to those prospects. Develop trust and ultimately execute new sales contracts supporting product sales, royalties, license fees, and testing fees, depending on required solutions.

• Manage territory sales and pricing strategy, contract renewal strategy, deal negotiation, account and customer support and training prioritization.
• Support development and delivery of company messaging at trade shows, technical conferences, regulatory sessions, and working committees to further the brand, products, solutions, and sales for Microban.
• Collaborate with commercial leadership peers to develop commercial leadership team operating model, which continuously evolves the global sales strategy and effectively manages global customers across regions and market segments.
• Assist commercial team peers and direct reports replicate commercial successes in different territories and other regions of the world by documenting case studies for key wins and sharing insights with others.
• Monitor and analyze market trends and competitors to make sure products and services stay competitive, and drive adoption new partner accounts and application spaces.
• Drive development of unique products and/or formats to meet customer needs, using stage gate process and working with the technical teams to bring these optimal solutions to market.
• As needed and requested, mentor and help develop the skillsets of other members of the sales organization through influence and example.

SUPERVISORY RESPONSIBILITIES

Directly manages 5-7 non-supervisory employees in the NA sales region. Is responsible for the overall direction, coordination, and evaluation of this sub-segment of the Microban global business. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

EDUCATION and/or EXPERIENCE

Bachelor’s degree from four-year college or university and more than ten years related work experience; or equivalent combination of education and experience is required. Minimum of two years’ prior supervisory experience is required.

SKILLS AND ABILITIES

Skilled in the following areas: Pricing, Lead Generation, Networking, Customer awareness, Branded royalty agreements, Project Management, Marketing, Contract Negotiating, C Suite corporate negotiations, Business strategy planning. Other language skills are a plus.

OTHER QUALIFICATIONS

Must be adept at interpersonal skills to develop and maintain business relationships and determine customer wants and needs. Self-starter with tenacious mindset, multitasker, possess negotiation prowess, creativity, and natural curiosity. Must be able to travel as needed up to 50% of the time.

SCOPE OF RESPONSIBILITY

The person in this role will inspire success, develop business growth scenarios, work broadly across support teams, coordinating up, down, and sideways in organizations to achieve the most optimal outcomes, developing new pipeline opportunities and generate revenue from new customer acquisition. This person will be very creative in deal structure, solution development, in negotiating win-win outcomes, and bridging between being a commercial owner and a technical liaison for the customer and prospect base. This person has a high degree of flexibility in determining the right solutions so long as they are regulatorily and financially compliant. Those solutions can be a mix of products and services ranging from chemical additives to brand licenses to full turnkey solutions.

This person is a strong people-leader and enjoys coaching and developing their team. In addition to leadership, the person in this role is a self-starter, a curious individual, and a tenacious hunter, who has a high degree of ownership around building and growing a book of business that can oftentimes be global in nature. This person will also be skilled in both written and spoken communication, with the ability to enthusiastically forward company aims and bring customers along our sales journey.