Commercial Director

Job Details

Description

Company Details : Spectrum Plastics Group (SPG) is a global supplier of design & development services, engineered medical components and value-added assemblies for the medical device and contract manufacturing industries.

With a footprint that includes 20 manufacturing sites around the world, SPG provides precision extruded plastic and silicone solutions, injection molded components, balloons, laser ablation, medical packaging and complex catheter assemblies to manufacturers and premier medical device brands, primarily in the medical device and life science market segments.

Scope of the Role : Reporting to the VP & GM Fluid Management, this global sales leadership position will have commercial responsibility and accountability in four primary operational areas of the divisional sales organization : inside sales, quoting / proposal development, onboarding of new programs, and new opportunity pipeline management and reporting.

The objectives are focused on supporting year-over-year profitable net revenue growth, with a strong emphasis on the regular deliverables required to winning and onboarding new business, managing order handling that results in ultimate customer success, and forecasting that provides accurate and timely demand data to inform resource planning.

Essential Duties / Responsibilities :

• Support, deliver and implement SPG’s go-to-market strategy for the Fluid Management portfolio that includes establishing and maintaining a strong working relationship and partnership with SPG’s manufacturing sites during the entire selling process and beyond, to ensure operational and customer success
• Lead, train and support the Inside Sales / Account Management / Customer Service team, and in developing best practices to ensure this site-based function serves to maximize its potential toward ongoing customer order success and demand planning, leading to monthly revenue budget attainment and accurate bottoms-up forecasting.

Be the commercial voice and partner to the site and corporate IT on best Enterprise Resource Planning (ERP) deployment practices and develop a culture of continuous improvement by maximizing the full potential of this resource

Provide commercial leadership in prioritizing all quoting, bid responses and proposal development to maximize SPG’s win rate.

Facilitate interplant collaboration and internal cost estimates that are made in accordance with company pricing policies.

Working with divisional engineering and corporate finance / IT / marketing teams, identify, specify and implement a CPQ platform integrated with Salesforce that enables DIY quoting for the commercial team and provides a fresh, uniform branding and quote presentation template across all sites that supports our One Spectrum initiative.

Support the effort to harmonize all Ts and Cs across the sites.

• In partnership with the engineering and program management organization, ensure that newly awarded programs are resourced and onboarded in accordance with agreed-upon proposal timing and budget.
• Working closely with the field-based Technical Solutions Managers, ensure that best practices in the new opportunity pipeline as recorded in , the company’s Customer Relationship Management (CRM) software, is maintained on a regular basis, including opportunity background and context, target market segmentation, future impact sales, commercial activity updates and project timing.

Ensure that this is used to communicate internally effectively and to manage the process of aligning daily efforts with the annual strategic plan

• Support reporting requirements and cadence, as communicated by SPG management
• Provide the professional leadership skills that will consistently support and deliver SPG core values
• Support the Annual Business and Strategic Planning Process that includes both written and verbal presentation
• All other duties, as assigned

Qualifications

Position Requirements :

• BS or BA Degree, with major or emphasis in Business, IT, Engineering or Science. MBA a strong plus
• Ten years of sales operations experience, including the deployment and / or integration of CRM and ERP software in the corporate enterprise
• Demonstrated leadership skills and the ability to influence internal cross-functional constituents toward strategic objectives
• Strong organizational skills supported by a self-disciplined operating structure
• Superior time management / prioritization and relationship-building skills
• Self-starter that takes initiative and is action and results-oriented
• Excellent written and oral communication skills to share your findings, observations and opportunities with a wide audience
• Translate cost analysis files and raw data into a customer-facing proposal, when necessary and appropriate
• Computer Skills to include, but not limited to, Microsoft Word, Excel, PowerPoint, Outlook, Teams, Zoom, , and other business and database programs
• Familiarity with iQMS a strong plus
• Strong business analytical skills
• Ability to create, establish, and implement win win solutions think strategically and implement tactically adapt to a constantly evolving organization
• Possess the vision and leadership skill sets that will successfully drive change and position SPG as an industry leader in global sales operations excellence
• Willing to travel, up to 20%
30+ days ago