Commercial manager job description

The Lubrizol Corporation, a Berkshire Hathaway company, is a market-driven global company serving customers in more than 100 countries. We own and operate manufacturing facilities in 17 countries, as well as sales and technical offices around the world. Through our global sales and manufacturing networks, we are able to deliver the products and services our customers need, where and when they need them.
PURPOSE:

The fast-growing industry of 3D Printing (also called Additive Manufacturing) is one of the identified strategic business development areas for Lubrizol. As a North America Commercial Manager, you are responsible to manage and lead the commercial objectives in the region and further expanding our organization's material portfolio to promote and expand the company's commercial activity that will generate revenues and lead to sustainable growth. The North America commercial role, include but are not limited to, add value to our growth activities by identifying new commercial opportunities and managing marketing efforts maintaining our growing 3DP customers across different 3DP technologies, assessing market development opportunities, creating, and implementing customer strategies. Additionally, identifying our current capability gaps and validating potential partners, recommending preferred partnerships.

RESPONSIBILITIES / ACCOUNTABILITIES:


Develop and implement commercial strategies according to company goals and objectives aiming to accelerate growth Understand the requirements of existing customers to ensure their needs are being met Act to acquire new customers and manage client relationships (new and existing) Build and maintain profitable partnerships with key stakeholders Monitor performance of commercial activities using key metrics and prepare reports for senior management
Assist in setting financial targets and budget development and monitoring Conducting market research using Lubrizol tools (CMI) to create detailed business plans on commercial opportunities based upon new segment opportunities that fit Lubrizol portfolio Develop in-depth knowledge with the goal to understand market size, trends, potential, requirements, key players, and opportunities Work closely with the global 3D Printing team


REQUIREMENTS - EDUCATION, EXPERIENCE, SKILLS:


Bachelor's Degree. An advanced degree is strongly preferred. An entrepreneurial mindset and be able to generate great intimacy with customers, external and internals Preferred proven expertise within the 3D Printing industry. Proven track record of success at developing new segments, customers, pricing negotiations, managing product line profitably Proven track record of success at developing and implementing effective business development strategies, managing product lines and/or budgets. Demonstrated ability to work in a matrix organization and business team environment and dealing with oversea management Willing to travel within US up to 30% of the time. Commercial awareness partnered with a strategic mindset



COMPETENCIES:


Entrepreneurial spirit, willing to work in a disruptive industry with constant changes and new segments Self-motivated, with strong sense of urgency and drive for results Sound conceptual thinking, problem solving and decision-making skills. Proactively presents issues with recommended solutions, implications and alternate options Compelling influencing, persuasion and negotiation skills - seeks win-win solutions Good organizational ability, able to work with and through others in a matrix organization and in cross-functional business teams Flexible and adaptable, tolerant of uncertainty inherent to dynamic business conditions and new product development Proven experience in sales and/or marketing and managing relationships with key clients Be able to monitor quarterly situation, take actions to minimize potential gaps. Provide realist and stretch budget and action plans Excellent organizational and leadership skills Outstanding communication and interpersonal abilities


#LI-MA1

While headquartered in the United States, Lubrizol is truly a global specialty chemical company. We have a major presence in five global regions and do business in more than 100 countries. Our corporate culture ensures that Lubrizol is one company throughout the world, but you will find each region is a unique place to work, live and play.

Lubrizol is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to sex, race, color, national origin, citizenship, age, religion, marital status, military service, sexual orientation, genetic information, gender identity, or any other characteristic or trait protected by federal, state, or local law.

#LI-MA1

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When you join the Albemarle team, you contribute to a better tomorrow. You will play a role in powering many of the world's largest and most critical industries, from energy and communications to transportation and electronics. We are putting innovation to work to improve people's lives and we want YOU to be a part of it.

Job Description

Responsibilities/Key Focus
The Lithium Commercial Excellence Manager is responsible for developing, defining, and executing our commercial excellence strategy related to our Lithium product portfolio, including driving profitability and sales. The primary focus will be supporting the Sales team, implementing commercial initiatives, streamlining pipeline & portfolio management, reporting on key metrics, performing data analyses, and providing recommendations.
Qualifications
At least 5 years of relevant industry experience Strong business acumen and experience in managing customer feedback Experience in a global, multi-cultural or multi-country environment is required Strong strategic, analytic, networking and negotiation skills are required Ability to thrive in a high-performance environment; proven ability to work well under pressure and adapt quickly to change Ability to navigate and influence in a complex, global organization is required.Strong communication, organization and coordination skills, with the ability to effectively handle multiple complex issues simultaneously Proven relationship management skills and ability to communicate and influence stakeholders Comfortable engaging individuals of all levels in the organization Curious and able to respectfully challenge the status quo
Metrics & Data Analysis
Develop a dashboard to track progress of key metrics and targets derived from commercial strategic objectives Analyze data to identify trends/insights that will influence the development and tactical execution of account plans and associated negotiations.Manage and maintain customer segmentation strategy that reflects strategic customer evaluation criteria Conducts various ad-hoc analyses on data from various sources to support Commercial strategies and functions
Sales Support
Support the Sales team on commercial processes and how to effectively utilize the associated platforms and tools ensure commercial excellence in the organization Train the Sales team on building effective Account plans that align with commercial strategic objectives and provide ongoing support Help develop standardized commercial processes, templates, and tools to improve Sales effectiveness and strategy execution
Pipeline & Portfolio Management
Collaborate with Sales and commercial leadership to optimize sales methodology, pipeline creation and conversion, and win/loss analysis Develop an accurate and efficient demand forecasting process with associated Risks and Opportunities list Develop pricing analytics tools for Sales based on segmentation, value propositions, and commercial insights
Reporting & Recommendations
Responsible for working with Commercial Excellence stakeholders to track business performance, diagnose issues and areas of opportunities, provide data driven recommendations, create and maintain the CRM (SFDC) and analytics roadmap as required by the business Develops relationships with internal and external partners to share key findings, and provides timely updates to ensure a consistent understanding of priorities Leads the adoption of business planning tools and reporting that maximizes commercial performance and sales plan execution for the Commercial Excellence team Combine financial projections from Sales into a report for Leadership to review as well as other ad-hoc financial and marketing reports as needed
Customer Experience
Improves the quality of the customer experience while simultaneously improving our use of working capital by balancing the cost versus value perspective Maintains awareness of new customer experience trends and development Informs and advises the CCO of ongoing customer experiences issues, and makes recommendations for their resolution
Choose to unlock your full POTENTIAL. Apply today.

**Qualifications**

+ Develop and execute training programs focused on the development of Commercial Capabilities. Primary focus in 2022 is on developing selling, negotiation, account planning and joint business planning framework and training programs. Leads the planning, execution, and assessment of training programs.

+ Support the development and execution of the global Sales Force Automation (SFA) roadmap and execution strategy. Support the implementation of specific system implementations in target countries.

+ Monitor and assess the effectiveness of the Sales Incentive Program (SIP) with Commercial Regions. Track the implementation of SIP requirements, lead the governance committee, and collaborate with regions to improve implementation and execution of requirements.

+ Support the execution of Commercial Resources with Commercial teams and external stakeholders (eg. Kantar, Advantag,...) designed to improve expertise on customer relationships, global trends, and consumer behaviors

+ Lead the planning and execution of global Commercial meetings to drive the sharing and adoption of Best Practices, and improve the global engagement of Commercial teams.

**Additional Information**

BIC is an Equal Opportunity Employer. We strongly commit to hiring people with differeational origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided on the basis of qualifications, merit, and business need.

BIC is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.

**Company Description**

BIC products are recognized all over the world for their quality, safety, affordability and ease of use. The ballpoint pen, the pocket lighter, and the shaver are all part of the daily lives of millions of consumers. These products make BIC an iconic international brand, present in more than 4 million retail outlets in more than 160 countries around the world.

BIC's founder, Marcel Bich, understood that to succeed, BIC needed hands-on team members who were willing to take measured risks and assume responsibility for their role in a team. Today, we provide our more than 15,000 team members in 61 countries with the opportunity to invent BIC's future - together - while honoring our past achievements. We are committed to our team members' development and empower those who wish to discover different areas of our business or acquire international experiences.

**Job Description**

We are looking for a Manager of Commercial Capabilities to support the evaluation, development, and execution of our Commercial Capability initiatives including Commercial global training, SalesForce (SFA) implementation, and sales efficiency initiatives. This role is part of our Commercial Strategy Center of Excellence, who has a focus on providing the right tools and resources for our sales and marketing teams for them to most effectively do their jobs.

EOE including disability/veteran