Commercial Development Manager

2 weeks ago

Winchester, United States ZwitterCo, Inc. Full time
Commercial Development Manager

Overview of Role

ZwitterCo is seeking an energetic, versatile Commercial Development Manager to work with customers and develop strategic market implementation plans for food processing industry segments. This role will investigate market opportunities, establish product and channel strategies, and define key value propositions.

Candidates with an interest in sales and/or business development in dairy processing, plant proteins, bioprocessing, and other food sectors are encouraged to apply. Previous experience in a whey or protein processing plant or product sales to dairy or food processing plants is a plus, but not a requirement.

About ZwitterCo

ZwitterCo has developed a breakthrough in materials science, a new class of zwitterionic membranes that are immune to irreversible organic fouling, making it practical and affordable to treat challenging water and wastewater. Our mission is to provide industries with the tools to create clean water from every source, whether it involves accessing novel sources of water, shoring up distressed assets, or enabling onsite wastewater reuse. ZwitterCo technology will help food processing companies lower their operating costs while advancing their sustainability goals through simpler cleaning, less chemicals, reduced freshwater demand, and recycling and reuse of wastewater streams.

ZwitterCo was named Global Water Intelligence's 2023 Breakthrough Water Technology Company of the year and has commercial installations in multiple food and beverage, agricultural, and industrial sectors. The company is rapidly growing its global footprint, as well as advancing its technology platform to develop new tools that unlock broader water, wastewater, and process separation applications.

Responsibilities include:

The Commercial Development Manager will be responsible for the strategy and management of one or more industry segments with the goal of maximizing growth and profitability. Additional responsibilities:
  • Develop a Market Implementation Plan for each industry segment that supports the organization's strategy and meets the organization's assigned financial, growth, and intended market positioning goals
  • Missionary sales to end-use customers for first commercial installations of process separations
  • Responsible for managing the "4 P's of the Market Mix" for assigned industry segment(s)
  • With each Market Implementation Plan:
    • Define Value Proposition and develop economic models to quantify
    • Establish product strategy and assume ownership of product management activities
    • Define the channel strategy
    • Set the promotional strategy for the segment and define key promotional messages; prioritize activities within the overall Marketing Communications budget
    • Develop a sales model and manage pricing to achieve GUR and EBIT targets
  • Support market research to investigate market opportunities
  • Collaborate with Marketing Communications to develop sales tools; review and approve technical documents for branding and product positioning messages
  • Provide regular sales updates and forecasts for the S&OP process
  • Prioritize customers/orders for scheduling as needed
  • Serve as a resource for the global sales organization and work with Sales Managers and account managers to monitor market/customer needs, sales opportunities, and bookings
  • Maintain a comprehensive knowledge of market/competitive intelligence and key customer requirements for business success
  • Develop and give oral and written presentations to customers, industry players, and the organization's leaders as needed
  • Champion an ethical business culture that represents the company in accordance with its values and vision
  • Other responsibilities as assigned
Critical Success Factors
  • Proven leadership skills and the ability to coach and work with others, especially those in other functions
  • Understanding of customer and market needs, both stated and unarticulated
  • A clear understanding of the organization's vision, values, and strategies.
  • An understanding of financial and business analysis
  • A forward thinking, customer-focused, creative mind
  • A passion for excellence and a proven ability to succeed
  • Ability to react and build consensus quickly
  • Strong interpersonal and relationship-building skills
  • Excellent oral and written communication skills
  • Demonstrated integrity and the ability to lead by example
Qualifications

Candidates should have a bachelor's degree in business, science, or engineering.
  • Minimum 5 years of industry experience
  • Experience with membrane systems for dairy processing, food processing, or protein fractionation or concentration is preferred

Schedule, Travel, Compensation, and Location

This is a full-time remote position and will report directly to the VP of Commercial Development.

Travel for this role is expected to be between 20% - 40%.

Compensation will be commensurate with experience and include equity and benefits.

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