Commercial Manager

Overview:
Morgan Advanced Materials is a business rich in history and innovation. Founded in the UK in 1856, we have grown into a global organisation with 70 sites in 18 countries. Our model to serve our customers where they need us has led to a diversified product range using our unparalleled expertise in ceramic and carbon materials, which we exploit to solve difficult problems for our customers across a diverse range of markets.

 

We are a purpose driven organisation. Our purpose is to use advanced materials to make the world more sustainable and to improve the quality of life. We deliver on that purpose through the products that we make, and the way that we make them.

 

The Technical Ceramics business of Morgan Advanced Materials engineers high performance functional and structural ceramic materials, components and sub-assemblies to address customer-specific technical challenges.

 

Key Figures: Revenue £1,112m (2022), ~8,500 employees, manufacturing in 30+ countries, and a global customer portfolio. A UK PLC with head office located in Windsor, Berkshire UK.  Listed on London Stock Exchange; Member of the FTSE 250 Index.

 

 

Responsibilities:
Metals is a Global Business Unit (GBU) withing Morgan Advanced Materials plc. Operating across diverse industry sectors we use our competencies in material science and applications engineering to manufacture custom products for demanding environments. The key priority for the GBU is to deliver "Sustainable Profitable Growth", and this role - Commercial Manager is responsible for developing and implementing an effective sales strategy in the markets the BU serves and opportunities to grow into other sectors. In this role, you will be responsible for planning and executing sales, marketing and product development programs that will meet pre-determined targets and increase our market share. Reporting to the Commercial Director, Engineered Ceramics and Metals, this person is a critical member of our leadership team as we continue our organic growth. 

 

Job Purpose

Lead, coach and develop a team of Business Development Managers, Account representatives, Key Account Managers, and other commercial resources as needed

Define a business strategy for new business development aligned with sales budget targets and pipeline growth objectives

Identify and convert new, commercially advantageous business opportunities into sales 

Develop and implement strategic account plans for key customers/prospects

Promote strong relationships with customers and partners and ensuring alignment with market trends and competitive dynamics

Essential Duties and Responsibilities

Grow all pertinent sales in line with goals and objectives, working closely with global resources, emerging technology, and new business pipeline

Directly accountable for the management of the commercial planning process (including SoW, NBDP, etc.)

Forecast annual sales for the division based on comprehensive studies of the industry, market trends and past performance

Monitor, support, and enforce approved sales plans, policies and procedures

Establish and maintain contacts with customers and prospects within our targeted industry

Submit monthly and annual reports reflecting sales expenditure, new accounts, market trends, and other related activities

Own the business development and/or key account management responsibility for some prospects or existing customers depending on workload and capability of the existing team

Lead and manage the internal sales group to ensure the achievement of sales targets and objectives

Administration of the specific Strategic Market Review plans and planning process in collaboration with site management, additional upper management roles and key commercial sales and marketing management

Monitor customer satisfaction metrics and develop action plans to address any gaps areas of improvement

Maintain an awareness of market trends and competitive activities as they affect the development and sales of related product lines. This includes regular participation in competitor analysis by product line in a coordinated fashion with other relevant Commercial Leadership roles

Perform other duties, as directed by line manager & other business VP/GM Metals & Morgan Technical Ceramics leaders

The above is not intended to be an exhaustive list of all duties and responsibilities required

Key Performance Metrics/Deliverables

Annual sales growth

NBPD growth and conversion

Building internal talent through effective development planning, coaching and accountability

Safety and Ethics Performance metrics

Education and Experience

BS in engineering, marketing, or business administration is required

MS in Business Administration is desired

8-10 years of experience in marketing and/or sales to provide sufficient knowledge of product, company functions, and administrative processes

Familiar with Microsoft Office Word, Excel, Outlook

Responsibility for leading a broader commercial organization including sales, marketing and/or customer service functions

Demonstrated track record in turning around team performance

Executive presence and demonstrated ability to interact with and Executive team

Experience developing and achieving/exceeding budget

Experience developing strategic plans, and growing a sales territory or product line from inception to meaningful sales in 5 year time-frame

Leading commercial team with at least $>50MM turnover

Ability to clearly present ideas and progress reports in written and verbal format

Ability to work with subordinates, peers and superiors in all departments and outside the company

Experience in brazing or welding applications is desirable 

Physical Requirements

Must be able to travel on airplanes

Must be able to enter customer facilities

Must be able to work on a computer for extended periods with appropriate breaks

Must be able to wear personal protective equipment if required when visiting customers' facilities

Competency Framework - Skills, attitudes & behaviors necessary to be competent in the role

Strategic capability:  Makes the connections to see the underlying trends - "the big picture".

Problem analysis: Quickly discerns key facts and differentiates between relevant and irrelevant information.

Judgement: Demonstrates a sound process for weighing options and making decisions. Prepared to challenge the status quo and take calculated risks.

Creative thinking: Generates unique and appropriate solutions, when required.

Drive and resilience: Demonstrate motivation. Is flexible and able to adapt styles to deliver results. Is comfortable with ambiguity. 

Execution: Can demonstrate a proven ability to deliver on programs and projects. Is a self-starter with a can-do attitude.

Empathy: Is personable, authentic and emotionally aware. 

Influencing: Is an excellent communicator. Has strong interpersonal skills and builds lasting relationships. Can influence and persuade others through a range of techniques.

Shares our values: Is ambitious, innovative and demonstrates integrity.

 

 

 

 

Qualifications:
Morgan Advanced Materials is an EEO/AA/M/W/D/V Employer - ind-1

 

Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions of this job. While performing the duties of this job, the employee is required to wear appropriate PPE to protect against occasionally exposure to moving mechanical parts, fumes, or airborne particles, and toxic caustic chemicals.  The noise level in the work environment is usually moderate.

 

Morgan is proud to offer its employees with the following:

Great opportunity with training provided for advancement.

Benefits start on first day of regular full-time employment.

Medical, Dental, Vision, 401K,

Vacation, Vacation, and Sick time

Salary range: $(phone number removed) to $(phone number removed) per year Plus 30% Bonus 

 

Individual must be a:

Citizen of the United States, or

Permanent resident alien of the United States, or

Protected individual as defined by 8 U.S.C. 1324b(a)(3)

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