Distribution and Commercial Development Director

The Company Imerys is the world’s leading supplier of mineral-based specialty solutions for the industry with €3.8 billion in revenue and 13,700 employees in 54 countries in 2023. The Group offers high value-added and functional solutions to a wide range of industries and fast-growing markets such as solutions for the energy transition and sustainable construction, as well as natural solutions for consumer goods. Imerys draws on its understanding of applications, technological knowledge, and expertise in material science to deliver solutions which contribute essential properties to customers’ products and their performance. As part of its commitment to responsible development, Imerys promotes environmentally friendly products and processes in addition to supporting its customers in their decarbonization efforts.

The Position

Distribution and Commercial Development Director

Job Summary

Based in Roswell, GA and reporting to PRBP Market VP, the Distribution & Commercial development director leads the efforts to drive distribution channel strategy and implementation (perimeter of about $40MM) as well as the commercial development strategy and implementation across PMA minerals. He/She will lead the team to drive revenue growth, optimise channel performance, and expand market share across the Americas. He/She will be responsible for identifying, pursuing, and securing new business opportunities for the paints, rubber, polymers and building products markets.

Distribution

• Execute and adjust as needed distribution strategy aligned with PMA KEY objectives, circuits/ops priorities and market trends.
• Constantly analyse channel partners performances by segment, aligning their support structure to Imerys PMA business needs and priorities, plan ahead of time for changes based on market environment/channel partners performances
• Lead and mentor the distribution team, fostering a high-performance culture.
• Establish and maintain strategic partnerships with key distributors, negotiating contracts and joint business plans.
• Identify and implement growth strategy plans to execute with distribution channel partners.
• Oversee the development and execution of channel products/marketing strategies, working closely with PMs and marketing team.
• Develop and monitor KPIs for distribution performance, presenting regular reports to the management. Report to leadership strategy, distribution roadmap and short and long term strategy and changes if needed.
• Oversee budget planning and financial performance of the distribution channels, identifying areas for revenue growth and cost optimization.
• Spearhead sustainability initiatives within the distribution network, aligning with corporate ESG goals.
• Develop and implement strategies to expand market share in key segments through effective distribution channel management.
• Collaborate with S&T to ensure alignment between product development roadmaps and distribution capabilities.

Commercial development

• Lead the commercial development efforts for PRBP across minerals, prioritisation of pipeline of opportunities and transition to sales team to ensure ownership and accountability are clear.
• Lead and mentor the commercial development team, fostering a high-performance culture. Accountable for team performances and deliverables.
• Work hand to hand with the sales directors, their teams and the export sales manager to grow our sales with focus on specialty minerals (Mica, wollastonite, Calcined kaolins) into new markets or new applications.
• Work close to PMs to make sure the opportunities growth pipeline ties with our mine to market strategy and we are promoting circuits that we want to grow with the right level of profitability
• Conduct thorough needs analysis and understand unmet needs of our customers. Collaborate with internal teams, through our NPD process, to develop tailored solutions that address clients’ specific needs.
• Leverage various channels, including networking events, industry conferences, online platforms, and referrals, to generate leads and build a strong pipeline of potential opportunities. Proactively engage prospects to initiate business discussions.
• Establish and maintain strong relationships with key decision-makers and stakeholders at client organisations. Understand their goals, pain points, and strategic objectives to position our contract manufacturing solutions effectively.

Qualifications

• Bachelor’s degree in Business Administration, Engineering, or related field
• Minimum 15 years of experience in sales, distribution management, or channel strategy, preferably in minerals or raw material/chemical sales
• Proven track record in developing and executing successful distribution strategies
• Strong leadership and executive-level influence skills
• Excellent analytical and strategic thinking capabilities
• Well-established professional network within relevant industries
• Strong communication and presentation skills
• Ability to analyze market trends and develop effective growth strategies
• Collaborative approach and ability to work in cross-functional teams
• Willingness to travel up to 40% of the time, including international travel

Position Type

Full time

and

Permanent

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IMERYS is an Affirmative Action and Equal Opportunity Employer and it is our policy to not discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, genetic information, disability, veteran status, or any other status protected by federal, state or local laws.