What are the responsibilities and job description for the Commercial Director position at Enviri?
Harsco Environmental Overview
We are the premier provider of material processing and environmental services to the global steel and metals industries. Our onsite mill services and resource recovery services offer sustainable solutions that maximize environmental benefit and return valuable raw material into production.
Our company has developed a range of by-products for specialized applications across industry, construction and agriculture, which utilize our expertise in mineral materials.
Sales and Marketing Leader Position Summary
This position is responsible for driving business growth through new and existing clients and markets in the North America Region. The successful candidate will lead special projects as required.
Key Responsibilities
- Lead all product sales and commercial related positions including Sales Representatives and Business Development Managers.
- Maintain knowledge of Harsco's product and service portfolio, innovations, and value proposition.
- Establish a customer-first sales culture based on positive long-term relationships with customer decision makers and influencers.
- Understand customer needs to ensure Harsco meets these requirements.
- Develop and implement commercial strategies according to company goals and objectives, aiming to accelerate growth in North America.
- Create a sales plan with goals for the year and specific activities for relevant periods.
- Conduct market research and analysis to create detailed business plans on commercial opportunities.
- Increase current business revenue/profit and identify and secure new revenue stream opportunities.
- Actively manage existing accounts to maintain high customer satisfaction.
- Identify cross-selling and ad hoc opportunities with existing clients.
- Lead the negotiation process on new long-term service contracts, ensuring attractive returns for both clients and Harsco.
- Ensure proactivity and professionalism in marketing the Harsco business brand and securing high-value contracts.
- Communicate with clients to the highest professional standards.
- Prepare bids and set agreed timescales to maximize ROI and value.
- Collaborate with diverse teams including Bid & Contract, Operations, and Innovation.
- Participate in and support global business development strategies as needed.
- Monitor commercial performance using key metrics and prepare reports for senior management.
Requirements
- Basic Qualifications:
- Education: Bachelor's degree from a college or university or equivalent business experience.
- Experience: 10 years in business development with a proven track record of success and/or selling large signature multi-million-dollar projects, and 5 years in staff leadership and development, focusing on business opportunities, negotiations, full life-cycle sales, proposals, and customer relations and retention.
- Preferred Qualifications:
- Education or Experience: Master's degree in business, sales, or marketing.
- Interpersonal Skills: Exceptional interpersonal communication and relationship-building skills, exceptional presentation and project planning skills, delivery execution, oral and written communication skills, positive team attitude, self-driven, committed, and pragmatic.
- Technical Skills: Solid knowledge and experience in steel manufacturing with an established network of relationships in the steel industry.
- Strong strategic capabilities with proven ability to identify and prioritize opportunities that align with organizational objectives.
- Excellent knowledge of the tender/negotiation process, preferably with complex, long-term contracts.
- Ability to effectively plan and organize.
Travel Requirements
- Willingness and ability to travel domestically (up to 75% of time), internationally (up to 10% of time).
