Commercial Director

Company Description

Harsco Environmental is 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. We also have developed a range of by-products for specialized applications across industry, construction and agriculture, which utilize Harsco’s expertise in mineral materials.

Job Description

POSITION SUMMARY

Responsible for the sales and marketing and business growth of Harsco Environmental North America Region, through new and existing clients and markets. Assist in special projects as required.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Responsible for all Product Sales and Commercial related positions including: Sales Representatives (slag) and Business Development Managers.
• Maintain knowledge of Harsco product and service portfolio, innovations and value proposition
• Establish a customer-first sales culture in the region, based on positive long-term relationships with customer decision makers and influencers
• Understand the needs of current and potential customers to ensure that Harsco meets these needs
• 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 (expansion with existing customers, business development with new customers)
• Increase current business revenue / profit and identify and secure new revenue stream opportunities
• Actively manage existing accounts to maintain a high degree of customer satisfaction
• Actively capture and learn from lessons on ‘why we win and why we lose’
• Drive the identification of cross-selling and ad hoc opportunities with existing clients
• Lead the negotiation process on new long-term service contracts, ensuring CapEx and OpEx returns are both attractive for the clients and commercially worthwhile for Harsco
• Ensure proactivity and professionalism in marketing the Harsco business brand across [insert Region] and securing high value contracts in the region
• Ensure that communications and interaction with clients are managed to the highest professional standards
• Lead the preparation of bids and set agreed timescales ensuring ROI and value are maximized throughout new contracts
• Collaborate and coordinate with diverse teams including Bid & Contract, Operations, Innovation
• Participate in and support global business development strategies as needed
• Monitor performance of commercial activities using key metrics and prepare reports for senior management

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1. Basic Qualifications:

• Education
  • Bachelor’s degree from college or university or equivalent business experience
• Experience
  • 10 plus years’ experience in business development, with a proven track record of success and/or selling large signature multi-million-dollar projects.
  • 5 plus years’ experience in staff leadership and development, focus on business opportunities, negotiations, full life-cycle sales, proposals, and customer relations and retention.

1. Preferred Qualifications:

• Education or Experience
  • Master’s degree business, sales, or marketing
• Interpersonal Skills
  • Exceptional interpersonal communication and relationship-building skills
  • Exceptional presentation, project planning skills, delivery execution and oral and written communication skills
  • Positive, supportive team attitude, generating a high degree of respect and trust from all levels of the organization and customers
  • Self-driven, committed and pragmatic; not motivated by achieving status and personal standing
  • Versatile and agile, able to adapt quickly to changing environments, people and business demands
  • Action-oriented with a proactive, tenacious, customer-first approach
• Technical Skills
  • Solid knowledge and experience in steel manufacturing with an establ