Job Details

POSITION SUMMARY

This individual is responsible for CATCO's business development functions. The primary goal of this role is not to grow personal sales, but to grow the quality and quantity of A-Player sales people and agents. Coaching and mentoring is the primary duty. As the leader of the business development team (BD), it is expected that the Vice President of Business Development (VPBD) will be a leader in the continuous development of CATCO's strategic plan, staff, capabilities and product portfolio to meet CATCO's financial objectives focusing on EBIT, not revenue. This should be accomplished by buying in from Christy's executive management while adhering to The Christy Way. The VPBD must meet the requirements of Christy's "A Player" definition.

Reports to: Business President

Direct Reports: Business Development Team; Sales Agents; Distributors

POSITION DETAILS

Staff Development

• The person filling this role will not be successful unless the BD is staffed, developed and managed in keeping with CIH's "A" player definition. Bimonthly 1:1s with staff are required.
• BD staff are to focus on and drive margins, not revenue. Compensation will be EBIT-based.
• Ensure all BD staff are proficient in the use of a proven sales method.

Strategic Planning

• Key contributor to Christy's Rockefeller Habits-based strategic planning process.
• Identifies new opportunities through customer visits, trade shows and studying competitors.

Reporting

• Provides management with effective forward-looking dashboards and problem-solving solutions.

Budget & Forecasting

• Provides the president with an annual sales and margin forecast and personnel budget.
• Updates the sales and margin forecast quarterly.

Other

• Use company travel and entertainment funds in line with company policies.
• 50% travel may be required.
• Spending authority is limited to $5,000 without authorization.
• Must be authorized to be employed in the United States, possess and retain a valid automobile driver's license and have a valid passport for international travel.
• Must pass a background check and substance abuse screening if not already employed by CIH.
• Must agree to comply with and enforce company policies in the Employee Handbook.
• Should have a general love of learning and continuous self-improvement.
• Ensures customers are fully qualified before staff spends time and money developing them.

EDUCATION & EXPERIENCE

• B.A. or B.S. or higher degree.
• Relevant experience and/or a technical background is desired to evaluate opportunities.
• Has the ability to take a concept from the drawing board and implement it into practice.

Personality

• Has a passion for coaching and mentoring and enjoys seeing subordinates succeed.
• Knows what personal and professional success looks like for each member of the BD team and how to connect it with success for the company.
• Has superior critical thinking skills, personality traits, and common sense and makes timely decisions.
• Plans for and takes action based upon needs at least one to two years into the future.
• Exhibits an outgoing personality to interact with suppliers and customers.
• Possesses flexibility in dealing with cultures and practices encountered in a global environment.

Relationships

• Must challenge and be the president's trusted confidence/critic and offset their weaknesses.
• Inspires confidence and trust in their staff.
• Must be a master at screening, selecting, coaching and evaluating "A" level people.
• Delegates to challenge and maximize strengths rather than expose weaknesses.
• Willing to fire non-performing personnel or those that violate The Christy Way.
• Fills in for absent direct reports.

Company Description:

Christy Catalytics, LLC focuses on sales of inert support media, mass transfer components, and refractory shapes to the global natural gas processing, petroleum refining, petrochemicals, chemicals, and metallurgical markets. CATCO has sales to over 40 countries and counts as current customers some of the world's largest companies including ExxonMobil, Saudi Aramco, Phillips 66, BASF, and many more. CATCO is part of Christy Industrial Holdings, which provides industrial and ceramic products and services to the industry with customers in over 40 countries. The company's roots date to its founding by the Christy family in 1922.

A Player Definition:

Christy defines an "A" Player as someone who more than pays for themselves within one year of employment. Their attitudes, behaviors, and performance are models of The Christy Way. They are highly coachable, intellectually curious, and a lifelong learner. They are a pleasure to work with but are not afraid to express their opinions and confront issues head-on constructively. They are not afraid to admit when they are wrong. They not only meet the requirements of the position description they were hired for, but also bring new opportunities for efficiency, technology, products, markets, and/or sales to Christy and can expand their capabilities to grow alongside Christy.