Located in Cambridge, ON
Pay: $100K to $160K
Job Full Description
Sales/Purchasing Manager — Plastics Compounding Facility
Role overview
Lead commercial growth for a plastics compounding facility by owning territory strategy, developing customer relationships across a wide range of processors and distributors. Forecast and drive revenue and margin while ensuring product quality, on‑time delivery, and regulatory/compliance alignment. Work with existing vendors and develop new sources to reduce costs, improve products and expand product offerings.
Key responsibilities
- Strategy & planning: Assume an already established customer base and account plan that targets end markets (construction, automotive, consumer goods, medical, industrial, etc.), sets revenue and margin goals, and prioritizes strategic customers.
- New business development: Identify and qualify new accounts, convert RFPs/tenders, develop technical proposals with R&D and technical service, and close new business.
- Account management: Own key accounts end-to-end — pricing, forecasts, volume commitments, order cadence, and complaint resolution; grow share with existing customers.
- Cross-functional collaboration: Work closely with production, quality, R&D, logistics, and regulatory teams to align formulations, lead times, sample programs, qualification trials, and supply terms.
- Technical selling: Present compound benefits (mechanical, thermal, additive packages, cost-in-use), support lab trials, and coordinate technical service visits and problem-solving at customer sites.
- Pricing & contract negotiation: Develop commercial offers, negotiate supply agreements, MOQ, lead-time SLAs, and pass-through clauses for raw-material cost volatility. Develop new vendors and find backup supply sources
- Forecasting & reporting: Maintain CRM pipeline, produce yearly forecasts, monitor KPIs (sales, margin, on‑time delivery, new accounts), and participate in Monthly Leadership Meetings with group companies (Teams)
- Team leadership (as applicable): Hire, coach, and manage sales representatives or technical sales representatives set targets, run performance reviews, and lead training.
- Market intelligence & product input: Gather competitive insights, raw material trends, and customer needs to inform product development, pricing levels, capacity planning etc.
- Compliance & safety: Ensure all customer interactions and product claims follow regulatory, environmental, and safety guidelines.
- Application Based Product Development: Help with formulation of products in order to develop a compound to meet the customers requirements.
- Marketing Plan: Develop a website to draw in new customers. Attend or exhibit at industry trade shows. Determine best options to pursue new markets and applications.
Required qualifications
- Experience: 5+ years B2B technical sales in plastics, polymers, or materials; experience selling compounded resins, masterbatches, or additives preferred. Proven record closing complex, volume-based contracts.
- Travel: Valid driver’s license and willingness to travel regionally/nationally/ internationally to customer and group plant sites. Provide own vehicle and receive mileage.
- Technical aptitude: Comfortable discussing polymer properties, processing (extrusion, injection molding, blow molding), and formulation tradeoffs.
Core skills and competencies
- Commercial acumen: Territory planning, pipeline management, margin focus, and contract negotiation.
- Technical communication: Ability to translate formulation and processing benefits into customer value and cost-in-use.
- Relationship building: Trusted advisor with procurement, engineering, and R&D contacts.
- Cross-functional teamwork: Coordinate effectively with inside sales team, operations, QA/QC, R&D, and supply chain.
- Analytical: Forecasting, pricing models, cost pass-through analysis, and KPI-driven decision making.
- Leadership: Coaching, recruiting, and performance management (for direct‑report roles).
Typical KPIs
- Revenue growth (territory and account level).
- Gross margin / contribution on new and existing contracts.
- New account wins and strategic customer conversions.
- Order fill rate / on‑time delivery for managed accounts.
- Customer retention / churn and average order value.
- Lead-to-close cycle time and pipeline health.
Compensation
- Structure: Competitive salary + bonus tied to revenue, margin, and strategic KPIs.
- Perks: Vehicle mileage / food and entertainment reimbursement, benefits (medical/dental), retirement plan, professional development, and performance bonuses.
Cambridge, ON
2059
900 Jamieson Parkway
Unit B
Cambridge, ON N3C 4N6
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