Sales Manager, Manufacturing Solutions

The Sales Manager over our Manufacturing Solutions segment will be responsible for driving business growth by identifying, developing, and managing manufacturing opportunities where Dixie serves as an extension of the customer’s go-to-market and commercialization strategy. This role will develop relationships with prospective and existing customers, understand their manufacturing, processing, raw material, quality, and commercialization requirements, and work with internal resources to translate those needs into technical and commercially viable solutions using Dixie’s manufacturing capabilities. The candidate will also be responsible for managing and developing Dixie products that fall outside our main market segments. The ideal candidate combines specialty chemical knowledge and business development experience with the ability to understand customer manufacturing requirements, develop value propositions, coordinate cross-functional evaluations, and convert opportunities into profitable, long-term customer relationships.

Duties and Responsibilities: 

Sales & Business Development

• Develop and execute strategies to grow revenue within the Manufacturing Solutions segment.
• Identify, qualify, and pursue new business opportunities and expand existing relationships.
• Communicate to the customer, specific value propositions based on Dixie’s equipment, processing capabilities, raw material position, analytical capabilities, and supporting systems.
• Lead the commercial portion of opportunities from proposal, negotiation, and contract close.
• Prepare and deliver commercial proposals that clearly communicate project requirements, economics, and implementation considerations.
• Negotiate commercial terms and close opportunities that support customer objectives and Dixie’s profitability goals.
• Maintain an active pipeline and provide appropriate visibility into opportunity status, timing, risks, and next steps.

Account Management

• Develop and maintain strong relationships with customers’ technical, operations, procurement, commercial, and other key stakeholders.
• Serve as a primary commercial contact for Manufacturing Solutions accounts and projects.
• Understand customer manufacturing requirements, commercialization objectives, supply chain considerations, and business priorities.
• Conduct regular customer meetings and business reviews to assess performance, identify issues, and uncover additional opportunities.
• Identify opportunities to expand the relationship through additional products, processes, equipment capabilities, raw material solutions, or related manufacturing services.

Technical Consultation

• Work with customers to understand process requirements, product specifications, raw material needs, production volumes, quality requirements, and commercialization timelines.
• Partner with Dixie’s R&D, Engineering/Technology, Operations, Quality, EHS&Q, Procurement, and other functions to evaluate technical feasibility and customer requirements.
• Coordinate customer samples, qualification, testing, and commercialization activities as appropriate.
• Communicate technical considerations, project requirements, risks, and trade-offs in a manner that supports sound commercial decisions.
• Leverage Dixie’s analytical and R&D capabilities to support development, qualification, troubleshooting, and commercialization of customer opportunities.

Cross-Functional Collaboration

• Lead cross-functional coordination of Manufacturing Solution opportunities from initial evaluation through commercialization and ongoing account support.
• Partner with R&D and Technology to evaluate new products, processes, and customer requirements.
• Partner with Operations and Quality to assess manufacturing fit, production requirements, quality expectations, and ongoing performance.
• Engage Procurement and other internal functions to evaluate raw material availability, sourcing considerations, and supply requirements.
• Coordinate with EHS&Q and other functions early in the opportunity evaluation process to identify applicable requirements and support responsible commercialization.
• Share customer feedback, market intelligence, and opportunity requirements to support business and capability development.

Market Intelligence

• Monitor contract and customer manufacturing trends, specialty chemical markets, competitive activity, and customer outsourcing strategies.
• Identify market segments and customer applications where Dixie’s equipment, processing capabilities, raw material position, and supporting systems may create a competitive advantage.
• Conduct market and customer analysis to prioritize business development opportunities.
• Represent Dixie at relevant trade shows, conferences, customer meetings, and industry events.
• Develop and maintain an understanding of customer and market needs to support growth of the Custom Manufacturing segment.

Education and Experience:

• Bachelor’s degree in Chemistry, Chemical Engineering, Engineering, Business, or a related technical field.
• 5–10 years of relevant sales, technical sales, business development, contract manufacturing, toll manufacturing, specialty chemicals, or related industrial experience.
• Experience developing and managing complex B2B opportunities involving technical, operational, commercial, and customer stakeholder requirements.
• Experience selling or supporting manufacturing, processing, specialty chemical, or other technical solutions is strongly preferred.
• Proven track record of meeting or exceeding sales targets and developing profitable customer relationships.
• Working knowledge of chemical processing, manufacturing operations, raw materials, quality requirements, or commercialization processes.

Required Skills / Abilities:

• Ability to understand customer manufacturing and commercialization requirements and translate them into viable commercial solutions.
•  Strong business acumen with proven expertise in contract management, NDAs, manufacturing agreements, opportunity qualification, pipeline management, commercial negotiations, and deal execution. Ability to work effectively with technical and operational teams and communicate complex concepts to both technical and non-technical stakeholders.
• Highly driven, results-oriented, and skilled in challenging the status quo and identifying creative solutions.
• Excellent communication, negotiation, presentation, and relationship-management skills.
• Strong project coordination and follow-through skills with the ability to manage multiple customer opportunities and priorities.
• Comfortable working in a fast-paced environment with shifting priorities and extended sales cycles.

Competencies

• Commercial Acumen: Understand customer economics, value drivers, profitability, and commercial trade-offs.
• Technical & Manufacturing Understanding: Ability to understand chemical processing, manufacturing capabilities, raw materials, quality requirements, and customer application needs.
• Business Development: Ability to identify, qualify, develop, and close complex opportunities.
• Relationship Building: Build trusted, long-term relationships with customer and internal stakeholders.
• Cross-Functional Leadership: Effectively coordinate technical, operational, quality, procurement, and commercial resources without relying solely on direct authority.
• Problem-Solving: Identify customer needs, assess alternatives, and develop practical solutions.
• Adaptability: Effectively manage changing customer requirements, project timelines, and business priorities.

Work Environment and Physical Requirements:

• Prolonged periods of sitting while working at a computer.
• Travel required for client engagement and industry events.
• Must be able to adapt to and work effectively in a variety of work environments, including remote, office, and manufacturing settings.
• Must be able to effectively perform work in a remote office environment as well as in traditional office settings and open-concept workspaces.
• May require walking, standing, reaching, and occasional lifting, as applicable to the position.
• Occasional travel to company locations or other business-related sites as needed.
• Occasionally required to enter manufacturing or operational areas for training, observation, or business familiarization, during which the use of required personal protective equipment (PPE) is mandatory.