We are looking for an experienced and motivated Commercial Lead in Material Science to lead a high-performing sales team and drive growth through new customer acquisition, strategic account management and supplier portfolio management.
As Commercial Lead, Material Science New Zealand, reporting to the Director Material Science ANZ, you will drive growth and sales across New Zealand. This is a hybrid commercial role, and you will directly manage key customer accounts while leading the development, performance and growth of assigned supplier portfolios. You will shape and execute the commercial strategy, build a strong sales pipeline, and ensure the team consistently exceeds its targets. You will lead by example, providing mentorship and coaching to develop the team’s sales skills and capabilities while fostering a competitive, collaborative and results-driven culture.
This role demands a strong sales focus, commercial savviness, leadership skills, and the ability to inspire a team to achieve ambitious sales targets.
Key Responsibilities:
Sales Leadership: Lead and motivate the New Zealand Material Science sales team to meet and exceed sales targets, driving both new customer acquisition and increasing revenue from existing accounts.
Team Management: Manage, coach, and develop the sales team to maximize performance. Set clear sales objectives, provide ongoing feedback, and ensure that the team has the skills and support needed to succeed.
Sales Strategy & Execution: Develop and execute a sales strategy that aligns with Material Science category growth objectives. Continuously evaluate market opportunities and ensure the team is positioned to capitalize on them.
New Business Development: Identify and pursue new high value business opportunities, leading your team to target potential customers and expand the company’s market share & presence in NZ.
Key Account Management: Take direct ownership of selected accounts, developing account plans, strengthening senior customer relationships, identifying growth opportunities and expanding share of wallet while maintaining high levels of customer satisfaction.
Supplier Portfolio Management: Own and develop assigned supplier portfolios, including commercial planning, product and market positioning, pipeline development, performance analysis, forecasting and reporting. Lead relationships with exclusive New Zealand suppliers and support Material Science management with ANZ supplier relationships and portfolio development as required.
Performance Monitoring: Track team performance against sales targets and KPIs, taking corrective actions when necessary to ensure goals are met or exceeded.
Collaboration: Ensure strong collaboration and team culture with the broader Australian Material Science team. Work closely with internal departments such as supply chain and finance to ensure a seamless customer experience and to drive product alignment with market needs.
Forecasting & Reporting: Oversee sales forecasting and pipeline management, ensuring accurate and timely reporting on team performance, market conditions, and sales opportunities.
Training & Development: Provide ongoing training, mentorship, and coaching to help team members improve their sales skills, product knowledge, and customer engagement capabilities.
Position Requirements & Key Abilities
Extensive experience in sales leadership and key account management within the material science (preferably in distribution), with a proven track record of driving sales growth, expanding market share and leading teams to consistently exceed targets.
Experience managing supplier or product portfolios—including portfolio strategy, performance analysis, pipeline development, forecasting and supplier engagement—is required. Technical experience within the material science market segments is preferable, but not essential.
A bachelor’s degree in science, chemistry, chemical engineering or related field.
Strong experience in managing and developing sales teams, with the ability to inspire, motivate, and lead by example.
Expertise in developing and implementing sales strategies that drive business growth, including experience in new customer acquisition and expanding share of wallet within existing accounts.
Commercially savvy with a strong understanding of sales metrics, P&L, and the ability to manage forecasts, pipelines, and budgets.
Excellent communication and presentation skills, with the ability to influence stakeholders at all levels and inspire your team to deliver results.
Ability to analyse market trends, identify obstacles, and find creative solutions to drive business success.
Customer Focus: A customer-centric mindset with the ability to build lasting relationships and address customer needs proactively.
Tools: Proficiency in MS Office and CRM software.