Sales/Purchasing Manager

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Located in Cambridge, ON

Salary: $100K to $160K

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.

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