Saint-Gobain Norpro – Global Sales Manager

client success story

Download the Pdf

COMPANY OVERVIEW

  • Headquartered in Stow, Ohio
  • 500+ Employees Globally
  • Subsidiary of Saint-Gobain
  • Established 1990
  • Estimated $120+ Million in Revenue

Saint-Gobain NorPro’s advanced ceramic technologies span well over 100 years with well-known solutions for fixed bed reactor processing and heat & mass transfer applications. They are the leading supplier of custom catalyst carriers, bed topping media, support media, mass transfer media, and support assemblies, and regenerative thermal oxidation packings.

Many of their brands dominate the industry, from their Denstone® bed support and MacroTrap® guard bed media, to their recognized Aludur® and Proware™ ceramic formulation materials and their newer Accu® spheres catalyst carrier product line. 90% of their catalyst carriers are co-developed with customers from an impressive range of materials ranging from alumina to zirconia.

Saint-Gobain NorPro’s core competency is mastering ceramic materials in combination with precision manufacturing capabilities and techniques. Their commitment to quality and the environment is evidenced by the fact that all of their sites maintain an Integrated Management System (they call it “NIMS” for NorPro Integrated Management System) that is fully compliant with the requirements of ISO 9001 (Quality) and ISO 14001 (Environment).

THE CHALLENGE

Building on the successful completion of a difficult and highly-specific Research and Development role for Saint-Gobain NorPro, they came back to Ropella for a new Global Sales Manager role as a priority. The candidates for this position would be expected to possess at least a Bachelor of Science Degree in Engineering or Chemistry and have 8+ years of sales experience in catalyst carrier or closely related technologies.

THE SOLUTION
Through the execution of Ropella’s proprietary SMART Search System®, a search was conducted to uncover, engage, recruit, and assess a group of best-in-class Global Sales Managers. These candidates had a proven track record of sales success (requiring long-term relationships in selling and co-developing projects) and had demonstrated strong communication and interpersonal skills to be able to interface with both upper management and R&D level customers. With their strong understanding of chemistry, chemical processes, and the chemical market, these candidates fit within the qualifications necessary for Saint-Gobain NorPro’s Global Sales Manager.

DELIVERABLES
OPPORTUNITY MARKETING PIECE
Custom-created for Saint-Gobain NorPro, the Opportunity Marketing Piece was used to attract passive (employed and not looking) candidates from a select group of highly-targeted companies. The Opportunity Marketing Piece enabled Ropella’s Executive Search Consultants to present a world-class overview of Saint-Gobain NorPro, the unique challenges facing the new Global Sales Manager, and the incredible opportunity to join a rapidly growing leading manufacturer.

Download

DELIVERABLES
SKILL SURVEY
This custom-created Skill Survey equipped Ropella’s Executive Search Consultants to effectively gather information from a large pool of candidates. This step was critical to identify and select the most qualified A-players for final submission.

Download

DELIVERABLES
SCORECARD
Ropella thoughtfully scored all candidates during the screening and interview process, using a custom-created Scorecard. These scores determined each candidate’s skills and experience, cultural dynamic, management style, compensation, relocation fit, and other attributes.

Download

DELIVERABLES
COMPENSATION COMPARISON CALCULATOR

Ropella’s proprietary Compensation Comparison Calculator compiles a variety of complex compensation factors into a concise Offer Strategy Summary, thereby ensuring that clients don’t lose the perfect candidate to ineffective “negotiations” and/or a current employer counteroffer or other “competing” offers.

Our supporting Offer & Acceptance tools help transformational leaders determine (without the risk of overpaying) what it takes to get to parity “a wash,” versus an acceptable total offer package that will result in a prompt and firm “yes!”

Download

Results Delivered

Ropella identified and engaged with 110+ prospects on behalf of Saint-Gobain NorPro. From there, Ropella submitted 5 candidates, 4 of whom were interviewed.

5 Business Days
To Qualified Candidates
46 Business Days
Speed to Placement

After assessing and identifying final candidates, Saint-Gobain NorPro chose an expertly-matched candidate from Ropella to be their Global Sales Manager. The company utilized Ropella’s Compensation Comparison Calculator and supporting Offer Strategy Summary to create an appealing compensation package, which the candidate accepted. This person answers to the Global Commercial & Strategy Director and manages various levels and functions of inside and outside customers, product development enhancements, and anti-counterfeit security features.

Download Client Success Story