Commercial Development Manager

Fiber Bond Operating LLC Blocksom & Co.

JOB DESCRIPTION: Commercial Development Manager

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EXEMPT: No DEPARTMENT: Sales

RELOCATION BENEFITS: No. On-site, hybrid, or fully remote options.

SALARY RANGE: $00,000 - $00,000 Performance Incentives Profit Sharing

HOURS OF WORK: 8:00 a.m. ‑ 4:30 p.m.

REPORTS TO: Director of Sales & Marketing

PREPARED BY: Eric Pearman DATE: 2026-09-11

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Commercial Development Manager

Position Summary

The Commercial Development Manager is responsible for developing and executing a sales plan for assigned markets, product categories, accounts, and commercial opportunities across Fiber Bond Operating LLC and Blocksom & Company. The Organization produces nonwoven textiles and related materials to serve a diverse array of commercial and government applications across many industries.

Reporting to the Director of Sales & Marketing, this position develops new business, retains and grows existing accounts, manages channel relationships, and achieves profitable sales objectives. The Commercial Development Manager also provides trade account and market insights, and supports selected marketing activities.

The position works closely with Product Management, R&D, Operations, Customer Service, QA/QC, and Marketing to align trade account needs and commercial opportunities with Organization capabilities.

Essential Duties and Responsibilities

Sales and Business Growth

• Achieve assigned revenue, margin, new business, and account growth objectives.
• Identify, qualify, develop, and secure new business through direct prospecting, referrals, networking, industry events, market research, and other appropriate methods.
• Manage assigned trade accounts, prospects, markets, product categories, and channel partners.
• Maintain a qualified sales pipeline sufficient to support growth objectives.
• Prioritize sales activity based on account potential, profitability, strategic value, and probability of success.
• Provide accurate and timely forecasts, account updates, and opportunity assessments.
• Prompt, effective handling of, and follow-up on, marketing-generated leads.

Trade Account Management

• Build and maintain strong relationships with existing trade accounts.
• Identify opportunities to increase sales, expand product participation, recover lost business, and improve retention.
• Develop plans for strategic, high-potential, at-risk, and underpenetrated accounts.
• Understand product applications, purchasing requirements, decision-making processes, competitive alternatives, and business objectives within accounts.
• Respond promptly to account needs and maintain ownership of stakeholder communication.
• Coordinate internal resources to resolve account issues and advance opportunities.
• Communicate account requirements, forecasts, timing, technical needs, and commercial priorities clearly and accurately.
• Ensure commitments to trade accounts align with Organization policies, operational capabilities, product specifications, and strategic objectives.
• Participate in resolving delivery, quality, technical, credit, and service issues.
• Represent the Organization with professionalism, integrity, responsiveness, and technical credibility.
• Maintain appropriate confidentiality regarding trade account and Organization information.

Product and Application Selling

• Develop working knowledge of the Fiber Bond and Blocksom products, manufacturing capabilities, markets, applications, and value proposition.
• Understand trade account requirements and recommend appropriate products, services, or development activity.
• Communicate the value of the Organization’s products, technical expertise, service, logistics, and responsiveness.
• Coordinate technical review, sampling, testing, qualification, and product development with the appropriate internal departments.
• Make commitments to accounts and prospects only within established authority

Channel Development

• Develop productive relationships with distributors, representatives, OEMs, converters, private-label partners, fabricators, and other channel participants.
• Support channel partners through product education, joint customer activity, lead follow-up, and opportunity development.
• Evaluate channel coverage, engagement, growth potential, and competitive alignment.
• Identify channel conflicts, coverage gaps, and partnership opportunities and communicate recommendations to the Director of Sales & Marketing.

Pricing and Profitability

• Support sustainable growth by considering price, product mix, manufacturing requirements, freight, payment terms, and cost-to-serve when selecting opportunities to pursue.
• Provide competitive information, account feedback, and market intelligence to support pricing decisions.
• Prepare or coordinate quotations in accordance with Organization policies.
• Negotiate within authorized parameters and obtain approval for exceptions, concessions, or unusual terms.
• Identify business that may require revised pricing, terms, service levels, or strategic review.

Pipeline, CRM, and Reporting

• Maintain accurate and timely customer, prospect, activity, and opportunity information in the Organization’s designated systems.
• Document next steps, opportunity value, timing, probability, competitive position, and internal support requirements.
• Participate in pipeline reviews, account strategy discussions, forecasting, sales meetings, and performance evaluations.
• Use available data to evaluate sales performance and improve effectiveness.

Commercial Planning

• Develop and execute an annual sales and business development plan for assigned areas of responsibility.
• Establish target accounts, growth priorities, channel strategies, activity plans, and performance objectives.
• Evaluate sales performance, market conditions, competitive activity, and pipeline development and periodically adjust the plan as needed.
• Present progress, risks, opportunities, and recommendations to the Director of Sales & Marketing.

Market and Marketing Support

• Monitor account needs, competitor activity, channel developments, regulatory changes, and market trends.
• Provide market insights to Sales, Marketing, Product Management, R&D, and Operations.
• Identify opportunities for new products, applications, services, and market expansion.
• Contribute to sales literature, presentations, website content, email communications, case studies, customer success stories, social media, and other commercial materials.
• Represent Fiber Bond and Blocksom at trade shows, account events, product demonstrations, webinars, photography, video, and related promotional activities.

Safety

• Follow Organization and trade account safety policies while working at Organization facilities, customer locations, trade events, and other business sites.
• Promptly report unsafe conditions, incidents, and concerns.

Qualifications

Required Knowledge, Skills, and Abilities

• The ability and willingness to create, advance, and close new business through proactive outreach.
• Demonstrated success achieving sales objectives in an outside-sales, business development, market development, or a related commercial role.
• Sales and market planning, account management.
• Consultative and value-based selling.
• Pipeline management, forecasting, negotiation, and pricing discipline.
• Channel development and customer relationship management.
• Market research and competitive analysis.
• Ability to understand and communicate technical products and applications.
• Strong organizational, analytical, presentation, written, and interpersonal skills.
• Ability to manage multiple priorities and work effectively with limited supervision.
• Sound judgment regarding customer commitments, pricing, confidentiality, and escalation.
• Proficiency with Microsoft Office 365 applications, particularly Outlook, Excel, Word, and PowerPoint
• Experience with CRM platforms, ERP systems, and business reporting tools.
• English language proficiency.

· Able to perform all essential functions for a full scheduled shift (8-12 hours).

Preferred Education, Experience, Skills

• Bachelor’s degree in Business, Marketing, Engineering, or a related discipline; or an equivalent combination of education and relevant experience.
• Experience developing new business in industrial manufacturing, air filtration, HVAC, engineered materials, building products, technical textiles, or other technical B2B markets strongly preferred.
• Experience selling through distributors, OEMs, converters, private-label partners, or related channels.
• Language proficiency in addition to English, particularly Spanish, preferred.

Travel and Work Requirements

• Intermittent travel, up to 25%, in support of assigned customers, markets, and business development activities. Overnight and air travel required. Occasional international travel, primarily Canada and/or Mexico, may be necessary.
• Travel to customer facilities, Company locations, trade shows/conferences, and industry events.
• Valid driver’s license and acceptable driving record.
• Ability to work from Organization facilities, a home office, customer locations, and while traveling.
• Occasional work outside normal business hours due to travel, customer schedules, or events.
• Communicate and coordinate travel plans with Director of Sales & Marketing
• Report expenses according to Organization guidelines.

Performance Expectations

Success in this position will be measured by:

• Sales, pipeline, and activities.
• Achievement of sales and margin objectives.
• New customer acquisition.
• Existing account growth and retention.
• Effective commercial planning and execution.
• Pipeline quality and forecasting accuracy.
• Consistent sales activity and market/account coverage.
• CRM and reporting discipline.
• Customer satisfaction and responsiveness.
• Channel development.
• Market and competitive insight.
• Cross-functional collaboration.
• Support of marketing initiatives.

NOTE: Management retains the discretion to add to or otherwise change the duties of this position at any time.

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Work Location: Hybrid remote in Michigan City, IN 46360

Salary : $62,925 - $106,215