Sales Manager - Building Solutions

The Company Imerys is the world's leading supplier of mineral-based specialty solutions for the industry with €3.8 billion in revenue and 13,700 employees in 54 countries in 2023. The Group offers high value-added and functional solutions to a wide range of industries and fast-growing markets such as solutions for the energy transition and sustainable construction, as well as natural solutions for consumer goods. Imerys draws on its understanding of applications, technological knowledge, and expertise in material science to deliver solutions which contribute essential properties to customers' products and their performance. As part of its commitment to responsible development, Imerys promotes environmentally friendly products and processes in addition to supporting its customers in their decarbonization efforts. The Position Sales Manager - Building Solutions Job Summary As a Sales Manager, for your perimeter (USA, Canada, and Mexico), your role is to: • Manage and lead the commercial activities • Global Key Account and Local Key Account Management • Coordinate the technical support activity • Take charge of the management of customers and prospects of the customer portfolio for which you are responsible • Be responsible for the commercial development and the profitability of the activity on all the markets present in your area • Drive business & market development with lead and opportunity generation • Participate in the development of the commercial strategy for your perimeter • Understand the market dynamics and the related stakeholders (asset owners, contractors, engineers) • Act as an ambassador, representing the company externally at customer events and lobbying at national associations JOB SCOPE / DIMENSIONS REVENUE MANAGEMENT • Volumes • Revenues • Prices • Price effect CASH MANAGEMENT • DSO (Days Sales Outstanding) • Payment terms CUSTOMER CENTRICITY • Voice of the customers • Complaint management NEW BUSINESS GENERATION • New products & services • New leads & opportunities • Conversion rate • Technical promotion • Customer needs SCOPE • Number of customers • Geographical zones • % of travel time: up to 50% KEY TASKS & RESPONSIBILITIES Hygiene Safety Environment missions: Ensure compliance with safety rules, and educate teams on preventive measures to achieve our safety objectives Commercial strategy: development, execution & monitoring: • Participate in the development of the annual sales plan/ budget forecast and mid-term plan for your perimeter • Direct sales forecasting activities and set performance goals accordingly • Execute the commercial roadmaps developed for your segment, products and geography • Analyze sales trends/preparation of reports for management/advise on the business • Review and analyze performances against programs, quotes and plans to determine effectiveness • Support the Global Key Account Manager or Sales directors for some large accounts, including but not limited to: negotiating short term and long term contracts, Identify growth/ profitability improvement opportunities (using CRM opportunity management functionality) and advance the relationships with customers in order to fully capture these • Ensure business is servicing existing customer base at (or surpassing) expectations and developing new growth opportunities in each circuit and market segment • Develop plans and strategies for developing new commercial opportunities and achieving the sales goals with strong ability to build both internal and external relationships • General account management for medium and smaller accounts • Make value selling and apply the pricing policy through negotiation • Establish and nurture relationship with assigned customers (management, purchasing, R&D) • Identify sales development targets, elaborate and implement appropriate development strategy • Ensure forecast accuracy and jointly manage customer relationship with Customer Service Team • Construction Sustainability roadmap deployment Sales Development : • Raise customers' objections along the opportunity process • Identify market opportunities with existing products to optimize value proposition • Business Development: identifies the right opportunities for organic growth through discussions • Support marketing initiatives such as market studies, benchmarking analysis of Imerys and competitors' products, alternative technologies offering and positioning Operations / Supply Chain • Cooperate with the supply chain team and provide forecasts • Respond to customers on significant quality issues (outside packaging, logistics or pure specifications problems) and communicate on causes and possible solutions • Liaise with Supply chain / operations / quality managers on solution identification and implementation Travel: Within the specified perimeter of management or for specific training sessions in Europe as required JOB SPECIFICATIONS • Bachelor's Degree in Engineering or Business related field or equivalent experience • Minimum 8 years experienced as a sales person • Previous experience with Key Account Management a strong plus • Proven track record sales & account Management • Building market knowledge is a plus • Building Industry technical background is required • Business acumen and Technical appetite • Customer oriented, enable to build up strong relationships internally & externally • Able to work with a variety of stakeholders across a business • Good communication skills with customers one on one and at Tradeshows / Events • Strong interpersonal and communication (including negotiation) skills; value-added solution selling • Ability to positively influence others w/o direct reporting lines • Proven leadership and motivational skills to achieve expected results in a multicultural environment • Advanced problem solving skills • Strategic thinking, result oriented, concern for impact • Highly motivated and resourceful self-motivator • Taste for challenges - entrepreneurial mentality • Strong multi-tasking and time management skills • Active customer listening • Ability to use common IT tools (Excel, Word, G-Suite) • Salesforce skills would be an advantage • Mandatory use of English (technical and commercial) • Regular and weekly trips (up to 50% travel) • Driving license required Position Type Full time and Permanent Only technical issues will be monitored through the below inbox: recruiting.support@ PLEASE DO NOT SUBMIT RESUMES OR APPLICATIONS TO THIS EMAIL, AS THEY WILL NOT BE REVIEWED. To ensure fairness and legal compliance in our recruitment processes, only applications received through the online application process will be considered. IMERYS is an Affirmative Action and Equal Opportunity Employer and it is our policy to not discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, genetic information, disability, veteran status, or any other status protected by federal, state or local laws.

Created: 2024-10-22