Sales Manager - Infrastructure, Australia, New Zealand

JOB SUMMARY/PURPOSE

As a Technical Sales Manager, for your perimeter, your role is to:

• Manage and lead the commercial and the technical activities for Australia & New Zealand on the long term 

• Take charge of the management of customers and prospects of the customer portfolio for which you are responsible

• Hunter role-Drive business & market development with lead and opportunity generations and key account managements

• Participate in the development of the business strategy for your perimeter 

• Support technically the customers and train on the product utilizations

• Understand the market dynamics and the related stakeholders (asset owners, contractors, engineers).

• Act as an ambassador, representing the company externally as expert, namely participating in university networks, standardization committees, customer events

• Manage the relationship with the toll manufacturers

• Coordinate the activity with Customer Service, Finance, Operations.

• Fast moving Pace, generate Sales Landing & Monthly Flash Report

JOB SCOPE/DIMENSIONS

REVENUE MANAGEMENT

• Volumes

• Revenues

• Prices

CASH MANAGEMENT

• Inventories

• Payment terms

CUSTOMER CENTRICITY

• Voice of the customers

• Complaints management

OPERATIONS

• Manage externalised production of mortars

NEW BUSINESS GENERATION

• New products &services

• New leads & opportunities 50% of portfolio

• Conversion rate

• Technical promotion and specifications

SCOPE

• Number of customers

• Geographical zones

• % of travel time: up to 60%  

KEY TASKS AND RESPONSIBILITIES

Hygiene Safety Environment missions: Ensure compliance with safety rules, educate teams on preventive measures to achieve our safety objectives

Commercial plan building, execution & monitoring

•  Participate to the building 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 or products or geography

• Analyses sales trends/preparation of reports for management/advise on the business including providing monthly report on sales landing

• Review and analyze performances against programs, quote and plan to determine effectiveness.

• Organise administrative matters

• 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

• Account management

• Make value selling and apply the pricing policy vis a vis the assigned accounts

• 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

• Specification Selling to Asset owners & Consultant with CAC Values & specify into Projects requirement.

• Hunter role

Technical Sales

• Support the customer on the jobsites during the product installation / trouble shooting / supervise trials

• Lift customers' technical objections along the opportunity process

• Identify technical opportunities with existing products to optimize value proposition

• Business Development : identifies the right opportunities for organic growth through technical 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 forecast

• Manage the relation with the toll manufacturers of the products

Management of significant customer quality issues

• Respond to customers on significant quality issues (outside packaging, logistics or pure specifications problems)  and analyse causes and possible solutions

• Liaise with Supply chain / operations / quality managers on solution identification and implementation

Acting as expert internally and externally

• Act as technical ambassador for his/ her area of expertise in external communication (customer technical training, participation in external knowledge sharing, fairs & conferences, standardization committee, etc.) 

• Build a network among the customers’ technical community

JOB SPECIFICATIONS

• Bachelor’s Degree in Civil Engineering or Business related field or equivalent experience.

• Minimum 10 years experienced as a technical sales person with a first proven experience leading a team

• Customer oriented, enable to build up strong relationship internally & externally

• Able to work with a variety of stakeholders across a business

• Good Communication skills with customers and with technical committees

• Knowledge of Calcium Aluminate & Ready-Mix-Concrete would be a plus.

• Management of distributors

• Understanding & Manage Incoterms.

• 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 drive a team and achieve expected results in a multicultural environment.

• 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

• Ability to use common IT tools (Excel, Word, Gsuite, Web tools)

• Salesforce skills would be an advantage

• Regular and weekly trips (up to 60%)

• Driving licence required

IMERYS LEADERSHIP BEHAVIORS

Leads self 

• Actively drives own development. Seeks out opportunities to grow, develop and improve personal performance.

• Manages own energy and emotions. Takes steps to set the right leadership example.

      Leads others 

• Understands each team member and how to get the best out of them.

• Regularly provides feedback and encourages a feedback culture.

• Demonstrates the courage and desire to tackle difficult conversations or decisions in the right way.

Communicates and collaborates 

• Effectively networks to share knowledge and insight and to drive performance.

• Clearly articulates own viewpoint and listens to and considers others’ views.

Deliver results

• Delivers short term results while maintaining focus on the longer term.

• Adapts to changing business priorities whilst maintaining focus on personal and team results.

      Drives improvements

• Gathers external insight from other organizations and customers to innovate and drive business performance.

• Looks to find ways to do things better, quicker or more efficiently.