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

JOB SCOPE / DIMENSIONS

REVENUE MANAGEMENT

• Volumes
• Revenues
• Prices

CASH MANAGEMENT

• Inventories
• Payment terms

CUSTOMER CENTRICITY

• Voice of the customers
• Complaints management

OPERATIONS

• Manage externalized production of mortars

NEW BUSINESS GENERATION

• New products &services
• New leads & opportunities
• 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.
• Review and analyze performances against programs, quote and plan to determine effectiveness.
• 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.

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 analyze 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 would be a plus.
• 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 license required.