Sales Manager

The Company

The Position

Sales Manager - Infrastructure

Job Summary

JOB PURPOSE

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

- Manage and lead the commercial and the technical activities for Australia
- 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

KEY TASKS & 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
- 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 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 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 licence required

IMERYS LEADERSHIP COMPETENCIES
- Leads self_
- Actively drive