Location: Home based near Montreal, Canada (travel to customers as needed)
As a Industrial Sales Manager, for Canada, your role is to:
- Manage and lead the commercial and the technical activities
- 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 relation with the toll manufacturers
KEY TASKS AND RESPONSIBILITIES:
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
Technical Sales
- Support the customer on the job sites during the product installation / troubleshooting / 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.
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
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, standardisation committee, etc.)
- Build a network among the customers’ technical community.
Education and Experience Requirements:
- Bachelor’s Degree in Engineering or Business related field or equivalent experience
- Customer oriented, enable to build up strong relationship internally & externally
- Good Communication skills with customers and with technical committees
- Willingness to travel - Depending on home based location, approximately 50%