Industrial Sales Manager

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%