Imerys is the world's leading supplier of mineral-based specialty solutions for the industry with €3.8 billion in revenue and 13,700 employees in 54 countries in 2023.
The Group offers high value-added and functional solutions to a wide range of industries and fast-growing markets such as solutions for the energy transition and sustainable construction, as well as natural solutions for consumer goods.
As part of its commitment to responsible development, Imerys promotes environmentally friendly products and processes in addition to supporting its customers in their decarbonization efforts.The PositionJob SummaryJOB PURPOSE As a Technical Sales Manager, your role is to:
? Manage and lead the commercial and 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 through lead and opportunity generation and key account management
? Participate in the development of the business strategy for your perimeter
? Support customers technically and train them on product utilization
? Understand market dynamics and related stakeholders (asset owners, contractors, engineers)
? Act as an ambassador, representing the company externally as an expert, including participation in university networks, standardization committees, and customer events
? Manage relationships with toll manufacturers
? Coordinate activities with Customer Service, Finance, and Operations
KEY TASKS & RESPONSIBILITIES Hygiene Safety Environment missions: Ensure compliance with safety rules and educate teams on preventive measures to achieve safety objectives.
Commercial plan building, execution & monitoring
? Participate in building 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, products, or geography
? Analyze sales trends and prepare reports for management
? Review and analyze performance against programs, quotes, and plans to determine effectiveness
? Ensure business services existing customer base at (or surpassing) expectations and develop new growth opportunities in each circuit and market segment
? Develop plans and strategies for new commercial opportunities and achieving sales goals
? Account management
? Implement value selling and apply pricing policy for assigned accounts
? Establish and nurture relationships with assigned customers (management, purchasing, R&D)
? Identify sales development targets and implement appropriate strategies
? Ensure forecast accuracy and jointly manage customer relationships with Customer Service Team
? Specification Selling to Asset owners & Consultants with CAC Values and specify into project requirements
Technical Sales
? Support customers on jobsites during product installation, troubleshooting, and supervise trials
? Address customers' technical objections during the opportunity process
? Identify technical opportunities with existing products to optimize value proposition
? Business Development: identify the right opportunities for organic growth through technical discussions
? Support marketing initiatives such as market studies and benchmarking analysis of Imerys and competitors' products.
Operations / Supply Chain
? Cooperate with the supply chain team and provide forecasts
? Manage relationships with toll manufacturers
? Respond to significant customer quality issues and analyze causes and solutions
? Liaise with Supply chain, operations, and quality managers on solution identification and implementation
Acting as an expert internally and externally
? Act as a technical ambassador for your area of expertise in external communication (customer technical training, participation in external knowledge sharing, fairs & conferences, standardization committees, 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 of experience as a technical sales person with proven experience leading a team
? Customer-oriented, able to build strong relationships internally & externally
? Able to work with a variety of stakeholders across a business
? Good communication skills with customers and technical committees
? Knowledge of Calcium Aluminate is a plus
? Strong interpersonal and communication (including negotiation) skills; value-added solution selling
? Ability to positively influence others without 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, results-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 advantageRegular and weekly trips (up to 60%)Driving license requiredIMERYS LEADERSHIP COMPETENCIES 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 for ways to do things better, quicker, or more efficiently.
Position TypeFull time and Permanent
Only technical issues will be monitored through the below inbox: ****** PLEASE DO NOT SUBMIT RESUMES OR APPLICATIONS TO THIS EMAIL, AS THEY WILL NOT BE REVIEWED. To ensure fairness and legal compliance in our recruitment processes, only applications received through the online application process will be considered. IMERYS is an Affirmative Action and Equal Opportunity Employer and it is our policy to not discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, genetic information, disability, veteran status, or any other status protected by federal, state or local laws.
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