Job Summary
Location : Canada (Quebec, Ontario)
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, standardisation 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.
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
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, 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%
Position Type
Full time
Permanent
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