Note: The job is a remote job and is open to candidates in USA. Imerys is the world’s leading supplier of mineral-based specialty solutions for the industry. They are seeking a Sales Manager for the refractory market, responsible for managing customer relationships, driving business development, and ensuring profitability within the North American market.
Responsibilities
- Take charge of the management of customers and prospects of the customer portfolio for which you are responsible
- Drive business & market development within the geographical scope of North America and customers for the Refractory business segment
- Participate in the development of the commercial strategy for your perimeter
- Be responsible for the commercial development and the profitability of the activity on all the markets present in your area
- Be an enabler of Commercial Excellence Imerys policies and tools to the Sales Team organization within Americas
- Market & Business Development: Drive aggressive business growth, lead generation, and market expansion within the US/North American Refractory business segments
- Portfolio & Account Management: Take full ownership of the customer lifecycle by actively managing a diverse portfolio of major accounts, midsize clients, and new prospects
- Strategic Planning: Participate in and actively drive the development and implementation of the commercial and growth strategies for your assigned perimeter
- Financial Accountability: Deliver on established budgets and take full responsibility for maximizing the commercial profitability of all products and activities in the region
- Contract Negotiation: Lead the negotiation, securement, and delivery of key commercial contracts to ensure long-term business stability
- Channel Partner Support: Cultivate new leads and provide close operational and strategic support to agents and distributors within the network
- Value Optimization: Evaluate and optimize product/activity offerings into the Refractories segment to ensure maximum margin and competitive positioning. On this, together with the technical team, promoting technical support to our customers
- Analytical Execution: Transition raw market data into actionable growth plans, aligning regional activities directly with corporate profitability goals
- 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
- Coordinate effectiveness of sales and development strategies including ensuring appropriate analysis and action plans are in place
- Actively act on marketing support
- 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 s with strong ability to build both internal and external relationships
- Account management at medium account ; if relevant supports Key account manager or Sales directors for some large accounts, including but not limited to : negotiating short term and long term contract, Identify growth/ profitability improvement opportunities (using CRM opportunity management functionality) and advance the relationships with customers in order to fully capture them
- 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
Skills
- Bachelor's Degree in Engineering or Business related field or equivalent experience
- Minimum 3 years experience as a sales person
- Proven track record sales & account Management
- Exposure to CRM tools
- Business acumen and Technical appetite
- Approximately 50% travel
- Refractory market knowledge is a plus
- Refractory Industry technical background is a plus
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