The Company Imerys is the world’s leading supplier of mineral-based specialty solutions for the industry with €3.6 billion in revenue and 12,400 employees in 40 countries in 2024. 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. Imerys draws on its understanding of applications, technological knowledge, and expertise in material science to deliver solutions which contribute essential properties to customers’ products and their performance. 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. Imerys is listed on Euronext Paris (France) with the ticker symbol NK.PA. The Position Sales Manager - Infrastructure, Australia, New Zealand Job Summary JOB SUMMARY/PURPOSE As a Technical Sales Manager, for your perimeter, your role is to: Manage and lead the commercial and the technical activities for Australia & New Zealand on the long term Take charge of the management of customers and prospects of the customer portfolio for which you are responsible Hunter role-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 relationship with the toll manufacturers Coordinate the activity with Customer Service, Finance, Operations. Fast moving Pace, generate Sales Landing & Monthly Flash Report JOB SCOPE/DIMENSIONS REVENUE MANAGEMENT Volumes Revenues Prices CASH MANAGEMENT Inventories Payment terms CUSTOMER CENTRICITY Voice of the customers Complaints management OPERATIONS Manage externalised production of mortars NEW BUSINESS GENERATION New products &services New leads & opportunities 50% of portfolio Conversion rate Technical promotion and specifications SCOPE Number of customers Geographical zones % of travel time: up to 60% KEY TASKS AND RESPONSIBILITIES 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 including providing monthly report on sales landing Review and analyze performances against programs, quote and plan to determine effectiveness. Organise administrative matters 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 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 Specification Selling to Asset owners & Consultant with CAC Values & specify into Projects requirement. Hunter role Technical Sales Support the customer on the jobsites during the product installation / trouble shooting / 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 . 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, standardization committee, 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 experienced as a technical sales person with a first proven experience leading a team Customer oriented, enable to build up strong relationship internally & externally Able to work with a variety of stakeholders across a business Good Communication skills with customers and with technical committees Knowledge of Calcium Aluminate & Ready-Mix-Concrete would be a plus. Management of distributors Understanding & Manage Incoterms. Strong interpersonal and communication (including negotiation) skills; value-added solution selling Ability to positively influence others w/o 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, result 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 advantage Regular and weekly trips (up to 60% ) Driving licence required IMERYS LEADERSHIP BEHAVIORS 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 to find ways to do things better, quicker or more efficiently. Position Type Full time and Permanent Only technical issues will be monitored through the below inbox: recruiting.support@ imerys.com 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.
