The Industrial Mineral business is part of LafargeHolcim 4th business segment of Products and Solutions, investing in and growing products and applications that are closer to the customer.
As part of Strategy 2022 Building for Growth and the next stages beyond 2025 , the development of new solutions and products became an important growth pillar.
This includes the organic and non organic development of calcium carbonate based products and solutions for diverse end use applications including plastics, building materials, agriculture, and cosmetics.
The ambition is to develop the industrial minerals business in France with focus on Ground Calcium Carbonate (GCC) by hiring a dedicated Sales Manager with proven commercial and GCC expertise and P&L responsibility.
Sales Strategy definition and implementation
sales targets, pricing, customer segmentation, product development)
Search for new commercial opportunities for GCC across the entire country
Execute market assessments to understand competitive landscape, policies, practices, trends and ensure solid customer intelligence throughout the entire value chain
Create and implement the sales strategy, mid- and short term plans and budgets for GCC in alignment with the organizational strategy and goals
Define the specific targets for price margins, net sales, cash and track the key financial metrics
Identify the key profitability levers (revenue, customer prioritization, product portfolio, cost, delivery mode, etc.)
Develop the right portfolio of products and services and implement the proper customer segmentation
Develop a diverse customer base to leverage on the diverse applications of GCC
Leverage on the current customer sectors including environmental, building materials, industrial manufacturing and agriculture as well look to expand into new sectors like pharmaceuticals, cosmetics, paints and coatings, plastics, others
Define the key performance indicators for the commercial activities
Customer relationship management and Customer value creation
Explore and maintain a deep understanding of customers' business, the business of their customers, their needs and preferences, their potential and profitability
Elaborate on specific customized solutions with added value for the customer and negotiate for a win-win maximized outcome
Develop strong value propositions for the various customer segments to enhance the price and the value realization
Execute the entire selling cycle process (Planning & Preparation. Investigation of needs & Demonstrate Capabilities. Negotiation and Closing. Follow up.)
Build long term strategic customer relations
Build loyalty to the LH brand and manages customer relationships through all phases of the selling cycle, including customer complaints or inquiries related to products, services, or solutions
Networking and people
Operationally, collaborate with the regional aggregate managers across the country utilising their technical and operational expertise to deliver for clients.
Commercially, collaborate with other commercial teams across the country to find and deliver synergies for clients.
Be part of a collaborative industrial minerals platform where commercial teams from different countries exchange ideas on selling strategies, client needs and cross-border selling opportunities
Utilise the GCC product and market expertise of the newly created global department of Industrial Minerals, as well the group innovation resources and technical expertise in creating new products and solutions
In the long term, potentially build a team of sales representatives and manage their performance
KEY RELATIONS & INTERACTIONS
Existing and potential customers
Country regional aggregate managers
Country commercial teams
Group Industrial Minerals team
Group Innovation Center in Lyon
GCC commercial managers in other countries
KEY PERFORMANCE INDICATORS
Net sales, growth of EBIT, free cashflows
Innovation roadmap (# of new products, time to market)
Significant amount of travelling across the country
GCC expertise from product and market point of view
Strong commercial experience and proven track record of implementation and delivery of a successful commercial strategy
Experience with diverse applications of GCC across plastics industry, construction and non construction segments
Evidence of building long term strategic client relationships.
Desirable) Operational and technical knowledge of the GCC business
Excellent commercial skills
Strong communication and persuasion skills
Financial and business acumen
Performance-oriented, entrepreneurial and growth mindset able to identify and execute quickly on commercial opportunities
Fluent in French and English