Sales Manager Industrial Minerals (Ground Calcium Carbonate - GCC)
LafargeHolcim Ltd
Clamart, France
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CONTEXT

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.

KEY RESPONSIBILITIES

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
  • Price margins
  • Innovation roadmap (# of new products, time to market)
  • Significant amount of travelling across the country

    Experience

  • 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
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