Key Account and Distribution Manager Ceramics
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The Company

Imerys is a world leader in creating specialty solutions that improve everyday life through minerals. Our success is built on our people, and creating an environment where our 17,800 employees around the globe can thrive.

We passionately believe that our teams are at their best when they have the opportunity to learn, collaborate and find new ways to solve our customers’ challenges, no matter what part of the business they are in.

We can offer you a variety of work and real opportunities to make an impact and be part of our evolution.

If you want to grow your skills and develop your career, find out more at

The Position

Key Account and Distribution Manager Ceramics

Role :

  • In charge of developing Key Accounts (KA) of ceramics whilst improving the KA overall satisfaction
  • Responsible for driving sales and daily account management activities with Key Channel Partners
  • Responsabilities :

    Development of key account strategy for Ceramics :

  • Organize for gathering and analyze marketing intelligence to develop in-depth knowledge about KA
  • Build an overall strategy, aligned to the Imerys strategies, and value proposition for KA to maximize account contribution to Imerys EBITDA, and define action plans (incl. account planning)
  • Key account strategy implementation & customer relationship management :

  • Build a network of relationships at different levels in the KA's organization & act as door opener
  • Drive implementation of agreed strategy for each KA by coordinating sales activities related to the KA
  • Understand KA overall financial health and manage financial exposure to Imerys
  • Monitor & Improve customer satisfaction, level of service delivered to KA, the overall quality of products and services offered
  • Development and Implementation of Distribution strategy for Ceramics :

  • Develop and manage Distribution Sales Channels and Agents, identifying key distribution partners to onboard per country, defining and running partner selection and onboarding process (RFQ)
  • Actively engage the local distribution network in the segment / region
  • Manage the deals with Distributors / Agents and build the relationship with them
  • Define and implement channel compensation program to drive behavior, ensure the right level of order intake, inventory and channel activation activities to deliver sales growth.
  • Work closely with Segments and marketing to optimize / rationalize Distribution / agency network
  • Support the marketing department on planning and execution of marketing activities across the distribution chain to target different clusters of customers
  • Title, position in the organization & grading :

  • Reporting to : Ceramics VP
  • Resources / team : No direct reports
  • Grading : L4 / N3
  • Competencies and experience :

    Key competencies :

  • Strong communication skills
  • Good analytical and problem solving skills
  • Strong customer sense and strategic understanding
  • Ability to positively influence others w / o direct reporting lines
  • Strong negotiation and communication skills, experience in retail & distribution agreements is essential
  • Business acumen and Technical appetite
  • Others : strategic thinking, result oriented, concern for impact, good interpersonal skills
  • Ideal background / experience :

  • Engineering or Marketing related field
  • 10 or more years of experience in Sales, Account Management or Business Development.
  • Strong negotiation and communication skills, experience in retail & distribution agreements is essential.
  • Typical profile :

  • Sales Account Manager
  • Marketing Manager
  • Accountability :

  • Sales accountability : Y-o-Y growth in sales to the KA and through Distribution network
  • Manage Distribution cost
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