Infrastructure Sales Manager

Our client is a world leader in mineral-based specialties for industry specializing in the extraction and production of high-quality materials. The company operates with a commitment to sustainable practices, safety, and innovation, ensuring a positive impact on both the environment and local communities.

Job Summary

• Drive business development & market development within the geographical scope for Infrastructure business (Three kind of sales: direct sales, through distribution and through agency agreement).
• Key local resource to represent Group`s Infrastructure segment in all business dimensions.

Accountability

• Year-on-Year revenue and profit growth based on the challenges in market conditions.
• Effective and customer-centric organization

Key Results areas / Principal Responsibilities

• Participate in the sales budget (+ its revisions), sales forecasts.
• Animate the customer portfolio using the company CRM (Sales Force) for reports, sampling, complaints, prices, leads, competition.
• Animate and push actively business development and new opportunities (process through the CRM).
• Request & involve experts support (Supply Chain, technical, senior management).
• Develop if needed marketing study on specific topic and follow-up a linked action plan (like hydraulic dam, pipes, steel industry).

Responsibilities

Commercial plan building

• Elaborate annual budget, sales plans and forecasts for his/her perimeter. Review sales performance against targets.
• Execute the commercial roadmaps developed for their segment or products or geography and liaise with marketing teams for all this
• Follow technically jobsites at first level (at least on paper basis)
• Manage external distributor (review sales performance and technical follow up, cooperate in elaborating the budget)

Commercial plan execution and monitoring

• Coordinate effectiveness of sales and development strategies including ensuring appropriate analysis and action plans are in place
• Apply business routines that are servicing existing customer base at (or surpassing) expectations and developing new growth opportunities in each circuit and market segment
• Identify sales development targets, elaborate and implement appropriate development strategy
• Key account management Help / Negotiate contracts with customers, or possible sub-distributors, Agents. Work with the legal department to prepare the contract. Ensure contract follow up
• Implement actions requested by Customers through the visit reports
• Implement the pricing strategy in coordination with the area sales manager
• Coordinate activities with Zone Technical Support Manager for Infrastructure customers, according to agreed yearly objectives
• Ensure relevant impact of technical presentations, job site trials and development projects
• Represent the Group in front of Civil engineering associations such as Tunnelling or underground civil works association

Competencies and experience

• 5 + years experienced in heavy duty floors and hydraulic power station segment (Civil engineering environment - Ready-Mix or precast or Civil Engineering environment or Distribution/agency company)
• 5 years experience in B2P area, or in B2B2P
• Proven track record in Sales & Account Management
• Strong analytical and problem solving skills
• Strong verbal and written communication skills as well as negotiation capabilities
• Able to work with a variety of stakeholders across a business that include public and para-public authorities (e.g. cities, governments, and water, energy and transport operators), privately owned companies in industries such as metallurgy, oil & gas, and mining, and contractors and consulting engineers.
• The position requires a good understanding of the ecosystem and way to penetrate the market
• Strong organizational and sales skills
• Value-added solution selling
• Flexibility, resilience, pro-activity and motivation
• Interest in working in dynamic groups - team player
• Self Motivated; Taste for challenges
• Autonomous
• Entrepreneurial mentality is key
• Willingness to travel (60%)
• Languages : fluent in English, French usage could be a plus