Sales Manager Plastics - Italy, Iberia & Greece

The Company

The world leader in mineral-based specialty solutions for industry, with over 16,000 employees and over 200 sites worldwide, Imerys delivers high value-added, functional solutions to diversified set of industrial sectors, from processing industries to consumer goods. The Group draws on its knowledge of applications, technological expertise and its material science know-how to deliver solutions based on beneficiation of its mineral resources, synthetic minerals and formulations. These contribute essential properties to customers’ products and performance, including refractoriness, hardness, conductivity, opacity, durability, purity, lightness, filtration, absorption and repellency. Imerys is determined to develop responsibly, in particular by fostering the emergence of environmentally-friendly products and processes.

If you want to grow your skills and develop your career, find out more at www.imerys.com

The Position

Job Summary

As a sales manager, for your perimeter, your role is to:

Take charge of the management of customers and prospects of the customer portfolio for which you are responsible
Drive business & market development within the geographical scope (Italy, Iberia & Greece) for the Plastics business segment – 25M€ of turnover (16m€ direct accounts, 9m€ shared with Key Account Manager)
Participate in the development of the commercial strategy for your perimeter
Be responsible for the commercial development and the profitability of the activity on all the markets present in your area

Job scope / Dimensions :

REVENUE MANAGEMENT

Volumes
Revenues
Price effect

CASH MANAGEMENT

DSO (Days Sales Outstanding)
Payment terms

CUSTOMER CENTRICITY

Voice of the customers

NEW BUSINESS GENERATION

New products:
News customers:
Cross sell:
Conversion rate

SCOPE

Number of customers
Geographical zones
Number of direct reports
% of travel time: up to 60%

Key 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
Coordinate effectiveness of sales and development strategies including ensuring appropriate analysis and action plans are in place
Review and analyze performances against programs, quote and plan to determine effectiveness
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 s with strong ability to build both internal and external relationships
Account management at medium account ; if relevant supports Key account manager or Sales directors for some large accounts, including but not limited to : negotiating short term and long term contract, Identify growth/ profitability improvement opportunities (using CRM opportunity management functionality) and advance the relationships with customers in order to fully capture them
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

Job specifications :

Bachelor’s Degree in Engineering or Business related field or equivalent experience
Minimum 5 years experienced as a sales person
Proven track record sales & account Management
Plastic market knowledge is a plus
Italian language is a must
Business acumen and Technical appetite
Strong interpersonal and communication (including negotiation) skills; value-added solution selling
Ability to positively influence others w/o direct reporting lines
Advanced 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
Mandatory use of English (technical and commercial)
Regular and weekly trips (up to 60%)
Driving licence required

Imerys Leadership Behaviours

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.

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.