Specialties & Building Products Sales Director - Ceramics EMEA

Job location:
Paris, France
Created moment:
April 20, 2022
Job reference:
REQ - 05753

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

Specialties & Building Products Sales Director - Ceramics EMEA

Job Summary

As a Sales Director for  Building Products & Specialties - Ceramics EMEA , your role is to:

-Support the Market VP in the implementation of the commercial strategy for the Market based on the defined business mandate

-Build and develop the detailed commercial strategy for the Market segments/geographies you are in charge of 

-Implement and monitor the strategic sales plan for the segments/geographies to reach the business objectives

-Lead, coach and develop a sales team to meet and exceed monthly, quarterly, and annual budgeted sales goals with a focus on :

  • acquiring new business & getting new opportunities to increase market share and profitability
  • maintaining market share leadership, profitability and growth in line with the market
  • increasing profitability through cash and margin optimization, allowing controlled market share reduction.

The role involves working closely with other areas of the business including: Technical support, Marketing, Business performance manager, Operations, Finance, Supply chain & Customer Service, Science & Technology, Human Resources, and Legal teams



  • Volumes
  • Revenues
  • Gross margin
  • Price effect


  • DSO (Days Sales Outstanding)
  • Payment terms


  • Voice of the customers


  • New products
  • News customers
  • Cross sell
  • Conversion rate
  • Revenue c. 60M
  • Number of customers c. 250
  • Commercial Geographical zone (including new business development) - EMEA
  • Number of direct reports 4
  • Total reports 16
  • % of travel time: up to 50%


  • Managerial/Coaching Routine in place
  • Development action plans in place
  • Regular team assessment and action if needed



Hygiene Safety Environment missions: Ensure compliance with safety rules, educate teams on preventive measures to achieve our safety objectives


Commercial strategy building, execution & monitoring:

  • Designs and leads the annual sales plan building for Specialties & Building Products (budget forecast and mid-term plan)
  • Sets performance goals by market segment/geography and allocates sales teams accordingly with a specific focus on innovations and new opportunities
  • Responsible for planning, directing and controlling all sales activities in the market segments/geographies, with the support of the Marketing and Technical support teams, in accordance with Imerys and Market strategy
  • Responsible for nurturing long-term Imerys relationships with customers and OEM’s, and understanding customer needs 
  • Provides accurate inputs to the Sales Planning function to manage the forecast; improves the forecast accuracy; works in close contact with the Operations and Supply chain teams
  • Responsible in reaching accounts receivables target
  • Support the common Commercial Excellence Group approach and initiatives, specifically collaboration with other BAs for customers & products transfers
  • Prepares the necessary reporting & KPIs on recurrent sales & opportunities together with the Business Performance Manager / Business Analyst, leverages the BI and CRM data available to monitor the sales pipeline and the progress of the target achievement
  • Implements a routine of performance management, through monthly sales huddles and one to one with each team member, to review target achievement and discuss action plans 
  • Supports Marketing in building a good understanding of the Market segments/geographies, trends and dynamics including competitor landscape, customer needs evolution, etc.
  • Embraces and delivers our Company values, with particular emphasis on providing a high level of services to our customers.
  • Serves as export coordinator for the segment, championing and supporting sales development across BA’s

Leading and coaching Sales team :

-Leads Sales team, including but not limited to :

  • Recruiting & promoting gender / nationality diversity
  • Motivation & engagement
  • Providing directions & conducting coaching sessions, regular feedback and call reviews
  • Performance management
  • Career development
  • Conflict management

-Drives a performance culture within the team and develop a culture of customer centricity, hand in hand with the Commercial Excellence and the HR functions :

  • Applies & ensures application of "best-practice" commercial practices and processes
  • Constantly assesses and addresses potential skills gap and oversee up-skilling of the commercial team to develop their sales skills , in order to foster growth and be more customer centric


  •  MBA or Master Degree in Business, or Engineer Business specialization, with minimum of 10+ years of equivalent work-related experience in Sales, preferably in Construction / Building Products sector Mindset and ability to drive continuous improvement
  • 10 + years of proven experience at Regional Head of Sales level for B2B technical products with complex value propositions. Experience selling solutions/services and raw materials is a plus. 
  • Proven leadership and motivational skills to drive a sales team and achieve expected results
  • Familiarity with industrial production sites and ability to work closely with operations and tech support to design/optimize solutions to customers
  • Proven top performer, strong customer sense and strategic understanding
  • Strong analytical and problem solving skills
  • Change management skills
  • Strong selling skills including negotiation, and communication
  • Team working skills and the ability to positively influence others w/o direct reporting lines
  • Business acumen and the ability to build and sell a business case.
  • Ability to use common IT tools (Excel, Word, G Suite, Web tools), Salesforce would be an advantage
  • Languages : Full professional proficiency in English. French or German are a plus
  • Driving licence required
  • Job location : France or Benelux


Position Type

Full time



Only technical issues will be monitored through the below inbox:

recruiting.support@ imerys.com


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.