Sales Manager - Paper & Board mid Europe

Job location:
Home Based - Germany
Created moment:
January 1, 1970
Job reference:
REQ - 05932

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

Sales Manager - Paper & Board mid Europe

Job Summary

As a sales manager, for your perimeter, your role is to:
Take responsibility of the management of customers and prospects of the customer portfolio for which you are responsible
Drive business & market development within the geographical scope (Mid EUROPE) for the Paper&Board business segment
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:

REVENUE MANAGEMENT

  • Volumes

  • Revenues

  • Pricing of products

CASH MANAGEMENT

  • DSO (Days Sales Outstanding)

  • Payment terms

CUSTOMER CENTRICITY

  • Voice of the customers

  • Visit reports

NEW BUSINESS GENERATION

  • New products: identification of modified demand at existing customers

  • News customers: identification of new customers / new markets

  • Cross sell: Identification of additional demand at existing customers

SCOPE

  • Number of customers: tbd

  • Geographical zones: Focus on CE, for special applications potentially outside CE

  • Number of direct reports: 0

  • % of travel time: approx. 50% on average

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 analyse 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 of small to large accounts; 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 where needed with assigned customers (Management, Purchasing, R&D, Production)

  • 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 or Master’s Degree in Engineering or Business related field or equivalent experience

  • Minimum 5 years experienced as a sales person is preferred but not mandatory

  • Proven track record sales & account Management is preferred but not mandatory

  • P&B market knowledge is mandatory

  • P&B Industry technical background is preferred but not mandatory

  • Location: Home based in CE

  • 50% travel time on average. Can vary from 0% to 100% in some weeks

  • Business acumen and Technical understanding

  • Cooperation with Imerys colleagues in other departments outside P&B (e.g. CS, S&T, Logistics, Production, Legal, Communication, …) and outside Imerys (e.g external service providers)

  • 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, G-Suite, Web tools)

  • Salesforce skills would be an advantage

  • Mandatory  use of English (technical and commercial)

  • Driving licence required

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.