Sales Manager, Building & Infrastructure

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

Job Requirement:

Drive business development & market development within the geographical scope for Building & Infrastructure business
Develop a network in the Infrastructure ecosystem (prescriptors, design offices, municipalities,...)
Key local resource to represent Imerys B&I in all business dimensions
Pilot and supervise the activity of Distributors / Sales Agents.
Keep close contact with Key Accounts, including visits and meetings, as appropriate.
Identify sales development targets, elaborate and implement appropriate development strategy and liaise with the B&I Market and the Senior Management
Help / Negotiate contracts with customers. Work with the legal department to prepare the contract. Ensure contract follow up.
Supervise implementation of actions requested by Customers through the visit reports
Drive the implementation of pricing strategy. Participate in the price negotiation. Ensure price coherence in its area.
Coordinate activities with Technical Support Manager for B&I customers, according to agreed yearly objectives (defined by the India Sales Director & B&I Market) – ensure relevant impact of technical presentations, trials and development project
Provide a monthly report summarising the main actions and outcomes of the market
Prepare budget, sales plans and forecasts. Review sales performance against targets.

Manage the CRM tool on its perimeter:

Support claim management (Smiles)
Support sample management. In charge of sample request under Smiles and follow up (with the team)
Identify technical requirements and ideas of development to feed opportunities pipe on Smiles

Time split by market:

40% Drymix mortar industry - most strategic market including Peramin (managing our Distributors - Parkash International and Gautam Chemicals) and Global Key Accounts (Mapei, Saint-Gobain Weber, Ardex, Laticrete, Bostik, Parex, Sika, Kerakoll etc.) + local accounts (Pidilite, Thermax, Choksey Chemicals, Cera Chem, Kryton, Avcon, Don Construction, Berger Paints, Tuffrock, Schomburg etc)
50% Waste Water & Civil Engineering, Heavy Duty, Mining, Tunneling - under development. Collaborative studies with IIT and other institutions for business development.
10% DI Pipes: promotion of products and recapturing lost business from Electrosteel Castings, Jindal Saw Pipes, Srikalahasthi Pipes etc.

Others:

Coordinate own activity with front office back up, based in Kolkata
Coordinate own activity with Technical Support Managers
Manage the sales budget (+ its revisions), sales forecasts.
Animate the customer portfolio using the company CRM (Sales Force) for reports, sampling, complaints, etc
Animate and push actively business development and new opportunities (process through the CRM)
Request & involve experts support (Supply Chain, technical, senior management)
Sales management vs Budget & revised versions
Opportunities development (number & maturity stage)
New markets development (new leads, market mapping)
Primary Technical discussions & Support to customers
Perfect coordination with relevant departments (local distributors, sales administration & Tech Support Manager)
Ensure timely payment as per agreed terms by customers
Initiate development of local products as a project in coordination with all concerned like industrial, technical, legal, finance and other relevant departments

Education and skills required:

B.E. with min. 5 years of experience in relevant field
Up to 70% travel to support distributors, visit customers, production sites and prospects
Manage commercial activities for all B&I markets lndia, Bangladesh & Sri Lanka

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.