POSITION SUMMARY : The Commercial Sales Director is leading a team of sales managers in his / her assigned regional business and / or area and is responsible for his / her team successfully driving both customer satisfaction and company revenue growth, using the Miller Heiman process. He / She will maintain favorable and effective long-term relationships with current customers and identify and prospect for new business opportunities in partnership with our New Business Development (NBD) teams. Develop and maintain sales planning, pricing strategy, market strategy, team management, and support systems. Develop and manage the annual sales budget and business plan. Address and resolve customer complaints with a sense of urgency in accordance with company policy and industry best practices. Aid team with price and contract negotiations. Analyze market trends and develop action plans to capitalize on shifts in the market and develop specific business strategies. Oversee and manage the sales process from pricing to enforcing credit terms and preparing contracts. Foster an inclusive culture of teamwork and coordination with operations and corporate functions.
RESPONSIBILITIES & EXPECTATIONS :
Develop & Implement strategies to further grow the business as well as customer satisfaction
- Develop a thorough understanding of your customer's businesses, and manufacturing processes to be able to identify customer's challenges and potential opportunities for minerals and clay usage.
- Understand current and potential future industrial minerals and / or clay usage as well as value in use.
- Elaborate strategies and action plans, using the Miller Heiman sales process, to further increase Lhoist revenues and value creation while at the same time maximizing customer satisfaction.
- Interact with NBD teams to stimulate the development of new and innovative products and services and develop the strategies to bring them to market
- Understand the market landscape for supply and demand
- Address and resolve customer's complaints with a sense of urgency
Lead ( Set expectations, provide resources, coach, motivate, train & develop control ) a team of sales managers to achieve targeted sales objectives
Set clear expectations about customer satisfaction level and sales objectives (growth, revenues).Drive your sales team to efficiently and sustainably use the Miller Heiman sales process to drive sales growth and maintain an opportunities funnel.Provide and / or obtain the necessary resources to accomplish these objectivesProvide coaching & motivation, as well as encourage collaboration to achieve desired business goals.Coordinate both formal and on-the-job training for his / her field sales managers. Further, raise the level of technical skills & competence of your team. Develop future sales talents (succession planning).Provide a strong, visible, on-the-field, and positive style of leadership ensuring high team morale and performance.Customers Relationship & Networking
Establish strong relationships with our customers at multiple levels (operations, senior management, procurement, ...)Network with influential leaders and decision-makers within the industries the company servesSupport sales and your sales team through field customer visits, promotional activities, trade shows, ...Represent the company / face of the company in all customer dealingsProvide bids, quotes, and prices that put LNA and the customer in the best possible position to achieve long-term goalsMarket Intelligence
Keep fully abreast of your geographical market (volumes, pricing, product quality, market trends, technological evolutions affecting our customer's businesses, ...)Knowledge and understanding of competing products, competitors, market pricing, and competitor customersMaintain an up-to-date list of potential customers targets in your areaDeliver sales objectives
Participate in the development of the sales budgetProvide monthly sales forecasts updateProvide and / or oversee customer pricing, quotes, as well as provide accurate and meaningful information to the Pricing CouncilNegotiate best possible pricing and supply agreements for customers and for LNADevelop weekly / monthly reports for your accountsAll of the above LNA policy, procedures and management guidelinesPerform other duties as assigned.
ATTRIBUTES :
Demonstrated team leadership experience and excellent people management skillsThorough understanding of customers processes (Clay, environmental, glass, chemical, pulp & paper, ...)Complete understanding of LNA products & services offerings as well as lime manufacturing, dispatch, and transportation process and all associated costs as well as strong industry knowledgeAbility to master the Lhoist supply chain, from the deposit (quality) to our customer's use (specifications, volumes,), to identify business opportunities & challenges (material balance)Strong relationship-building skills both within LNA and with current and future customers at all levels (customers' senior management)Ability to set priorities, plan & manage time, and deliver short-term and long-term resultsStrong problem-solving skills : has proven capacity to exercise independent judgment and willingness to make critical decisionsStrong verbal and written communication skills and the ability to effectively communicate at all levels, combined with excellent presentation and public speaking skills.Self-starter, self-motivated, and with strong initiative. High level of initiative and is pragmatic- has a strong sense of urgency and call to action. Fast-moving and rigorous in process and metrics management.Excellent value selling and negotiation skillsStrong sense of urgency in meeting customer needs.Forward-looking action-oriented team player that works well with cross-functional groupsMust be capable of working long & flexible hours with the ability to travel.Must have a strong working knowledge of Microsoft Excel, Word, Outlook, and PowerPoint software. Previous SAP knowledge is a plus.PHYSICAL DEMANDS INCLUDE, BUT ARE NOT LIMITED TO :
Must be physically able to perform work assigned.Must be physically capable of accessing all plant locations.While visiting customers, tolerate working outside in severe weather conditions as well as safe exposure to industrial high temperature, noise and dust.Access all areas within a site which could include heights of 120 feet, confined spaces, climbing ladders or stairs, and accessing tunnels.Will be working in an office, mining, and lime processing environment.The employee may be exposed to the following working conditions : Extreme Heat and Cold, Noise, Vibration, Oils, and Atmospheric Conditions such as Dust, Fumes, and Metallic Particles.The employee will be required to perform the following actions (from time to time) : Standing, walking, balancing, stooping, kneeling, reaching, talking, seeing, hearing and sitting.Able to lift up to 50 pounds.Must be able to travel up to 60% as needed or directed by leadershipREQUIRED EDUCATION :
Bachelor's degree in business administration, finance, economics, marketing, metallurgical, mechanical, chemical, and / or electrical engineering or equivalent work experience in the field is highly desired.PREFFERED EDUCATION :
Master's degree in business administration, finance, and marketing.REQUIRED EXPERIENCE :
Must have a minimum of 8-10 years of proven sales leadership and development experience in base or specialty chemicals (incl. lime), industrial minerals or other raw materials such as clay. Proven experience managing other sales or technical sales professionals.PREFFERED EXPERIENCE :
Must have minimum of 10 plus years of experience in sales leadership and development in industrial minerals, lime, clay, glass, and fiberglass mining or manufacturing environments.Lhoist North America offers a very competitive salary package that includes but is not limited to comprehensive benefits including medical, dental, vision, life, vacation, and disability insurance. You can plan for your future with Lhoist North America 401K retirement savings options which includes an employer match. Lhoist North America also recognizes the importance of continuing education by offering Educational Assistance to our employees to encourage continued personal development and professional growth.
Here at Lhoist North America, we are an equal opportunity employer and value diversity in our workplace. We do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. All qualified applicants will receive consideration for employment without regard to any of these protected characteristics. We encourage applications from all individuals and strongly support diversity in our workplace. We strive to create an inclusive environment for everyone, and we are committed to treating everyone in a fair and equitable manner. We are proud to be an equal opportunity employer and are committed to fostering a diverse and inclusive work environment.
