Sales Manager

RESPECT to people, COURAGE to be pioneers and raise the bar, and always demonstrating INTEGRITY and authenticity. Do these core values align with yours? If so, Lhoist North America may be the place for you! We are a company that believes our people make it happen and rewards talent by offering opportunities to further develop your knowledge and interests. Within our organization, we offer safety first environments, collaboration across teams, diverse and inclusive workspaces all while challenging each other to grow.

POSITION SUMMARY: This position is responsible for maintaining existing water and industrial accounts and developing strong customer relationships as well as gaining competitive market intelligence in a broad geography.  Sales Managers work to exceed sales goals by gaining new accounts, price management and developing new business growth opportunities.  Emphasis will be placed on maintaining a sustainable competitive advantage by providing the best level of total customer satisfaction by thoroughly understanding how Lhoist offerings impact customer processes, total cost of ownership, in addition to understanding competing products, services and technologies.

RESPONSIBILITIES & EXPECTATIONS:

Sales Goals:

• Meet/Exceed all sales objectives
• Maintain existing accounts
• Focus on increased revenues through positive price increases
• Gain new accounts
• New Business Development
• Understand Competitive Market

Customer Service/Satisfaction:

• Develop strong customer relationships through visiting water and industrial customers, engaging in reasonable entertainment events, matching products with customer specs, and ensuring delivery
• Resolve water and industrial customer issues
• Understand and know customer’s business
• Make clear and concise presentations to customers
• Provide competitive quotes
• Understand production capabilities as well as competition
• Develop knowledge of customer processes to document the value Lhoist products provide

Enhancing profitability:

• Budget and forecast sales accurately
• Investigate, analyze and interpret industry/sales data
• Create and maintain long range sales plans for water and industrial accounts
• Accurately determine value of products in marketplace through market analysis
• Documentation of Value in Use of Lhoist products
• Develop and enhancement market intelligence in existing and new territories.
• Increase sales with existing customers by providing additional technical expertise and how our products are able to enhance their business. 

Negotiating:

• Negotiate best possible prices for water and industrial accounts and LNA
• Represent company/face of company in all customer dealings
• Provide bids, quotes and prices that put LNA and customer in best possible position to achieve long term goals

Perform other duties as assigned.

ATTRIBUTES:

• Complete understanding of LNA production, dispatch and transportation process and all associated costs as well as strong industry knowledge
• Outstanding negotiating skills
• Ability to set priorities, manage time and deliver results
• Ability to plan and deliver results in long- and short-term projections
• Strong relationship building skills both within LNA and with current and future customers
• Strong problem-solving skills: has proven capacity to exercise independent judgment and willingness to make critical decisions
• Demonstrated technical knowledge of how the product can be used and sold to end customers
• Strong verbal and written communication skills and the ability to communicate on all levels
• Strong influencing skills and champion of teamwork in a matrix organization.  Strong interpersonal skills, talent for developing and building relationships with internal and external customers.
• 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, documentation of value, and negotiation skills
• Strong presentation and public speaking skills.
• Ability to prioritize and manage multiple tasks/projects and meeting all required deadlines.
• Strong sense of urgency in meeting customer needs. 
• Good understanding of safety within manufacturing environments and the desire to following all established procedures as required.
• Forward looking action-oriented team player that works well with cross functional groups
• Must be capable of significant territory travel.
• Must have 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.
• Tolerate working outside in severe weather conditions as well as 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 (heavy industry) environment.
• The employee will 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 70% as needed or directed by leadership

REQUIRED EDUCATION:

• Bachelor’s Degree in a technical field of study (Engineering (Chemical, Metallurgical, Environmental, Mechanical), Chemistry, Biology or equivalent work experience in the field is highly desired.

PREFERRED EDUCATION: 

• Master’s degree Engineering, Business, or Finance is a plus.

REQUIRED EXPERIENCE:

• Must have at least 5 to 10 years of sales leadership and multiple accounts management experience in water and industrial accounts, lime, mining, cement, chemical, or raw materials environment. Previous operations or manufacturing roles experience are a plus.

PREFFERED EXPERIENCE:

• 8 plus years of experience in the sales leadership and multiple accounts management in water and industrial accounts, lime, mining, cement, chemical environmental. Previous roles: Sales Manager, Product Manager, NBD Specialist.

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 include 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 inclusion 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 an inclusive workplace. We strive to create an inclusive environment for everyone, and we are committed to treating everyone with respect at all times. We are proud to be an equal opportunity employer and are committed to fostering an inclusive work environment.