Territory Sales Manager

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POST DATE 8/31/2016
END DATE 11/8/2016

Lafarge Boston, MA

Company
Lafarge
Job Classification
Full Time
Company Ref #
2016-2131
AJE Ref #
576029759
Location
Boston, MA
Experience
Mid-Career (2 - 15 years)
Job Type
Regular
Education
Bachelors Degree

JOB DESCRIPTION

APPLY
OVERVIEW:

PURPOSE



The Territory Sales Manager is an individual contributor role with territory management and technical responsibilities.



This position will be based from the candidate s home office and can be located anywhere within the north-east area, specifically Vermont, New Hampshire and Western Massachusetts.



RESPONSIBILITIES:

KEY RESPONSIBILITIES



* Develop and sustain a Business Strategy designed to gain or protect market share Provide basic technical service to LafargeHolcim customers in territory

* Lead the territory Marketing and Sales efforts within the Business Unit

* Monitor the quality and performance of Lafarge and competitive products in the territory

* Position involves travel as needed to meet with customers and attend business unit and district meetings

* Demonstrates a commitment to communicating, improving and adhering to safety policies in all work environments and areas

* Creates clear business strategy for key accounts (e.g. increase share, account penetration, protect existing base)

* Develops, maintains and strengthens customer relationships

* Develops revenue and product goals which are time-bound, realistic and achievable

* Understands how to deliver value to customers (Performance Innovations if applicable) and uses value selling strategies

* Identifies and understands competitive landscape

* Develops plans to maximize potential of accounts, and efficient use of time; uses good account management practices

* Promotes the use of LafargeHolcim products in the territory

* Actively shares customer information with marketing, manufacturing and logistics

* Provides technical assistance and utilizes resources as needed to satisfy basic product and customer issues

* Resolves basic customer product and technical problems

* Provides training and education for customers

* Gathers territory intelligence on all market products and creates a realistic succession pipeline of customers that can be sold if other volumes are lost

* Participates actively in trade associations as required

* Highlights product development opportunities

* Researches customer and competitor business cycles/practices and develop marketable value-added propositions

* Up to date account plans that reflect account strategy

* Strong customer and buying influencer relationships

* Effective call planning system

* Tracking and management of major sales opportunities as they progress through the selling process

* Identification and elevation of customer volume abnormalities with proposed resolution

* Effective management of relationship s between logistics, manufacturing, pricing and other key issues

* Identification and incorporation of service and product improvement opportunities

* Forecast accuracy across customer portfolio

* Timely concrete test program sample management

* 70% Travel required



QUALIFICATIONS:

KNOWLEDGE, SKILLS & ABILITIES



Required Education: Bachelor's/University Degree

Required Work Experience: 3-5 years within the construction materials industry

Travel Requirements: 70% Travel

Computer and Software Skills: Good computer skills (MS Word, Excel and Powerpoint)



Other:

* Ability to communicate effectively, both in writing and during face-to-face interactions

* Can influence without authority, and possesses managerial courage

* Presentation and training skills

* Proactive, organized, results-oriented self-starter with a high level of energy and drive

* Possesses integrity and LafargeHolcim values

* Collaborative, negotiator, adaptable

* Entrepreneurial skills, business acumen, strategist

* Proficient in cement and concrete products





Lafarge North America Inc., Holcim (US) Inc., and Aggregate Industries Management, Inc., and their affiliates, are Equal Opportunity Employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or status as an individual with a disability. We embrace diversity in our people, products and ideas. While we sincerely appreciate all applications, only candidates selected for an interview will be contacted.

AMERICA\'S JOB EXCHANGE SOURCE CODES:

AJETR+00, AJETR+01, AJETR+02 ,AJETR+03, AJETR+04, AJETR+05, AJETR+06, AJETR+07, AJETR+08

STATE SPECIFIC SOURCE CODE:

AJETR+MA