Sales Manager

About the role

This position is responsible for maintaining existing 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 through a thorough understanding of how Lhoist offerings impact customer processes, total cost of ownership, and competing products, services, and technologies.

Responsibilities

• Meet and exceed all sales objectives.
• Maintain existing accounts and focus on increased revenues through positive price increases.
• Gain new accounts and develop new business growth opportunities.
• Understand the competitive market and customer needs to provide tailored solutions.
• Develop strong customer relationships through visits, engagement, and ensuring product delivery matches customer specifications.
• Resolve customer issues and understand their business to provide competitive quotes.
• Make clear and concise presentations to customers and document the value Lhoist products provide.
• Understand production capabilities and competition to enhance market intelligence.
• Budget and forecast sales accurately, analyze industry and sales data, and create long-range sales plans.
• Document the value-in-use of Lhoist products and develop market intelligence in existing and new territories.
• Increase sales with existing customers by providing technical expertise on how Lhoist products enhance their business.
• Negotiate the best possible prices for both the customer and Lhoist North America.
• Represent the company in all customer dealings and provide bids, quotes, and prices that align with long-term goals.
• Perform other duties as assigned, including understanding LNA production, dispatch, and transportation processes.

Requirements

• Bachelor’s Degree in a technical field of study (Engineering—Chemical, Metallurgical, Environmental, Mechanical—Chemistry, Biology) or equivalent work experience in the field.
• At least 5 to 10 years of sales leadership and multiple accounts management experience in heavy industry, lime, mining, cement, chemical, or raw materials environment.
• Previous experience in operations or manufacturing roles is a plus.
• Strong working knowledge of Microsoft Excel, Word, Outlook, and PowerPoint; SAP knowledge is a plus.
• Ability to travel up to 30% as needed.
• Must be physically able to perform assigned work, including accessing all plant locations, working in extreme weather conditions, and tolerating exposure to industrial environments (e.g., high temperatures, noise, dust).
• Capable of working in heights up to 120 feet, confined spaces, climbing ladders or stairs, and accessing tunnels.
• Able to lift up to 50 pounds and perform actions such as standing, walking, balancing, stooping, kneeling, reaching, talking, seeing, hearing, and sitting.

Skills

• Ability to set priorities, manage time, and deliver results in both long- and short-term projections.
• Strong relationship-building skills within LNA and with current and future customers.
• Proven problem-solving skills, independent judgment, and willingness to make critical decisions.
• Demonstrated technical knowledge of how products can be used and sold to end customers.
• Strong verbal and written communication skills, with the ability to communicate at all levels.
• Strong influencing skills and a champion of teamwork in a matrix organization.
• Excellent interpersonal skills and talent for developing relationships with internal and external customers.
• Self-starter with strong initiative, a sense of urgency, and a call to action.
• Fast-moving, rigorous in process and metrics management, and action-oriented.
• Excellent value selling, documentation of value, and negotiation skills.
• Strong presentation and public speaking skills.
• Ability to prioritize and manage multiple tasks/projects while meeting deadlines.
• Strong sense of urgency in meeting customer needs and a good understanding of safety in manufacturing environments.
• Forward-looking, action-oriented team player who works well with cross-functional groups.

Benefits

• Comprehensive medical, dental, vision, life, and disability insurance.
• Paid vacation and sick time.
• Attractive 401(k) Retirement Savings Plan with a generous employer match and supplemental contribution based on years of service.
• Educational assistance to encourage continued learning and professional development.