Drive profitable growth and develop strategic customer relationships across South Europe's Paints & Coatings markets, acting as the primary commercial force to execute the market strategy and deliver exceptional customer satisfaction.
Ensure compliance with all safety protocols, educating internal and external teams on preventive measures to achieve our zero LTA and non-LTA safety ambitions.
Drive Profitable Sales Growth (Revenue Management): Grow profitable sales based on a deep understanding of customer needs, competitive landscape, and value proposition across both existing and new accounts, directly influencing:
Strategic Account Planning: Define and execute a robust commercial strategy and action plan for a portfolio of ~40 customers in collaboration with Marketing and Technical Support functions (including budget proposals, commercial conditions, and profitability improvement initiatives).
Lead Commercial Negotiations: Negotiate and secure price increases, increase share of wallet, and finalize commercial packages, along with associated terms & conditions (with legal support).
Customer Engagement & Reporting: Maintain regular customer visits (up to 60% travel time across South Europe), documenting detailed sales visit/call reports in CRM, and preparing monthly performance analysis against the plan.
Champion Customer Satisfaction (Customer Centricity): Proactively monitor and address significant customer complaints (information collection, communication of investigation progress and conclusion, and corrective actions) and be the key ear for the Voice of the Customers.
Optimize Working Capital (Cash Management): Ensure timely cash collection and work to improve DSO (Days Sales Outstanding) and optimize Payment Terms.
Gather Market Intelligence: Actively collect and document in CRM vital market intelligence, including mineral consumptions, performance requirements, competitors’ products/pricing, and future market trends.
Fuel Innovation (New Business Generation): Generate and champion ideas for New Products to feed the innovation pipeline, based on key customer performance targets and future needs.
Develop New Business: Actively pursue and close New Customers and Cross-Sell opportunities to improve the Conversion Rate for the opportunity pipeline.
Financial Planning: Prepare, manage, and achieve accurate budget and forecasts for S&OP (Sales and Operations Planning) and finance purposes.
Cares for Self and Others: Acts as a visible role model for ethical decision-making, inspires trust through a strong work ethic, and demonstrates self-awareness to proactively manage personal well-being and consistently follow safety protocols.
Commits to Customers: Establishes and maintains mutually beneficial, long-term customer relationships by thoroughly comprehending their business requirements and skillfully balancing their needs with the best interests of Imerys.
Collaborates for Success: Works together across functional boundaries (e.g., Marketing, S&OP, Technical) to ensure shared commercial goals are met, sharing timely information, and constructively resolving conflicts.
Drives Results: Firmly motivates self and others to achieve budgeted sales results, challenges existing processes to strive for excellence, and commits to delivering plans while maintaining a focus on long-term sustainability
Shapes the Future: Thinks in long-term scenarios, anticipating future customer challenges and opportunities, and uses this strategic outlook to translate the company strategy into actionable commercial initiatives.
