Job Description
Whatever you do, you'll make a difference at Lafarge Canada. Because we know that your passion and curiosity are the natural resources the world needs. Thanks to our teams' energy, commitment and ideas, we are reinventing how the world builds to make Canada greener and smarter for all.
Major Market Manager
WHO IS LAFARGE?
As a global leader in innovative and sustainable building solutions, Lafarge is enabling greener cities, smarter infrastructure and improving living standards around the world. With sustainability at the core of our strategy, we are becoming a net-zero company, with our people and communities at the heart of our success. We are driving circular construction as a world leader in recycling to build more with less. It’s all thanks to our 70,000 talented people around the world who are passionate about building progress for people and the planet through four business segments: Cement, Ready-Mix Concrete, Aggregates and Solutions & Products.
WHO ARE LAFARGE PEOPLE?
Lafarge people are passionate about finding better ways to build. They embrace innovation and improvement with a pioneering spirit. They work as trusted partners, creating better solutions and experiences for their customers, communities, and colleagues.
- Ensures appropriate programs, priorities, and resources are in place to reduce or eliminate health and safety risks to employees, customers, and vendors.
- Actively contributes with implementation and compliance of Lafarge Safety Programs and Processes to ensure all aspects of the role and personnel are working in a safe manner.
- Executes Commercial strategic actions and develops individual account plans jointly with the District Sales Manager.
- Fosters customer oriented culture in the Ontario market. Fully understands how to generate customer value and drives and manages the needs of the customers.
- Continuously and pro-actively drives differentiation of Lafarge as the supplier of choice.
- Responsible to implement and achieve sales related targets.
- Manages Sales relationships and projects to drive revenue growth.
- Follows clear account plan strategies for the assigned portfolio, including structured customer visits, frequency of contacts, follow up, etc.
- Updates daily activities and maintains accurate records within CRM system on a timely basis.
- Defines, monitors and adjusts prices for the assigned customer group.
- Ensures proper execution and tracking of the assigned accounts through close analysis of portfolio sales activities to ensure individual and sales targets are achieved and exceeded.
- Achieve Sales goals and objectives by maintaining and strengthening existing relationships and establishing new relationships.
- In this role, you will closely cooperate with other departments to achieve excellence in current and future project, e.g. technical and supply chain teams.
- Builds effective monthly sales forecasts.
- Understands backlog and compares to prior periods to assess the risk/probability of meeting targets (volume, price, gross profit).
- Manages sales force and other sales related tools to ensure that all potential projects are quoted and followed up to enable accurate tracking of market share and analyze the competition.
- Responsible to build solid relationships with key existing and potential customers.
- Develops, maintains and utilizes current understanding and expertise of market space, competitive intelligence, product and trends.
- Interact with key customer decision-makers to understand and influence the choice to use Lafarge Cement.
- Build industry and association relationships. Able to professionally participate in industry associations as a representative of Lafarge.
- Promotes Lafarge’s interests and communicates in a manner which upholds Lafarge as a good corporate citizen.
- Maintain close contact with all assigned customers to ensure high level of customer satisfaction.
- Represents Lafarge externally and in the market as a high quality supplier.
- Continuously optimizes current financials of business by improving pricing, quality, flexibility around demand requirements and synergies between materials and/or logistic solutions.
- Contributes to achieving annual revenue, volume and profit budgets; analyze the results and forecast on monthly basis and work with all parties to deliver the financial results.
Results/Accountabilities:
- Growing existing cement portfolio
- Delivers pricing, quality and volumes of cement at or above budgeted levels
- Delivers best in class customer service
- Creates, develops and maintains strong customer relationships with existing and prospect customers
- Gathers information on shifts in market to defend existing programs and pursue new opportunities
- Generates revenue from identifying business opportunities between various types of cement
- This position works with a wide range of customers (size, organizational level, industrial profile), preparation platform and/or cement plant team members, carriers and logistics.
Dimensions:
- Volume: 120-250’000t
- Customers: ~30
- Direct Reports (# of): 0
- 10 years of sales experience, preferably in the cement industry
- Business, Engineering, or equivalent degree
- Deep understanding of the cement or construction materials market
- Strong relational skills and ability to communicate effectively
- Can influence without authority and possesses managerial courage
- Proactive, organize and results oriented self-starter with high level of energy and drive
- Solid financial understanding of financial statements.
Job-Specific Competency Profile:
- Drive for Results
- Sales understanding
- Business Acumen
- Intellectual Horsepower
- Strategic Thinking
Lafarge Canada Inc. welcomes and encourages applications from people with disabilities. In Ontario, our organization/business is committed to fulfilling our requirements under the Accessibility for Ontarians with Disabilities Act. Accommodations are available on request for candidates taking part in all aspects of the selection process.
YOUR LAFARGE EXPERIENCE
At Lafarge, there is endless opportunity for you to play your part. Whether you’re in a technical, managerial, or frontline role, you can shape a career that works for you. With us you’ll have the chance to embrace the passion we share for our planet. You’ll be encouraged to seek out diverse perspectives, share your ideas and build the skills and connections you need to perform at your best. Because it’s only when we work together in a culture where everyone thrives, that we can build the world we all want to live in.
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