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Holcim (US) Inc. Sales Manager, Construction Materials in Saugus, Massachusetts

Overview

OVERVIEW

The primary objective of this role is to achieve volume/ market share, price and other critical revenue objectives for the market area while ensuring our orientation is “easy and hassle free” for our customers. The Sales Manager, Asphalt is responsible for monitoring volume, market share, price and C1 margin management. Provide leadership, motivation, development, and direction for the Sales & Administrative Team. The Sales Manager plays a key role in maximizing profitability by developing strategies to optimize sales, understand and manage customer relationships, optimize the sales & production balance, manage market dynamics and utilize zones of natural advantage. The Sales Manager must also work closely with Production, Credit, Billing and Safety and other teams to drive the continuous improvement within the organization. Adheres to all company policies, procedures, business ethic codes and legal regulations, and ensures that they are well communicated and implemented within the sales team.

This position can be based out of Saugus, Wrentham or Stoughton.

Responsibilities

RESPONSIBILITIES

Customer Focus:

  • Provide customer focus for the sales staff and plant personnel.

  • Continuously develops offerings to differentiate Aggregate Industries as the supplier of choice.

  • Assists team in building solid relationships with key existing and potential customers.

  • Manage customer profiling and targeting action plans .

  • Coordinate with other product line personnel to ensure effective customer and market strategies.

Sales and Marketing Strategy:

  • Determines annual and project pricing strategies based on market trends and budget targets.

  • Manage the individuals within the sales staff including development, execution and tracking of sales goals and commercial strategies by location.

  • Identify the source of competitive supply into each market: Work with sales staff to continuously monitor competitors and other market activities; Understand and communicate customer actives at competitor’s facilities, understand services provided by relevant competitors and recommend any necessary actions.

Budgeting & Sales Forecasting:

  • Prepare annual budget and provide a sound sales strategy to achieve sales volumes and C1 margin. Deliver information to sales staff and clearly communicate strategy by location throughout sales team.

  • Build effective weekly sales forecasts for the management team.

  • Calculates backlog and compares to prior periods to assess the risk/probability of meeting targets (volume, price, gross profit).

  • Assigns accountability and develops actions for uncommitted volumes.

Customer Service and Manufacturing:

  • Work with Production manager to balance daily plant product capabilities’ with customer’s daily orders.

  • Monitors sales staff to ensure that customers orders are created accurately and that pricing follows within guidelines

  • Quote and negotiate contracts with contract pricing with key accounts

  • Work closely with QC to provide product information at bid time, during negotiations and during construction.

  • Work closely with QC to resolve product quality issues

  • Train customer base on correct tax exempt information required

  • Prepare, submit and distribute monthly liquid asphalt escalation billing. Assist customer base with the understanding of the liquid asphalt escalation system.

Credit, Collections and Billing:

  • Manage monthly Credit / Sales Team meetings to review current customer account statuses.

  • Responsible for customer account aging and support of collection activities to minimize outstanding receivables.

  • Develop action plans with Credit Department to collect on outstanding accounts.

  • Manage account collections on key accounts.

  • Review daily Apex & SAP edits to reduce billing errors.

  • Manage on going account clean-up to maintain accurate account balances by customer.

  • Manage communication between billing department and sales staff to maximize timeliness and accuracy of daily sales.

People Management:

  • Ensure the right persons are in the right position for Sales and Customer Service. Hires and dismisses staff in co-ordination with HR, as required.

  • Follows and promotes the Aggregate Industries HR business cycle (Annual performance review, Annual Objective setting, Individual Development Plans, Career & Succession Plan.)

  • Ensure that each employee has been properly trained and possess the correct skills to complete their job accurately.

  • Develop and maintain a team mentality though out the sales staff.

Dimensions:

  • Direct Reports: 4 Salaried Sales Staff & 1 Salaried Gate Keeper, 1 salaried scheduler

  • Annual Revenue: $80 M

  • Volumes: 1.3 Million Tons

  • 9 Asphalt Batch Plants and 3 Asphalt Drum Plants

Specific Accountabilities:

  • Responsible for the sales and related gross profits of the business unit.

  • Lead the Sales Force Effectiveness and Customer Relationship Management Program in the NER.

  • Responsible for monthly Sales Forecasts and Sales Production Balancing

  • Maintain NER Strategic Framework and order to achieve budgeted results.

  • Manages the market share position and promote Aggregate Industries as a leader in the industry.

  • Responsible for customer service and satisfaction.

  • Optimizes C1 margin while maintaining production volumes.

RELATIONSHIPS WITH OTHER JOBS

  • Operations Manager, Plant Managers

Qualifications

QUALIFICATIONS

Required Education: Bachelor's degree, experience can be considered in lieu of education.

Required Work Experience Logistics and scheduling experience (3-5 Years)

INTERNAL CONTROLS

  • Responsible for providing reasonable assurance of effective and efficient operations, including actions to prevent and detect fraud and protect Company resources.

HEALTH & SAFETY (H&S) COMPETENCIES

  • Ensures alignment of H&S activities arising from H&S missions and objectives.

  • Actively manages risks by ensuring that all related control activities are thoroughly implemented.

  • Drives committed and effective incident management through active participation in incident review, investigation, and corrective action creation.

  • Promotes a culture of incident reporting and leading indicators, i.e., Near Misses and Visible Personal Commitment (VPC).

  • Exercises and encourages core H&S values including, but not limited to, developing self and coaching others by inspiration and empowerment.

Click to view Company Benefits Overview (https://lafarge-na.icims.com/icims2/servlet/icims2?module=AppInert&action=download&id=332309&hashed=-1767320747)

EOE/M/F/Vet/Disabled

# of Openings 1

Requisition ID 2021-10577

Position Type Salaried Full-Time

Category Sales

Product Line US - Asphalt, Paving & Construction (A,P,C)

Job Locations US-MA-Saugus

Company Aggregate Industries Management, Inc.

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