Position Overview:
The objective of this position is to promote and sell Lafarge Precast products in the Manitoba and Saskatchewan Region. Identify customer needs and proactively promote Lafarge based building products/systems and Value Added Products. Manage a customer portfolio for profitability, segment coverage, and growth potential.
Structure:
Reports directly to Sales Manager, Precast Manitoba Saskatchewan Region
Responsibilities:
- Part of the precast team overseeing the sales of precast products within the Manitoba and Saskatchewan.
- Produce estimates, quotes and proposals for precast projects of all sizes and building segments.
- Assist in the coordination of deliveries to all projects large and small.
- Develop and maintain a loyal customer base
- Collaborate with customers to resolve problems, either internal or external.
- Spend 75% of time directly w/ client site superintendents, project managers, subcontractors & head office personnel.
- Promote extra products and services, including coaching internal customer contact points on this topic.
- Utilize solution-based selling to maintain strong customer relationships and be proactive in understanding customer needs
- Maintain a strong grasp of all competitors’ actions, prices and strategies.
- Develop action plans and establish objectives and goals to meet the divisional targets
- Coordinate cross-product line sales for customers interested in other Lafarge divisions’ products and services.
- Maintain extensive product knowledge within the utilities and construction precast standard products
- Represent the company within various industry organizations.
- Attend and participate in weekly sales meetings.
- Interact with project/operational/estimating personnel as part of the team aspects.
- Operate within Lafarge safety & environmental policies and best practices.
- Develop new customers and leverage relationships to grow customer base.
- Consistent use of Salesforce and B2W tools to document customer interactions and prepare estimates.
- Support Sales Manager/General Manager with information about local players, competitors and market conditions
- Explore and develop local market opportunities
- Keep track of sales indicators/metrics and produce reports
Relationships with Other Jobs:
Work with Precast Operational Staff, Engineering and Estimating to ensure customer satisfaction.
Results/Accountabilities:
- Promote Lafarge brand and products.
- Meet and exceed sales and service objectives in assigned territory.
- Identify and be responsive to all customer needs – solution-based selling.
- Track and report market information pertaining to customer, projects and competitor activities.
- Implement daily service strategies.
- Promote the safety culture within Lafarge and with contractors that work with Lafarge.
- Strong drive for creativity and innovation is required for this role.
- Grow client base through prospecting activities
- Business development - explore and develop local market opportunities
- Provide information about the market and advise which products should be kept in stock (inventory) and which have development potential
- Participate in the development and creation of customer presentations.
Qualification Profile:
- University Degree or technical diploma in Business or Engineering preferred, or related experience.
- Sales Experience in the construction industry, or direct construction experience, considered an asset.
- 5-10 years experience in the industry would be considered an asset.
Knowledge and Skills:
- Good product knowledge
- Ability to learn quickly
- Proficiency in Microsoft Office and Enterprise systems
- Strong sales and people skills
- Knowledge of Salesforce program and/or B2W
Competency Profile (Lominger)
- Customer Focus
- Action-oriented
- Ability to Manage Diverse Relationships
- Creativity
- Time management
- Integrity and trust
- Effective Communication Skills
- Self-driven
- Motivated by results
As part of our dedicated focus on the health and safety of all employees, a pre-employment medical, including drug and alcohol testing and a criminal record check, will be required.
