Bachelor's Degree in a technical field (Engineering, Chemistry, Biology) or equivalent experience
5-10 years of sales leadership in heavy industry (lime, mining, cement)
Strong understanding of customer operations and competitive market dynamics
Proven ability to build and maintain customer relationships
Excellent negotiation and value-selling skills
Strong analytical skills for market analysis and forecasting
Proficiency in Microsoft Office; SAP knowledge is a plus
Responsibilities
Achieve and exceed sales goals through account retention and new customer acquisition
Develop strong customer relationships through regular engagement and tailored solutions
Analyze industry data to enhance profitability and inform sales strategies
Negotiate competitive pricing to benefit both customers and the company
Document and communicate the value of Lhoist products to customers
Create long-term sales plans and accurately forecast sales performance
Travel extensively within the assigned territory to meet customer needs
Benefits
Comprehensive medical, dental, vision, life, and disability insurance
Paid vacation and sick time
401(k) Retirement Savings Plan with generous employer match
Supplemental contributions based on years of service
Educational assistance for professional development
Full Job Description
POSITION SUMMARY: The Sales Manager is responsible for achieving and exceeding sales goals through the retention and growth of existing accounts, acquisition of new customers, and development of strategic business opportunities. This role builds strong customer partnerships, gathers competitive market intelligence, and implements effective pricing and growth strategies across a broad geographic region. By developing a comprehensive understanding of customer operations, Lhoist products and services, competing technologies, and total cost of ownership considerations, the Sales Manager delivers solutions that maximize customer value and satisfaction while creating long-term competitive advantage.
RESPONSIBILITIES & EXPECTATIONS:
Sales Goals
Meet/Exceed all sales objectives
Maintain existing accounts
Focus on increased revenues through positive price increases
Gain new accounts
New Business Development
Understand Competitive Market
Customer Service/Satisfaction
Develop strong customer relationships through visiting customers, engaging in reasonable entertainment events, matching products with customer specs, and ensuring delivery
Resolve customer issues
Understand and know customer's business
Make clear and concise presentations to customers
Provide competitive quotes
Understand production capabilities as well as competition
Develop knowledge of customer processes to document the value Lhoist products provide
Enhancing profitability
Budget and forecast sales accurately
Investigate, analyze and interpret industry/sales data
Create and maintain long range sales plans
Accurately determine value of products in marketplace through market analysis
Documentation of Value in Use of Lhoist products
Develop and enhancement market intelligence in existing and new territories.
Increase sales with existing customers by providing additional technical expertise and how our products are able to enhance their business.
Negotiating
Negotiate best possible prices for customer and LNA
Represent company/face of company in all customer dealings
Provide bids, quotes and prices that put LNA and customer in best possible position to achieve long term goals
Perform other duties
ATTRIBUTES:
Complete understanding of LNA production, dispatch and transportation process and all associated costs as well as strong industry knowledge
Ability to set priorities, manage time and deliver results
Ability to plan and deliver results in long- and short-term projections
Strong relationship building skills both within LNA and with current and future customers
Strong problem-solving skills: has proven capacity to exercise independent judgment and willingness to make critical decisions
Demonstrated technical knowledge of how the product can be used and sold to end customers
Strong verbal and written communication skills and the ability to communicate on all levels
Strong influencing skills and champion of teamwork in a matrix organization. Strong interpersonal skills, talent for developing and building relationships with internal and external customers.
Self-starter, self-motivated and with strong initiative. High level of initiative and is pragmatic- has a strong sense of urgency and call to action. Fast moving and rigorous in process and metrics management.
Excellent value selling, documentation of value, and negotiation skills
Strong presentation and public speaking skills.
Ability to prioritize and manage multiple tasks/projects and meeting all required deadlines.
Strong sense of urgency in meeting customer needs.
Good understanding of safety within manufacturing environments and the desire to following all established procedures as required.
Forward looking action-oriented team player that works well with cross functional groups
Must be capable of significant territory travel.
Must have strong working knowledge of Microsoft Excel, Word, Outlook, and PowerPoint software. Previous SAP knowledge is a plus.
PHYSICAL DEMANDS INCLUDE, BUT ARE NOT LIMITED TO:
Must be physically able to perform work assigned.
Must be physically capable of accessing all plant locations.
Tolerate working outside in severe weather conditions as well as exposure to industrial high temperature, noise and dust.
Access all areas within a site which could include heights of 120 feet, confined spaces, climbing ladders or stairs, and accessing tunnels.
Will be working in an office, mining, and lime processing (heavy industry) environment.
The employee will be exposed to the following working conditions: Extreme Heat and Cold, Noise, Vibration, Oils, and Atmospheric Conditions such as Dust, Fumes, and Metallic Particles.
The employee will be required to perform the following actions (from time to time): Standing, walking, balancing, stooping, kneeling, reaching, talking, seeing, hearing and sitting.
Able to lift up to 50 pounds.
Must be able to travel up to 30% as needed or directed by leadership
REQUIRED EDUCATION:
Bachelor's Degree in a technical field of study (Engineering (Chemical, Metallurgical, Environmental, Mechanical), Chemistry, Biology or equivalent work experience in the field is highly desired
PREFERRED EDUCATION:
Master's degree Engineering, Business, or Finance is a plus
REQUIRED EXPERIENCE:
Must have 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 operations or manufacturing roles experience are a plus.
PREFERRED EXPERIENCE:
8 plus years of experience in the sales leadership and multiple accounts management in heavy industry, lime, mining, cement, chemical environmental. Previous roles: Sales Manager, Product Manager, NBD Specialist.
Lhoist North America is proud to offer a highly competitive compensation package designed to support your well-being and future.
Our benefits include comprehensive medical, dental, vision, life, and disability insurance, along with paid vacation and sick time. We also offer an attractive 401(k) Retirement Savings Plan with a generous Employer Match as well as a Supplemental Contribution based on your Years of Service to help you plan confidently for the future. We recognize that growth doesn't stop at the workplace. That's why we provide educational assistance to encourage continued learning and professional development, empowering our employees to reach their full potential.
At Lhoist North America, your success is our investment.
About Lhoist (S.A. Lhoist Recherche et Developpement)
Lhoist is a global leader in the production of lime, dolime, and minerals. The company was founded in 1889 and is headquartered in Limelette, Belgium. Lhoist operates in over 25 countries and has more than 100 facilities worldwide. The company's products are used in a variety of industries, including steel, construction, and environmental protection. Lhoist is committed to sustainability and has implemented a number of initiatives to reduce its environmental impact. The company is also focused on innovation and has a dedicated research and development team.
