Sales Manager Paints and Coatings France

Sales Manager Paints And Coatings France

Job Summary

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.

Key Tasks And Responsibilities:

• 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:
• Volumes
• Revenues (Circa 17M Annual Turnover)
• Gross Margin
• Price Effect
• 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.

Job Specifications:

• Engineering Degree
• 5+ years of experience in a Sales Manager position at national level (ie BtoB to a central purchaser)
• Strong customer sense
• Strong negotiation and communication skills
• Business acumen and technical appetite
• Good understanding of basic financial and legal concepts
• Outgoing, result oriented, concern for impact, good interpersonal skills
• Relevant experience in/serving the Paints & Coatings market (or other industrial applications)
• Ability to positively influence others w/o direct reporting lines
• Native / profficient French speaker and fluent in English

Leadership Competencies:

• 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.

Position Type Full time and Permanent