Technical Sales Specialist

Description

• Develop VAP penetration for a market area (recommended ratio: one TSS for 200 km3 total production) in coordination with the local team and the BU Product Managers and Marketing Manager.
• Expert Multi products (ALL VAP products)
• Animate / manage Placing & Finishing Service and the network of subcontracted applicators
• Animate / manage the network of customer applicators (Pro network)
• Expert in jobsites
• Assist technically the CBSS
• Actively contributes to technical innovation process

Positioning and Job Dimension Within The Organization

• Indicate the positioning within the organization (if possible provide an organization chart). Provide figures describing the job and describe the resources allocated (i.e. people managed, budget, turnover, volume, tons etc.) and indicate the persons most frequently liased with.

Reporting line:

• Operationally: Reports to the General Manager
• Functionally: Works closely with Sales Manager and Marketing Manager (for coordination, share good practice,)
• Strong link with the Product Managers and the mix designers
• Link with the CBSS
• Coordination with the VAP demonstrator

Main Activities / Responsibilities

• Describe the main activities of the job indicating the degree of responsibility and autonomy. Use an action verb to highlight its value added.

Time allocation

• (40%) support the sales reps (see details below)
• (30%) transform sales of concrete into sales of VAP s on jobsites
• (10%) develop and manage Placing & Finishing Service and the network
• of subcontracted applicators
• (10%) develop the network of customer applicators (PRO network -see details below)
• (10%) support the CBSS to get VAP specified in technically difficult situations

Supports the Sales Representatives

• Trains the sales reps to the different products and their applications
• Trains the sales reps to do Placing & Finishing Service quotes
• Prepares jointly sales reps action plans regarding VAP (pipeline, target customers)
• Participates/co-manages all sales meetings on the product mix.
• Analyses sales statistics and challenge sales team
• Coach the sales reps by doing joint visits
• Help and support the sales in complex/difficult cases by doing joint visits
• Visits jobsites upon request of sales rep in order to validate technical options, promote technically the VAP

Help Promoting VAP to specifiers

• Visits specifiers (engineers, architects, municipality technical services, owners and developers) to assist Sales rep and CBSS when requested by the CSS

Animate / manage Placing & Finishing Service and the network of subcontracted applicators

• Detect the right subcontracted applicators
• Trains the subcontracted applicators with the support of the demonstrator
• Audit and Follow-up the subcontracted applicator
• Organize the planning of the placing with the subcontracted applicators upon request of the sales rep through Placing & Finishing Service
• Negotiates the cost of the subcontracted work
• Defines the strategy and the pricing policy for Placing & Finishing Service
• Trains the sales reps to do Placing & Finishing Service quotes
• Manage the relation with the sales rep and challenge them
• Adapt to new products, applications, and services in relation with the marketing directors and the product managers.

Develop the network of customer Applicators in the area (PRO Network)

• Detects potential applicators (Agilia Screed, Extensia, Artevia)
• Convinces them to join the network
• Makes sure they get the proper support (from demonstrators, QC, Product Manager)
• Organizes local applicator network meetings
• Trains the customer applicators with the support of the demonstrator
• Audit and Follow-up the certified customer applicators
• Manage the relation with the sales rep and challenge them

Internal training

• Train and coach the TSS1 when relevant in agreement with the Marketing manager
• Train other persons from the Division (TSS from other countries) upon request

Innovation

• Actively contributes to the generation of new products & services by identifying and documenting opportunities and needs at his level.
• Is actively involved in the implementation of new product /services in his territory

Long Term Goals

• Specify the results and performance level (quantitative and qualitative) expected from the job’s mission in the long run.
• Make sure that the network of certified applicators is well covering the market and with the requested level of motivated professionalism
• Grow the business of Placing & Finishing Service
• Ensure that all potential for each VAP products is explored
• Ensure that market opportunities for new products are identified and documented enough to turn to actual innovation.

Minimal Competencies Required for the Job

• Identify 3 or 4 key skills required for the job under the following aspects:

Professional and/or technical competencies:

• Good knowledge of concrete, manufacturing and delivering
• Construction engineer/ construction material science experience
• Civil engineer with min. 10 years’ experience
• Good knowledge of specifying processes
• Technical credibility to challenge sales representatives and specifiers
• Good knowledge of concrete mix-designs and properties
• Knowledge of quality standards and technical regulations
• Solid experiences with office software and Microsoft package incl. Lotus Notes
• Technical ability to learn about new products and to approach new segments
• Marketing: Good understanding of Marketing levers (pricing, segmentation)
• Expert in the implementation of Placing & Finishing Service

Behavioral and/or managerial competencies:

• Good communication and listing skills
• Adaptable to talk to different levels and build networks (internal and external)
• Ability to motivate and coach sales reps within the BU matrix organization
• Enable to attract and motivate potential applicators
• Ability to challenge area and sales manager towards increase of VAPs

Educational Background

• Bachelor Degree in a relevant field or High School Diploma or Junior College Degree in Concrete (Ex: Alpena) (with 10 years of relevant experience).