Objective:

To support sales reps in increasing Value Added Product (VAP) penetration by preparing project specific value models, jointly visiting clients in complex situations and training and coaching reps.

Responsibilities:

• Directly affect the VAP selling capability of the WCAN RMX sales force through training, demonstrations and visiting clients
• Develop detailed value propositions to show clear cost savings and other benefits of VAPs to customers and transfer to other TSS’s in the BU.
• Develop effective presentations suitable for delivery to the high priority target customers and deliver those presentations either as an individual initiative or with a member of the local sales team as directed by local sales leaders
• Collaborate with Product Development (QA) group, Product Managers and the Construction & Building Systems Specialists on the launch of new products
• Work with the Sales teams to develop priority targets of market opportunities for area Sales Managers and reps to explore in their respective markets
• Work directly on-site and in the field before-, during- and post-project to achieve results
• Communicate results regularly to other Technical Sales Specialists and the Marketing team through written reports, visual presentations or verbal summaries so that successes can be replicated to other customers and other projects
• Compile and actively manage a database of specifiers (Customer Relations Management)
• Use models and tools developed by Product Managers to capitalize on transfer of knowledge and sales

Characteristics and Competencies:

• Proficient in computer skills, including Microsoft Office applications
• Excellent written and verbal communication skills
• Fluent in English
• Confident personality with presence, poise and ability to relate to people across all levels
• Capable of conceptual and systems thinking to develop a vision of what Lafarge can do to expand its value added product markets
• Strategic Agility – Has broad knowledge and perspective; is future oriented
• Problem Solving – Uses rigorous logic and methods to solve difficult problems with effective solutions
• Functional and Technical Skills – Has the functional and technical skills to do the job at a high level of accomplishment
• Interpersonal Savvy – Relates well to all kinds of people; builds appropriate rapport; builds constructive and effective relationships
• Drive for Results – Can be counted on to exceed goals successfully; is consistently a top performer
• Business Acumen – Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technologies and information affecting his/her business and organization; knows the competition

Relationships with Other Jobs:

• Reports to Director of TurboPLUS, WCAN RMX
• Liaises with BU Product Managers
• Coordinates weekly effort with local sales staff and management
• Liaises with QC management and staff

Dimensions:

• This position currently has no direct reports
• 300,000 m3/year of Ready Mix Concrete

Education & Experience

• University degree in Business, Engineering, Architecture or related science or equivalent combination of education and experience.
• Minimum 3-5 years in engineering, construction or brand management/marketing of concrete or other industrial-related products