LafargeHolcim

Technical Sales Engineer

CA
Requisition ID
2017-3740
# of Openings
1
Category
Engineering
Product Line
Canada - Concrete Products

Why work for Lafarge?

Lafarge in Canada is proud to provide construction solutions in the buildings, infrastructure and industrial segments. These solutions are built with high performance products from our cement, aggregates, ready-mix concrete, asphalt and road construction, and concrete products divisions.  From the use of alternative materials and recycling to renewable energy, Lafarge's focus is to develop innovative products that can contribute toward sustainably constructed building solutions.  Lafarge takes personal growth and development to heart, and provides resources for our employees to take control of their own careers. Through our commitment to communities, to the health and safety of our employees and their families, or through the many volunteer hours of our employees, Lafarge demonstrates our care for people. If you want to work in an environment that values hard work, entrepreneurship, and collaborative teamwork, Lafarge is for you.   Building Better Cities is what we do. Come Build a Better Career with us!  More information can be found at www.lafarge-na.com/careers .

Overview

Reporting to the Pipe & Precast Manager of Saskatoon, the Product Specialist is responsible for driving and growing Lafarge’s stormwater and precast portfolios, including brand and products, marketing, customer relations, new product development, engineering and finances.  The Product Specialist must be strategically focused and a strong leader to execute the business strategy and provide leadership while maximizing profitability, optimization of resources and long term success.  In addition, the Product Specialist demonstrates a solid financial understanding, ensures that all products and services meet Lafarge’s world class standards and are provided in the most efficient manner; upholds all company commitments, policies and standards; and supports a culture that holds health & safety as a primary value. It is an expectation that the product range and segments will widen over time.

Responsibilities

  • Develop designs and approve tender bid prices for all stormwater and related precast opportunities.
  • Negotiate pricing of products and manage supplier relationships.
  • Identify target customers requiring attention and direct attention accordingly.
  • Maintain customer contact as well as oversee the resolution of customer complaints.
  • Seek new applications and new marketing techniques for products.
  • Develop new products to meet customers’ specific needs.
  • Assist owners and consultants in developing solutions.
  • Develop and approve marketing material and coordinate trade shows.
  • Meet with municipal and provincial regulators to influence stormwater regulations.
  • Conduct professional team meetings with clear agenda and priorities.
  • Set up short and long-term plans to ensure the planned growth of the business, while monitoring local market forces and competitors.
  • Establish market price targets.
  • Prepare business capital investment proposals with estimated return on investment.
  • Analyze competitive forces and factors affecting the marketplace.
  • Develop new products and solutions to meet market demands.
  • Maintain a high quality image and reputation in the marketplace.
  • Ensure quality controls are in place and are followed.
  • Resolve quality issues in a timely manner.
  • Ensure delivery of a product that meets or exceeds customer expectations.
  • Directly resolve customer concerns.
  • Prepare technical reports and resolve technical issues for all products.
  • Develop engineering design for all related products.
  • Be innovative in using new technologies and new product development.
  • Identify and manage Value Case projects that result in positive contributions.
  • Responsible for profit and loss - develop and adhere to a cost-effective plan to maximize sales, product balance, operations and profitability.
  • Responsible for budgets and forecasts, ensuring tracking, analysis and reporting is on time and accurate.
  • Negotiate prices for non-capital expenditures, including raw materials supply.
  • Monitor invoicing and accounts receivables.
  • Prepare monthly financial statements.
  • Establish terms of sale for customers and for purchases.
  • Establish raw material inventory to maximum / minimum levels.

 

Relationships with Other Jobs:

  • Reports to the Pipe & Precast Manager of Saskatoon
  • Collaborates across the market and across product lines to drive a One Lafarge approach.
  • Works closely with other plant managers, operations managers, engineers and sales staff in GCA, GEA and GWA markets.
  • Works in conjunction with support staff (finance manager, credit manager, health & safety manager, environment manager and human resources team) regularly.

 

Specific Accountabilities:

  • Perform engineered Stormceptor, Jellyfish, StormTrap and other precast sizings and stamp designs as required.
  • Ensure that designs add value and provide the highest possible returns while maintaining quality and safety.
  • Ensure sufficient preliminary design work is completed to accurately price projects.
  • Account ownership – own the client relationship and leverage support network to deliver solutions.
  • Develop written strategies and marketing plans.
  • Manage project pipeline using CRM to measure project specific performance; update continuously to ensure information is timely, accurate and complete.
  • Provide technical and marketing assistance to other team members when called upon.
  • Acquire and continuously improve consultative marketing and transactional selling skills.
  • Develop and maintain professional relationships with clients and local regulators and municipalities.
  • Direct, drive and grow Lafarge’s stormwater and precast portfolios.
  • Develop and build Lafarge’s stormwater maintenance program; manage and direct staff and students as required.
  • Design, develop and execute contracts, licences and agreements related to stormwater and precast products.
  • Meet with municipal and provincial regulators to influence stormwater and construction standards / regulations.
  • Ensure compliance with all laws and company guidelines and policies.
  • Prepare monthly financial reports.
  • Achieve sales and production objectives.
  • Attend local Engineering Association and market functions.

Dimensions:

  • Direct Reports 0
  • Sales Volume $4 Million
  • Customer Base 20+

Qualifications

Education and Work Experience:

  • Bachelor’s degree in Engineering (a combination of other related training and experience will be considered)
  • Registered as a P. Eng. or EIT (a combination of other related training and experience will be considered)
  • Five years of experience in water and wastewater treatment.
  • Three to five years sales experience
  • Ability to understand and derive satisfaction from both “consultative marketing and transactional selling” styles.
  • Proven ability to grow and manage a business.
  • Ability to draw out and understand designers’ needs and help them find solutions.
  • Ability to communicate technical information, concepts and applications very effectively using consultative marketing skills.
  • Proficient in PowerPoint, Excel, Word, Outlook, and CRM (account management & project tracking).
  • Equivalencies of education and experience will be considered.

Knowledge and Skills:

  • Practical experience in managing contracts and projects
  • Strong team player/leader with a positive attitude
  • Excellent communication and interpersonal skills
  • Effective listening
  • Insightful and effective questioning/probing (Verbal/Written)
  • Proficient public speaking
  • Confident, “one-on-one” interactions
  • Effective body language interpretation and appropriate responsiveness
  • Interpersonal relationship building
  • Understanding of designers’ work process
  • Technical expertise in civil infrastructure applications
  • Application knowledge of stormwater products and solutions
  • Working knowledge of clients’ problems with the accompanying products’ solutions and their benefits/values
  • Market awareness
  • Continuous learning and improvement
  • Account management skills
  • Excellent time management and organizational skills
  • Ability to create innovative solutions
  • Ability to think on one’s feet (respond “In The Moment”)
  • Ability to use support resources effectively
  • Ability to exercise good judgment and make effective & timely decisions
  • Create designers’ interest and excitement in the marketplace
  • Manage relationships with customers
  • Build collaborative relationships with regulatory agencies, environmental non-profits, building industry groups and other parties invested in development
  • Participate in policy development by providing technical comments, serving on stakeholder committees, and building consensus around performance-based standards
  • Attend & support strategic conferences and trade shows
  • Build personal standing in the community by writing articles and presenting papers
  • Work with provincial, regional and local agencies to gain approval of products
  • Increase awareness and understanding of products and encourage development of policies that provide an approval path for proprietary technologies
  • Identify testing opportunities and coordinate research to evaluate effectiveness of products
  • Identify and interpret applicable requirements for external projects
  • Assist field sales teams in securing regulatory approvals on specific projects
  • Provides sales support by participating in presentations and developing sales tools
  • Assist in investigating competitive technologies and develop strategies to ensure they are understood by the regulatory and engineering community
  • Coordinate with colleagues to develop strategic approaches to gain approvals and ensure that competition is fair and equal

Job Specific Competency Profile (Lominger):

  • Business Acumen
  • Command Skills
  • Customer Focus
  • Decision Quality
  • Integrity and Trust
  • Intellectual Horsepower
  • Managerial Courage
  • Planning
  • Drive for Results
  • Managing Vision and Purpose

LafargeHolcim

As the world leader in the building materials industry, LafargeHolcim Ltd and its subsidiaries have the assets necessary to meet the building and design challenges of today’s increasing urbanization.  Globally, LafargeHolcim has 115,000 employees, a well-balanced local presence in 90 countries and combined net sales of CHF 33 billion (EUR 27 billion) in 2014. With the most innovative cement, concrete, and aggregates solutions, strong R&D and a commitment to health, safety, and sustainability, LafargeHolcim has the building solutions to meet customers’ needs, from the individual homebuilder to the largest and most complex project.  We are committed to drive sustainable solutions for better building and infrastructure while contributing to a higher quality of life.  We are positioned to deliver on this commitment.

Options

Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.