Territory Sales Manager

Location:

Toronto, ON, CA, M4G 3W9

WELCOME TO VCNA!

We are Votorantim Cimentos North America (VCNA).

As the North American operations of Votorantim Cimentos, a global building materials and sustainability solutions leader in 11 countries, we are helping to make a positive impact and are transforming our world. We have a culture built on solid partnerships, long-lasting relationships, and opportunities for those who want to learn, grow and be part of a diverse and dynamic culture.

With solutions that include cement, ready-mix concrete and aggregates, we help to build homes, highways, hospitals, buildings, bridges, and schools across the Canadian and U.S. Great Lakes region and Northeast United States. Our commitment to excellence can be seen in those who invest and believe in what we do, those who share their lives with us, those who trust in our deliveries and those committed to innovation and a sustainable future.

Every day, we have the chance to accomplish something new and you're invited to be part of it.

WHAT IS THE OPPORTUNITY?

Part of a team of twelve within the VCNA Cement Division, the candidate will be asked to establish credibility by building trust with given customers, identify commercial opportunities and finalize deals while developing long lasting relationships. The Territory Sales Manager candidate will be the primary contact in his/her territory representing the company in a highly professional and effective manner while providing the client with company cement product portfolio, features and service capabilities. This is a position that will lead to replace a retiree within 2-3 years.

Expected Results:

Learn and implement the best practices from tenured Territory Sales Managers
Embrace the St. Marys culture
Achieve sales volume and pricing goals;
Produce up to date account plans that reflect account strategies;
Develop strong customer and buying influencer relationships;
Use data analytics to improve margins;

WHAT WILL YOU DO?

Working with the Director of Sales, participate and implement the developed business strategy for the geography including

a situation assessment summarizing customer segmentation, competitive offer and strategies, and key trends and
an opportunity assessment based on solid value-based business cases matching products with customer needs creatively and maximizing competitive advantage, taking into consideration the strengths and weaknesses of the competition and anticipating emerging trends (buyer consolidation, emerging technologies, changes in customer sophistication
Identify and manage sales opportunities at every stage of sales process
Achieve the targets of all different objectives and action plans which address target customers, revenue projections, and market share goals with respect to competitors
Having established a portfolio of accounts, deploy good account management processes to maximize account potential by continuously delivering value added products and services based on customer needs at profitable pricing.
Develop long term relationships with customers
Monitor region financial performance

WHAT DO YOU NEED TO SUCCEED?

Zero to five years in Sales preferably in the cement/concrete/construction industry.
Business, Engineering, or equivalent degree is a plus.
Ability to define new opportunities and develop plans to successfully win business.
Clear understanding of vertical integration dynamics is a plus;
Proven track record in building and developing customer relationships;
Deep knowledge of industry and customers (business drivers and end-use applications) is a plus;
Ability to develop and apply market intelligence;
Ability to operate independently;
Demonstrated ability to create win-win negotiations with customers;
Track record of creating innovative solutions;
Record of overcoming potential obstacles to achieve objectives;

PROBLEM SOLVING

Problem solving skills are required for this job to ensure highest profitability due to business implications of all decisions being made, must be well thought out to determine best possible outcome in line with St Marys sales, market share and revenue objectives

ACCOUNTABILITY

All decisions, specially on pricing have to go through the Sales Director
Very autonomous position as the office is at home; you are responsible for your calendar

WHAT'S IN IT FOR YOU?

Being part of VCNA is being part of building famous landmarks such as Toronto's CN Tower, Roy Thompson Hall, Maple Leaf Gardens and the Darlington Nuclear Station and Ryerson Centre, St. Regis Chicago and 150 N. Riverside, Louis High-Speed Rail in Chicago and more
Opportunities to collaborate with teams around the globe and growth opportunities in different areas
Training, professional development
Tuition reimbursement/assistance
Competitive wages, vacation and holiday time
Medical, dental, vision, disability and life insurance
RRSP and DC (CAN) and 401K (U.S.)
Lifeworks Employee Assistance Program (EAP): confidential support for you and your family (CAN)
Educational scholarship program for dependents of regular salaried employees.
Fertility drug coverage
Paid Maternity Leave Top Up
Hybrid work model for certain positions

OUR PEOPLE

We care about people - all people. At VCNA, we take safety, health and wellness seriously. We're dedicated to giving our employees a safe workplace, our neighbors a safe environment and our customers a high-quality and safe product. Safety first -and always!

Our VC Way reflects who we are, inspiring us to unite our culture and be our best: Our Way of Being: ethical and respectful, Our Way of Working: together with excellence and Our Way of Thriving: with the courage to transform.

INCLUSION AND EQUAL OPPORTUNITY EMPLOYMENT

We have a results-oriented culture that values being open, honest, and authentic. It's part of our DNA. We are continually expanding our diverse and inclusive team by providing opportunities for everyone, regardless of race, ethnicity, age, gender, religion, sexual orientation, gender identity, gender expression, disability or economic status - a workplace where you can express your individuality and be your best self!

WELCOME TO VCNA!

We are Votorantim Cimentos North America (VCNA).

As the North American operations of Votorantim Cimentos, a global building materials and sustainability solutions leader in 11 countries, we are helping to make a positive impact and are transforming our world. We have a culture built on solid partnerships, long-lasting relationships, and opportunities for those who want to learn, grow and be part of a diverse and dynamic culture.

With solutions that include cement, ready-mix concrete and aggregates, we help to build homes, highways, hospitals, buildings, bridges, and schools across the Canadian and U.S. Great Lakes region and Northeast United States. Our commitment to excellence can be seen in those who invest and believe in what we do, those who share their lives with us, those who trust in our deliveries and those committed to innovation and a sustainable future.

Every day, we have the chance to accomplish something new and you're invited to be part of it.

WHAT IS THE OPPORTUNITY?

As part of a close-knit team within the VCNA Cement Division, the candidate will be asked to establish credibility by building trust with given customers, identifying commercial opportunities and finalizing deals while developing long lasting relationships. The Territory Sales Manager candidate will be the primary contact in his/her territory representing the company in a highly professional and effective manner while providing the client with company cement product portfolio, features and service capabilities.

Expected Results:

Learn and implement the best practices from tenured Territory Sales Managers
Embrace the St. Marys culture
Achieve sales volume and pricing goals;
Produce up to date account plans that reflect account strategies;
Develop strong customer and buying influencer relationships;
Use data analytics to improve margins;

WHAT WILL YOU DO?

Working with the Director of Sales, participate and implement the developed business strategy for the GTA East Territory including:

Create a situation assessment summarizing customer segmentation, competitive offer and strategies, and key trends
Provide an opportunity assessment based on solid value-based business cases matching products with customer needs while creatively maximizing the competitive advantage, taking into consideration the strengths and weaknesses of the competition, and anticipating emerging trends (buyer consolidation, emerging technologies, changes in customer sophistication, etc.)
Identify, establish and manage sales opportunities at every stage of sales process
Provide exceptional after-sales support to ensure and enhance client satisfaction
Achieve the targets of various objectives and action plans which address target customers, revenue projections, and market share goals with respect to competitors
Provide systematic collection of Market Intelligence
Represent and attend various industry-related association functions
Establish a portfolio of accounts by deploying good account management processes to maximize account potential by continuously delivering value added products and services based on customer needs at profitable pricing
Develop and maintain long term relationships with customers and industry associates
Monitor regional financial and economic indicators
Conduct regular visits within the assigned region to engage with both existing and prospective clients, ensuring the provision of outstanding customer service

WHAT DO YOU NEED TO SUCCEED?

A minimum of three years in Sales (preferably in the cement/concrete/construction industry)
Hold a Business, Engineering, or equivalent degree
Possess the ability to define new opportunities and develop plans to successfully win business
Clear understanding of vertical integration dynamics is an asset to this position
Proven track record in building and developing customer relationships
Deep knowledge of industry and customers (business drivers and end-use applications) is an asset
Exceptional communication and interpersonal skills
Strong understanding of cement manufacturing process and willingness to engage in professional development
Ability to develop and apply market intelligence
Ability to operate independently and in a team setting
Demonstrated ability to create win-win negotiations with customers
Track record of creating innovative solutions
Record of overcoming potential obstacles to achieve objectives

PROBLEM SOLVING

Problem solving skills are required for this job to ensure highest profitability due to the business implications. All decisions must be well carefully calculated to determine the best possible outcome in line with St Marys sales, market share and revenue objectives.

ACCOUNTABILITY

All decisions, specifically on pricing must be approved by the Sales Director.
Excellent time management skills are required as it is an autonomous home-based position with the candidate responsible for the organization of their calendar.

WHAT'S IN IT FOR YOU?

Being part of VCNA is being part of building famous landmarks such as Toronto's CN Tower, Roy Thompson Hall, Maple Leaf Gardens and the Darlington Nuclear Station and Ryerson Centre, St. Regis Chicago and 150 N. Riverside, Louis High-Speed Rail in Chicago and more
Opportunities to collaborate with teams around the globe and growth opportunities in different areas
Training, professional development
Tuition reimbursement/assistance
Competitive wages, vacation and holiday time
Medical, dental, vision, disability and life insurance
RRSP and DC (CAN) and 401K (U.S.)
Lifeworks Employee Assistance Program (EAP): confidential support for you and your family (CAN)
Educational scholarship program for dependents of regular salaried employees.
Fertility drug coverage
Paid Maternity Leave Top Up
Hybrid work model for certain positions

OUR PEOPLE

We care about people - all people. At VCNA, we take safety, health and wellness seriously. We're dedicated to giving our employees a safe workplace, our neighbors a safe environment and our customers a high-quality and safe product. Safety first -and always!

Our VC Way reflects who we are, inspiring us to unite our culture and be our best: Our Way of Being: ethical and respectful, Our Way of Working: together with excellence and Our Way of Thriving: with the courage to transform.

INCLUSION AND EQUAL OPPORTUNITY EMPLOYMENT

We have a results-oriented culture that values being open, honest, and authentic. It's part of our DNA. We are continually expanding our diverse and inclusive team by providing opportunities for everyone, regardless of race, ethnicity, age, gender, religion, sexual orientation, gender identity, gender expression, disability or economic status - a workplace where you can express your individuality and be your best self