Sales Manager

Location:

At Sibelco, we advance life through materials.

For over 150 years, we’ve been a trusted leader in sourcing, transforming, and distributing specialty industrial minerals. Our work powers progress across industries as diverse as glass, ceramics, construction, coatings, polymers, and water purification. Beyond our materials, we’re proud of our commitment to sustainability, innovation, and empowering people from all walks of life to thrive and make a meaningful impact.

Are We the Perfect Match?

At Sibelco, we believe building a successful career is a two-way journey. We’re looking for individuals who share our values and vision, just as much as you’re seeking a company that aligns with your aspirations. Together, we can shape the future.

Job Description:

Job Purpose:

The Sales Manager will be responsible to achieve maximum profitable growth and sales objectives (volume, Net Sales and Gross Margin) in line with Sibelco’s vision, strategic objectives and policies in the geographic sub-regional area assigned. The Sales Manager is fully responsible for the sales of Sibelco group products, coming from plants across the globe, within his/her geographic sub-region. The Sales Manager is responsible to identify new sales opportunities, commercialize new products and develop sales into new applications in cooperation with the Technical Sales Manager. The Sales Manager understands the market and key players active in the sub-region and builds the necessary market intelligence to retain and extend the Customer portfolio.

Responsibilities:

Customer and Key Account Management:

Regular visit to customers in the area of responsibility.

• Visit existing customers to maintain healthy customer relationship and grow wallet share
• Visit potential customers to develop new sales.
• Writing accurate visit reports for all visits and telephone calls.
• Keep customer data updated in CRM and other databases.
• Key account management for key accounts assigned and major accounts including internal coordination with sales managers in other sub-regions

Pricing:

Set prices and payment terms in line with Sibelco’s pricing and payment

structures for the region and application.

• Apply pricing policy as implemented for the department, suggest modifications where needed. Negotiate price increases as targeted in budget.
• Follow management guidelines on Pricing. Negotiate with management if required prices settings are out of line prior to committing to customer. Negotiate (multi-year) contracts.
• Coordinate with Credit Managers to investigate customer’s financial situation in order to offer/set the right payment terms in line with credit risk policies. Follow up on customer payments and minimize overdues when escalated by Credit Managers.

Sales Strategy:

Formulate and implement sales tactics including price, product and

distribution channels to develop new and existing markets

• Develop thorough understanding of the assigned market (follow up fairs / exhibitions as a visitor). Market understanding includes customer needs, competitors, trends, impact of local legislation etc.
• Develop and achieve budgeted sales targets
• Commercial work for customers and prospects: contacts, visits, samples, offers, sales.
• Achieve financial targets from commercial perspective (Receivables, payment terms).
• Handling complaints: manage customer relationship, reduce claims.
• Manage distribution channels: identify best channel for respective markets, develop and maintain best distribution channel.
• Initiate and assure commercial follow up of development projects with customers and prospects. Call on technical support if/where appropriate.
• Follow guidelines on pricing implementation and strategy
• Collaborate and coordinate with the Product Marketing Manager to execute specific product sales strategies
• Identify new opportunities and involve the technical sales manager for new developments.
• Visit customers and potential customers, analyse new opportunities to get the highest value out of it.
• Formulate and implement the sales territory plan in coordination with the Marketing Manager / Commercial VP
• Follow up distribution channels in order not to lose track/knowledge of the markets.
• Share successes throughout Sibelco.

Realize growth:

• Represent Sibelco products in the market
• Take initiative for promotional activities, exhibiting at fairs, dedicated commercial efforts (in coordination with Technical sales and Marketing).
• Implement customer value proposition
• Support sales and collaborate with sales managers focused on other applications and sub-regions

Support E2E supply chain:

Provide operations and supply chain with on time information to schedule

the activities for the short/medium/long term period

• Be active and initiate internal development meetings with operations to make sure mass balance and other critical local issues are considered in business growth projects (Sales and Production meetings).
• Undertake sales initiatives and join plant coordination meetings to optimize plant mass balance and plant gross margin

Safeguard competitiveness:

Mapping competition and identifying their strengths and weaknesses.

• Provide info about competitions.
• Collect samples to analyze new products from competition.

Competencies:

Business Acumen:

• Knows Sibelco’s business and how Sibelco operates
• Understands the role and interrelationship of each function and how each adds value to Sibelco
• Leads and aligns teams to the achievement of goals and objectives
• Understands market and competition, flags trends and challenges for Sibelco Senior leadership’s attention Decision Making:
• Defines and frames situations clearly, identifies potential root causes and makes timely recommendations and decisions based on accurate and reliable analysis

Planning & Prioritizing:

• Accurately determines the complexity of tasks and projects and required resources
• Breaks down projects or assignments into different steps (group of activities)
• Sets priorities and time parameters to accomplish tasks and projects
• Coordinates efforts to implement plan

Drives Result:

• Sets clear goals and pursues them with energy and drive
• Drives self and others to achieve excellent results
• Models perseverance in face of challenges and finds solutions in order to achieve set goals
• Recognised for his/her qualitative performance

Communicates Effectively:

• Communicates with conviction and clarity in all situations
• Delivers multi-mode communications that ensures a clear understanding for different audiences
• Recognises when others are having difficulty understanding his/her message and adapts style
• Practices attentive and active listening

Managing Change & Ambiguity:

• Anticipates impact of change
• Remains calm and focused during times of change and uncertainty, and effectively guiding others through them
• Rises to the challenge, accepting risk and uncertainly as part of business as usual
• Is confident to make decisions or move forward, even with incomplete information
• Manoeuvres effectively through complex or uncertain situations

(Technical) Capabilities:

Practical understanding of industrial mineral industry

Understand basic finance principles

Strong business acumen

Broad breadth and depth knowledge of Sibelco processes, products and

markets

Open minded

Team player

Pro-active

Able to work independently

Diplomatic

Self-motivated

Employee Type:

Why Join Us?

Sibelco is more than a workplace-it’s a community that encourages growth, innovation, and collaboration. Here’s what you can look forward to when you join our team:

• Meet Our People:Careers

• Learn About Our Recruitment Process: Learn More

• Discover Our Sustainability Goals: Sibelco priorities

We also welcome applications from all backgrounds and are committed to providing reasonable adjustments to support you through the selection process.

How to Apply

Follow us on LinkedIn, Instagram, Twitter/X and Facebook to learn more about life at Sibelco. Submit your application in the Apply option.

Please note: We do not require agency services as we have a dedicated Global Talent Acquisition Team.