DIRECTEUR COMMERCIAL

Market Understanding
• Ensure regular and accurate listening to and understanding of customers
• Adjust/implement Division segmentation criteria and ensure consistency of market segmentation
• Identify critical market trends and their potential impact on BU business
Customer Orientation Development
• Based on customer understanding and the Division Customer Orientation Action Plan, lead and co-ordinate the definition and implementation of customer driven processes and practices
Business Development
• Define the regional Sales & Marketing strategy, conveying Division’s guidelines, and ensure its effective implementation
• Validate the pricing policy, segment and customer rating and targeting proposed by Marketing & Sales teams
• Lead the design of the value proposition per segment (products/systems, services, partnerships, distribution/delivery, pricing, branding, communication, etc.) and monitor its implementation
• Assess the value for the customers of each product/system/service and propose appropriate adjustment of products/systems/services range
• Under the General Manager's mandate, lead innovation development, implement Divisional innovation process and evaluate innovation impact on BU growth and leadership image
• Assess partnership opportunities with key customers and develop activities that allow both sides to increase business and profit
Sales and Marketing Operations Supervision
• Ensure his/her teams effectively implement the different Marketing & Sales actions plans (pricing policy, branding policy, customer satisfaction & loyalty indicators, etc)
• Manage relationships with own key accounts and negotiate key contracts
• Measure and improve the efficiency of the Marketing & Sales function
• Develop and Manage Key Distributors and the sales force

• Professional and / or technical competencies:
o Degree in Marketing, Commerce, Finance, Accounting, Business Administration or Engineering
o Postgraduate qualification such as an MBA or studies in Marketing and Strategy
o Membership of the Chartered Institute of Marketing (CIM) or similar professional accredited body
o Effective Selling
o Building Customer Loyalty
• Behavioural and/or managerial competencies:
o Strong interpersonal skills
o Team player
o Ability to lead and manage a working group
o Ability to work with minimum supervision
o Listen to and understand our customers
• Linguistic skills:
o French and English : Proficiency knowledge