Sales and Marketing Manager Land

Position : Sales and marketing manager LAND

Organization

• Department : Sales, Marketing & Tendering
• Country : All
• Location : Paris
• Supervisor : VP Sales, Marketing & Tendering (Pwr transmission )

Context

• Build a long term plan for Charleroi and Land business in Nexans
• Profitability of Charleroi remains fragile and must be strengthened with a value creation plan

Purpose

• Manage daily sales and customer database of LAND Nexans

Areas of responsibility    

1. Secure Healthy Backlog

• Identify a pipeline of opportunities that meet the business group's strategic objectives.
• Engage in sales activities during the tendering process, including crafting differentiated offers for major tenders, gathering technical and capacity constraints from the plants, and aligning with the business unit's financial objectives.
• Ensure all costs and risks are thoroughly considered in the offers, collaborating with the tender team to decide the best solution and pricing strategy, and challenging inputs to propose competitive solutions.
• Manage negotiations with the customer in coordination with technical and legal teams.
• Participate in internal tender review meetings (ITR/TRC) and oversee the ITR/TRC mandate iterations.

2. Contract Management

• Manage frame contracts with our main GRID Frame customers, ensuring margin volume and rate targets are met.
• Protect Nexans' interests by ensuring adherence to the legal framework.
• Mitigate claim risks during execution.
• Support execution teams in setting up operational ways of working as stated in the contracts.
• Renegotiate long-term frame contracts through amendments if T&Cs are not favorable to Nexans in the current environment.
• Secure margins in a volatile market.
• Ensure robust and reliable communication with customers.

3. Business Development

• Frame Business: Cultivate and nurture relationships with key customers to ensure premium customer experiences and identify additional business development opportunities. Identify stable business opportunities with new platinum accounts.
• Spot Business: Develop sales in the spot projects segment, maintaining close contact with Heads of Countries in core markets. Establish strategic surveillance in selected non-core markets (UK, Germany, Netherlands, Denmark, Nordics, Libya, Middle East, etc.) to develop spot project business opportunistically. Present opportunities to top management for prioritization and oversee the sales process until deal closure.

4. Balance Load vs. Capacity

• Select a pipeline of projects that guarantees the best mix for the manufacturing units using Nexans' yield pricing techniques.
• Drive the S&OP process to ensure that plant load is optimized on bottleneck capacities, including cable manufacturing, accessories manufacturing, and installation work.
• Ensure that cable, accessories, and installation capacity are balanced with upcoming projects in the backlog and communicate with customers when necessary.
• Provide visibility to Nexans Management and customers about the load versus capacity situation and constraints.
• Trigger capacity or capability improvement proposals using long-term load analysis (e.g., CAPEX investments).

5. Grid Sales Team Management

• Directly manage the sales team (currently two members) and coordinate with Heads of Countries on sales matters.
• Coordinate the sales process among tender teams.
• Support Business Group budget construction (top-line revenue).
• Participate in weekly GRID management meetings.
• Contribute to Monthly Business Reviews as needed.

6. Marketing & Strategic Positioning

• Design the marketing strategy for the GRID division, conducting market research, monitoring pricing trends, and gathering insights to shape Nexans' future offerings.
• Gather information and analyze customer needs and expectations.
• Monitor competition products and offer portfolios under all aspects.
• Calculate and track the offer vs. demand equation in the market.
• Identify Nexans' differentiation factors (e.g., project execution, digital, technical capabilities).
• Coordinate the SLS GRID team to build the value proposition for each segment.
• Implement and monitor the marketing action plan.

Expected results

• Long term vision for LAND Nexans policy
• Sustainable financial performance for Charleroi Plant

Position sizing

Required skills and qualifications

• Customer oriented, experience in project-based sales, preferably within the energy or infrastructure sectors.
• Ability to navigate international markets and manage multi-regional sales operations
• Analytics, technical, Energetic, quick learner with the ability to rapidly contribute in a fast-paced environment
• Persistent with strong interpersonal communication skills both written and oral, in addition to good analytical skills, especially in products, applications, and specifications.
• Proficiency in market analysis and strategic marketing. Must be able to build,  present, organize and execute a strategic approach
• Able to exhibit strong technical and commercial awareness with an ability to communicate at all levels within a business
• Negotiation skills, business acumen, ability to seize commercial opportunities
• Common sense and organizational skills, Capable of working independently and autonomously
• Contractual competencies
• Effective leadership and team management skills.
   
• Strong financial acumen and ability to optimize pricing and margin strategies.
• Reporting and alert skills
• Global team player, able to work in a transverse and multicultural environment
• Ability to travel with geographical flexibility
• Proficient in using Microsoft Office, particularly skilled in PowerPoint and Excel for database management.
• Fluent in English,