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Job Summary
The Market Sales Manager will lead Lhoist’s commercial activity within the UK Flue Gas Treatment (FGT) sector, focusing on Lhoist’s Sorbacal solutions supplied to energy-from-waste and incineration plants. The role combines strategic account management, new business development, technical solution selling and market development, with responsibility for protecting and growing Lhoist’s position in a market expected to expand significantly over the next five to seven years.
Key Responsibilities
- Manage and develop Lhoist’s existing customer base within the UK FGT sector, maintaining strong commercial relationships with approximately 35 current accounts
- Identify, prospect and secure new business opportunities across the UK as the market expands through the development of new incineration and energy-from-waste plants
- Deliver tailored, value-led sales solutions that focus on technical performance, customer needs and margin growth rather than commodity volume sales
- Promote the transition from standard commodity lime supply to higher-performance Sorbacal solutions, supporting Lhoist’s strategic objective to improve margin through tailored product applications
- Build a detailed understanding of customer processes, waste streams and emissions-control requirements to recommend appropriate lime-based reagent solutions
- Engage early in the plant design and specification process, influencing plant design engineers, client design engineers and other key decision-makers where possible
- Seek opportunities to secure long-term, single-source supply agreements where commercially appropriate, recognising the specialist and technical nature of the sector
- Monitor market developments, competitor activity, regulatory changes and new plant construction to identify emerging commercial opportunities
- Provide market, customer and technical feedback to internal stakeholders, including R&D teams, to support product development and tailored solution design
- Work collaboratively with colleagues across Lhoist’s Environmental sector team to ensure a joined-up approach to customer management, technical support and commercial growth
- Maintain accurate sales forecasts, customer plans and market intelligence to support business planning and strategic decision-making
- Represent Lhoist professionally with customers, prospects and external stakeholders, demonstrating technical credibility and strong commercial judgement
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- Graduate calibre, ideally with a background in chemical engineering, chemistry, environmental science, process engineering or a related technical discipline
- Experience in technical, industrial or solution-led sales, ideally involving industrial chemicals, process-related products or products supplied into the waste, incineration or environmental sectors
- Commercially astute, with the ability to understand market dynamics, identify opportunities and develop strategic account plans
- Comfortable discussing technical concepts, including basic chemical reactions, emissions control and process performance, with both technical and commercial stakeholders
- Able to sell on features, benefits, performance and tailored customer solutions rather than competing primarily on price
- Confident engaging with engineers, plant operators, procurement teams, senior customer contacts and internal technical specialists
- Strong relationship-building skills, with the credibility to influence customers at both operational and specification stages
- Proactive, analytical and curious, with the ability to track changes in the market and translate insight into commercial action
- Able to work independently across a UK-wide territory while contributing effectively to a wider sector team
- Strong communication, negotiation, planning and organisational skills
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