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Role Summary:

Provides commercial leadership for the cement and concrete market in the assigned California territory. The role manages key customer relationships, develops new sales channels, and drives sustainable growth through strong technical expertise, disciplined execution, and a customer centered approach. Ensures alignment between market needs and UNACEM North America’s operational capabilities.

Organizational Position:

Work location: California, travel within state.
Reports to: Commercial or Strategy Leadership

Purpose:

Drive profitable and sustainable revenue growth by managing strategic customer relationships, expanding market presence, and ensuring reliable, high quality commercial execution aligned with UNACEM North America standards and the UNA Culture.

Key Accountabilities:

Manage and grow a portfolio of cement and concrete customers including concrete producers, contractors, distributors, and public agencies.
Develop new sales channels and capture opportunities across California and adjacent markets.
Demonstrate solid technical understanding of cement and concrete products, including ASTM specifications, performance characteristics, and application requirements.
Ensure disciplined sales pipeline management, forecasting accuracy, and visibility of commercial performance.
Partner closely with Operations, Logistics, Customer Service, Planning, and Finance to ensure fulfillment reliability and customer satisfaction. Monitor market conditions, competitor activity, pricing dynamics, and regulatory changes that impact demand and strategy.
Support negotiation of long term supply agreements and customer specific commercial solutions.
Represent UNACEM North America with industry associations and technical groups, reinforcing market presence and credibility.
Promote a customer experience grounded in service reliability, transparency, and strong communication.

Knowledge:

Deep understanding of the US cement and concrete industry including production processes, product specifications, logistics, and market dynamics.
Knowledge of California construction markets, DOT requirements, regulatory frameworks, and customer landscape.
Technical understanding of cement performance, concrete applications, and ASTM compliance.
Sales pipeline management, forecasting, pricing principles, and consultative selling practices.

Problem Solving:

Resolves complex commercial challenges through structured analysis and integration of technical, operational, and market factors.
Balances customer needs with operational constraints using sound commercial judgment.
Develops practical and value driven solutions to improve customer experience and strengthen competitive positioning.
Navigates ambiguity and dynamic market conditions with adaptability and discipline.

Interactions and Influence:

Daily interaction with concrete producers, contractors, distributors, engineers, and public agencies.
Close coordination with Operations, Logistics, Customer Service, Finance, Legal, and Planning teams.
Active representation at industry associations and external forums.
Influences customer decisions through credibility, technical expertise, and consistent delivery.

Impact:

Direct: Drives revenue growth, customer retention, market penetration, and strategic account development.
Indirect: Strengthens brand reputation, customer trust, operational alignment, and long term commercial sustainability.

Experience and Education:

Bachelor’s degree in Engineering, Business, Construction Management, or related field.
Minimum of 7 years of sales experience in cement, concrete, or construction materials.
Experience with leading producers such as CalPortland, Holcim, CEMEX, Lehigh Hanson, GCC or equivalent is strongly preferred.
Experience managing complex territories and high value industrial customers.
Full proficiency in English. Spanish desirable.

Success Profile:

Results driven and disciplined commercial leader.
Technically credible and able to engage customers at a detailed application level.
Strong relationship builder with consistent field presence.
Clear communicator centered on customer needs and operational realities.
Autonomous, organized, and accountable for territory performance.
Role model of UNA Culture values.

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