Purpose of the job:
To maximise and assist in the growth of sales in the given territory to satisfy business and team objectives, including volume, margin through organic and new Business development. To help manage payment overdues, stock profile with colleagues whilst following company policies, procedures and strategy.
Responsibilities of the job:
The job holder is expected to manage & grow business in a wide range of product applications and geographical split. The role demands an in-depth knowledge of and understanding of a broad range of business activities including business development, commercial, technical, processing, financial and environmental issues relating to all market sectors and across the complete customer portfolio.
* Establish, maintain and grow sales in your defined territory in line with the business expectations. Maintain & grow relationships & accounts with business critical and/ or strategically important customers to achieve sales targets (i.e., volume, margin and payment to terms) and deliver service levels as defined by the business.
* Monitor and report monthly upon performance against budget (volumes and margin) and detail specific customer, competitor and overall market activities to allow future development of business strategy and objective setting.
* Submit short, medium and long term budgets & forecasts and issue monthly sales forecasts and reports against business expectations, budget & KPI’s covering both your own portfolio/geography (by customer, grade, colour, packaging) to optimise stock holding / control and in turn assist planning in the optimisation of plant production scheduling. Submit visit reports, account & market plans in accordance with business expectations.
* Set and gain approval for maximum credit limits for specific customers and ensure all payments are made to agreed terms to minimize overdue payments in accordance with the targets defined by the business.
* Minimize any slow moving or obsolete stock relating to their customer base to achieve targets set for stock holding, working capital and income.
* Improve market share by bringing in new customers, applications and expanding markets to achieve sales targets defined by the business.
* Drive the investigation of customer complaints internally and complete sign-off and approval with the customer within the allotted time as defined by the business.
* Participate in SHE programs to ensure that excellent SHE performance is achieved.
Level of Education & Experience:
* Undergraduate degree graduate with 5 years commercial experience.
Technical Skills:
* Problem solving, negotiating, influencing and analytical skills to assess customer needs and translate to technical and production / planning / finance / management.
* General IT skills on business systems such as SAP and other relevant software such as Microsoft Word, Excel, Lotus Notes etc.
Behavioural Skills:
* Relationship management skills, being able to work with the customer to support their needs and build the relationship between the company and the customer. Balance assertiveness with relationship building.
* Clear, persuasive verbal and written communication using active listening to understand the customer needs.
* Managing multiple accounts, leads and reports efficiently.
* Independent worker but with good teamwork skills to pull together the needs of the customers and the business.