About this role
Function:
- To achieve set financial objectives; sales volume, margin, capital and operating expenses, day sales outstanding, return on assets under management
- To engage with customers; qualify sales opportunity, manage opportunity pursuit, conduct account and territory planning, select and manage national key accounts
- To manage sales operations; forecast sales, facilitate sales process, organise sales collateral and tools, manage CRM, manage compensation design, enforce legal compliance
- To manage the sales function; sales budget, internal sales communication, develop coverage strategy, reduce sales channel conflict
- To partner with marketing and business development; segment customers, partner on lead sourcing, develop value propositions and commercial messages, create sales collateral
- To manage sales talent; build sales climate, source sales talent, facilitate on-boarding of new talent, develop training, support coaching outcomes
Key Responsibilities
Customer and Company profitability for defined area:
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To prepare annual budgets and ensure sales budgets are achieved
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To nurture, maintain and manage good customer business relationships for every channel of trade in the Commercial and Development department
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To ensure continued improvement in the accuracy of sales forecasting
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To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for
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To manage the level of gross margin after variable expense per customer
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To manage customer credit (resolve errors, perform reconciliation), and ensure customer service delivery
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To conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate
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To profile, segment customers, and manage national key accounts in order to accelerate sales and profit growth
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To compile monthly business review and KPI’s, including asset management
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To effectively manage contracts, asset management and administration
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Commercial Strategy for the area defined
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To participate in developing of General Trade sales strategies and new business models and ensure all business models for the various channels of the Commercial division are up-to-date and effectively managed
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To develop new business opportunities in the Commercial business segment i.e. Mining & Construction, Transport, Manufacturing, Civil and Infrastructure Construction, Government and Resellers.
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To implement and execute promotions and marketing strategies / activities as directed to ensure marketing objectives are reached
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To facilitate collection and reporting of market intelligence and competitor activities and pricing strategies
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Investment projects for the area defined
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To investigate and propose opportunities for new business development
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To manage capital expenditure, commitments and liquidations in the B2B sales area
People:
- To effectively manage employees through applying the company People management principles, and to develop, coach and mentor subordinates to promote a positive working environment which will attract and retain skilled staff and increase productivity
Health Safety Environment and Quality:
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To ensure constant adherence and compliance to company HSSE and security standards, local by-laws, standards and legislation so as to minimize all risk pertaining to company assets and protection of life
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Governance
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To ensure effective risk management and internal control, including asset management.
Requirements
Experience
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Commercial, Marketing degree
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Specialization Marketing Courses
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Minimum three years of experience in similar position
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Skills:
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English and the local language are required. Mandarin is a plus.
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Microsoft Office Suite applications.