Manage and develop sales and marketing activities through delivery of products and services to meet customer demands within defined areas to meet business targets.
Contribution:
C1. Area of responsibility
• Develop, propose and deliver agreed sales plan (volume, price, customer and product mix) to optimize customer and product mix
• Deliver accurate operational planning and forecasting to meet customer needs and optimize internal operations
• Provide advice on segments, customers and suppliers
• Identify and develop opportunities to grow business unit/ country strategy
• Manage activities at major customers to optimize business in alignment with overall strategy
• Manage after sales activities to meet agreed targets
KPIs
Achievement of sales target
Optimal customer and product mix
Identification of opportunities to maximize profits
Alignment of strategy with business
Days Sales Outstanding (DSO)/ Days Overdue Outstanding (DOO)
Sales Forecast/ Planning
Timely report of market situation and customer activities
C2. People
• Motivate, coach and develop sales support to ensure high level of performance
KPIs
Competent and effective sales team
C3. Customer
• Build and maintain customer relationships to strengthen the commercial position of the company.
• Manage after sales activities to meet sales target and ensure continuity
• Identify new customers/business opportunities
KPIs
Optimal customer satisfaction
Achievement of sales target
C4. Interfaces
• Manage customer interface internally to deliver agreed customer requirements through a cross functional approach
• Gather market information and enhance company’s reputation through the development of positive relationships with the relevant contacts in industry organization
KPIs
Efficient and effective working relationships at all levels
Enhanced reputation and development of relationships with key industry partners
Skills:
S1. Education
• University degree or diploma
S2. Experience
• At least 3 years of relevant work experience
• Experience in petrochemical industry is preferred
• Basic knowledge of customer conversion process and product promotions
• Good knowledge of products and its applications
• Good knowledge of marketing strategy and value chain and sales cycle
• Good understanding of market structure and factors influencing demand and profitability
• Awareness of customer needs across defined regional areas
• Good knowledge of selling and sales management techniques
• Good financial literacy
S3. People
• Basic SAP skills
• Good proficiency in written and spoken English
• Conversant in language of market area that one is responsible for
• Competence in standard office software
• Good reporting and documentation skills
• Good presentation and negotiation skills
• Good time management and planning skills
• Ability to prioritize
• Excellent proficiency in native language
• Excellent internal and external networking skills
