The main responsibilities for this role are :
Manage a group of important clients (Key Accounts) to achieve designated sales targets through the implementation of appropriate and unique
Maintains and expands relationships with important clients and will work closely with various business departments to maintain and further develop the relationships with the key accounts.
Responsible for the achievement of sales quota and is assigned key objectives / metrics relevant to key accounts.
Implement sales and marketing strategy for customer portfolio
Develop and maintain an understanding of the territory, marketplace, competitive offerings and other business issues relevant to the position
Maintaining up to date market information and potential markets for the incumbent’s area of responsibility.
Manage sales process through qualification, needs analysis, product demonstration, negotiation and close.
Growing of sales to new and existing customers in line with Sappi’s overall growth targets, with a focus on EBITDA.
Review regional performance and implement corrective strategies.
Identify and explore commercial opportunities not limited to exports and imports.
Manage sales planning with relevant supply chain management
Provide the Line Manager and suppliers with market information to ensure product development and improvement have market relevance.
Provide market feedback for commercial and technical development and new product requirements to the Regional Sourcing managers.
New business development
Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships
Managing contract negotiation from business award to conclusion i.e. signed contract.
Analysing of relevant information and data and conducting feasibility studies to verify the viability of new business opportunities
Maintain and grow current client base
Overseeing, developing and maintaining strong long-term relationships with current and key customers and optimize customer satisfaction.
Ensuring the best solutions are offered for the customers’ needs and quality service is provided always.
Managing and generating new business opportunities with current clients aligned to the company strategy and targets
Drive sustainable account growth with the right execution
Develop and implement customer activity plans to reach agreed sales targets.
Monitor and review customer activity plans.
Expedite resolution of key customer complaints and problems
Managing customer forecasts and ensuring that stock levels are maintained
Assume responsibility for pricing, payment terms, marketing policies and claim handling
Managing customer pricing cycle, negotiating where necessary and ensuring the correct price levels are achieved.
Manage customer relationship around pricing disputes and technical standards
Regularly review credit risk of all customers in conjunction with the credit control department on any current customer business as well as new accounts.
Managing the process around tenders and RFQs (prices, offers, negotiations, project follow-ups).
Compile, update and distribute customer price lists for relevant markets to ensure prices are optimised.
Account management, reporting, credit applications and management and activity
Preparing and managing service level agreements for required customers.
Manage daily transactions for customer accounts
Prepare requests for credit accompanied by a detailed motivation
Ensure customers stay within their allocated credit limits; take corrective action where needed
Manage the Key Accounts Manager in line with the objectives set from time to time
Responsible for maintaining and updating client database (Customer Profile)
Ongoing follow up on orders and receivables on a weekly basis and coordinate with finance to secure payment from customers
Preparing and presenting customer reviews.
Participating in the monthly sales and operational planning meeting.
Reduce debtor’s days to optimize working capital.
Manage relationships with customers to reduce exposure to potential bad debt
Analyse and interpret account performance information and ensure daily, weekly and monthly tracking / monitoring of all accounts
Identify problematic accounts and provide regular updates of receivables to management. Negotiate payment programs with delinquent customers.
Provide feedback and recommendations on account issues to maximize effectiveness and efficiency
Visiting of customers on new or existing business on a regular basis and produce visit reports.
Prepare and analyse market reports, customer visit reports, industry journals and import statistics to understand prevailing market conditions on a routine basis.
Generate ad hoc monthly reports as required.
Budget preparation and cost management
Preparing the annual sales budget and reporting back on the progress against budget on monthly basis.
Forecast and update monthly, quarterly and annual revenue numbers for assigned customers, as well as budget setting and customer analysis.
Monitoring and management of costs and implement cost saving initiatives wherever possible.
The ideal candidate should have :
Relevant Bachelors degree or equivalent qualification
Minimum 5-8 years sales / marketing relevant experience in the pulp and paper industry or in Industrial Chemicals / products.