Durban, KwaZulu-Natal, ZA
4d ago
source : Latest Jobs

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.
  • Strategic development

  • 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.
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