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S

Sales Manager, Polymers (need Fluent English and Arabic)

Sales



Location: Dubai
Date Posted: July 28th 2020

The Company

An International business head quartered in Europe

The Role

Budgeting: The Budget is produced once a year on the whole product range on volume & pricing basis. It includes 6 different product lines namely Evatane, Lotryl, Lotader, Orevac Terpo, Orevac Grafted ,Evasin . Once ready, the budget has to be discussed with the sales director for validation.

 

Forecast: All the above-mentioned 6 product lines are manufactured on production campaigns basis in some different production units. The Sales Manager has to collect monthly the customers’ 3-month rolling forecasts, send them to the Sales Director  that has to approve figures. The A.M. main objective is to assure the best accuracy between forecast and actual sales.

 

Marketing: The Sales Manager has to implement the BU objectives discussed with the Sales director in the assigned area of responsibility by dealing with multinationals, big & medium size national accounts directly and work with selected distribution partners.

In order to achieve the requested goals, the Sales Manager has to, with the support of the Sales Administrator, :

  • Analyse & administer the current customer portfolio by selecting & choosing the most compelling accounts for developments;
  • Be present to the main actors of the road construction sector in GCC countries, including the contractors and government representatives, governmental organization in order to have a precise understanding of the existing and future road construction and refurbishment projects.
  • Do the actual benchmark by product, by customer and by application;
  • Carry out market surveys for all Polyolefins in each different applications;
  • Define a clear sales policy on the assigned area ensuring the achievement of targets. The indicator for pricing is a price list which gives to the Sales Manager a price autonomy range of 10-15%;his performance is evaluated by quantity,unit margin and total MVC.
  • Call on current customers to pursue objectives in terms of volumes, prices, logistics, discuss new developments and build up long term relationships;
  • Visit potential customers to introduce our product range, define strategic axes of developments and check up their feasibility/timing;
  • Monitor the competitors activity & analyse major changes in their policies prevent/respond to their actions;
  • Ensure that logistics is optimised in terms of single delivery cost;
  • Conduct contract negotiations with customers according to the BU objectives;
  • Make sure that customers purchases are under contracts conditions in the form of updated supply agreements or annual contracts;
  • Support R&D and Business people to recover competitors samples in order to make technical benchmarking with our product range.

 

 

Reporting: The Sales Manager is requested to fill out a visit report in Salesforce CRM for every visit in which he has to put all the relevant visit information & comments and actions.  Visit report and road construction mapping are normally forwarded for the attention of the Sales director EMEA, Business Managers & Development Managers. The Sales Manager has then to resume figures & full market information monthly on the Monthly Functional Polymers Sales Report and send it to the Sales director.

 

Development & Technical Assistance: The Sales Manager has to select the most fruitful technical developments and define their feasibility & timing relying on the business unit’s guidelines and coordinating with Development Managers producing a Development chart updated monthly. He/She also has to provide customers with an efficient and immediate technical assistance.

 

Credit: The Sales Manager has to monitor all existing credit limits in the territory with & adapt them to actual customers conditions. AM  does his/her best to make sure the company receives payments in due time

 

Claims: The Sales Manager is requested to communicate the customer claims by introducing the claims into Mercator and possibly sends samples of claimed material at the factory for further analysis with the Sales Administrator support. The Business Manager has then to implement corrective actions if needed. Once the BU gives its feedback he has to inform the customer on the situation & settle the claim

The Person

Technical background,preferably in polymers and/or chemicals.

His/her technical competence should allow the Sales manager to understand the customers needs,select development projects whilst providing technical assistance and identifying solutions with customers R&D centers.

Commercial background preferably polymers.

The position requires experience in specialty sales in a structured environment with a high focus in the care of product margins and sales volume optimization as well as high reactivity and the ability to adapt quickly and efficiently to a fast dynamic and changing market

Excellent English and Arabic

Min 5-7 years experience in sales.

Excellent negotiator to senior executive level, good knowledge of strategic selling tactics.

Proven ability to work within a complex organisation.

Benefits

Salary

TBC

Job ID

JRA 21065

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