Sales Executive - Chemicals

SUMMARY:
Our client, a major global trading, logistics and distribution company, specialising in various commodities (chemicals, pharmaceuticals, polymers, etc.), is expanding and looking for an experienced Sales Executive (new business and key accounts), based at branch in Edendale. Reporting to the Commercial Manager, the overall role objectives include:

POSITION INFO:

• Maintaining regular contact with existing Key Accounts and Chemicals Distribution customers by calling/meeting and negotiating prices, promotions and/or services.
• New business development on targeted industry customers/areas, expanding contribution of company Chemicals core to adjacent products portfolio.
• Producing quarterly review and submitting regular reports to Management.
• Agreeing to terms and conditions of trade with Key Accounts.
• Maintaining an excellent communication link with Industrial customers and distributors.
• Ensuring Key Accounts have latest price lists at all times.
• Controlling and paying out rebates.

Job Requirements, Specific Knowledge, Skills & Tools:

• Degree in Business/Finance/Engineering/Science preferred.
• Minimum 3 to 5 years’ sales experience in a Commercial team working in a medium/large logistics business.
• At least 2 to 3 years working in foreign African countries.
• Must have previous Raw Chemical Sales experience in the bulk chemical environment, with a proven track record.
• Extensive business-to-business sales experience essential.
• In-depth chemical knowledge involved with the product portfolio.
• Ability to build reports and forecast on sales as well as trends.
• Must be mathematically minded and possess strong analytical skills to forecast sales projections, current trends and profitability.
• Strong relationship management capability with outstanding negotiation skills.
• Excellent interpersonal communication and strong influential skills.
• Strong presentation skills.
• Must have own car.
• Dynamic and fit in with the company’s driven culture.

Responsibilities:

Income Generation:

• Use creative methods to increase business development within assigned Key Accounts and new business Chemicals distribution customers.
• Manage customer relations
• Analyse market trends and future needs in the sector.
• Achieve the relevant sales budget and targets in assigned Key Accounts / Chemicals Distribution and business development.
• Develop sales growth into South Africa and neighbouring countries through local distribution (DIS), Indent CFR Sales (Trading) as well as Logistics Services (DOS).
• Manage inventory levels.
• Complete tenders for existing and potential new Key Accounts and other smaller sized industrial customers.

Management of Debtor Payments:

• Review accounts to identify problems, such as overdue accounts, proposed changes in pick-up and delivery schedules, failure of shipper and claims.
• Call on clients to discuss and resolve payment problems.
• Control the budget and ensure that any funds spent delivers a solid return on investment and is spent in a way the builds the long-term sustainability of the relationship with the customers.
• Follow up to ensure that average debtor payments for all customers are cleared within set timelines.

Administration:

• Ensure that all purchase orders are received from clients prior to dispatching.
• Quote prices and credit terms and prepare sales contracts for orders obtained.
• Ensure that all legal documents and processes are followed when signing up an order.
• Deliver sales presentations to customers and prepare professional and corporate reading materials for customers to take away from meeting.
• Maintain customer database and approve the use of internal and external mailing lists.
• Engage with internal support team to ensure they have the necessary information for processing orders and tracking sales against SLA’s.
• Engage with Demand Planner and Head Office on pricing.
• Assist internal support team to plan re-ordering and follow-up on all stock levels of relevant products and monitor incoming shipments to fulfil customer requirements for Key Accounts and Chemicals distribution, including SAGA planning.

Customer Liaison:

• Travel throughout assigned territory to call on regular and prospective customers to solicit orders, or talks with customers at expo''s or by phone and attend trade shows.
• Keep customers informed about any problems arising influencing deficiencies regarding the execution of orders/contracts.
• Continuous improvement and development of the customer relationship.
• Receive and handle all customer complaints and escalate key issues with Management.
• Deliver personalised and bespoke service to customers on the bulk orders in the Commercial department.

Product Knowledge:

• Possess excellent in-depth sales knowledge of products being able to explain the product values, positioning in the market, target customers and technical knowledge of the product.

Reporting:

• Maintain accurate customer service/activity records and provide monthly reporting.
• Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
• Prepare short and long term strategies for the development of new business.

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