Sales Executive – Chemical Distribution – Cape Town
Responsible for 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 Manuchar Chemicals core to adjacent product portfolios.
Agrees terms and conditions of trade with key accounts. Maintains an excellent communication link with industrial customers and distributors, meeting with them and their head office/plant regularly. Controls and pays out rebates. Produces quarterly review and submits regular reports to management. Ensures key accounts have latest price lists at all times.
- Income Generation
Using creative methods to increase business development within assigned Key Accounts and new business Chemicals distribution customers.
Managing customer relations by being the single point of contact for client, updating them on their order status.
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.
Developing Sales Growth into South Africa and neighboring countries through local distribution (DIS), Indent CFR Sales (Trading) as well as Logistics services (DOS).
Management of inventory levels with maximum stock holding of 8 weeks (excluding agreed safety stock in negotiated contracts).
Complete tenders for existing and potential new Key Accounts and other smaller sized industrial customers to ensure opportunities with our core products aren’t lost.
- Management of Debtor Payments
Review accounts to identify problems, such as overdue accounts, proposed changes in pickup and delivery schedules, failure of shipper and claims.
Call on clients to discuss and resolve payment problems as they arise.
Always have control of the budget and ensure that any funds spent delivers a solid return on investment and is spent in a way that 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 35 days from date of statement.
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 approves 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 monitoring of incoming shipments to fulfil customer requirements for Key Accounts and Chemicals distribution, including SAGA planning.
- Customer Liaison
Deliver personalized and bespoke service to customers on the bulk orders in the commercial department.
Travel throughout assigned territory to call on regular and prospective customers to solicit orders, or talks with customers at expos 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 within 48 hours and escalate key issues with Management.
- 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.
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.
And any other duties/tasks relevant to the position as delegated by Management.
Knowledge & Skills Requirements:
- Excellent interpersonal communication and strong influential skills.
- 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.
- In-depth chemical knowledge involved with the product portfolio in Manuchar.
- Preferable graduate degree in Business/Finance/Engineering/Science.
- Ability to build reports and forecast on sales as well as trends.
- Strong presentation skills.
- At least 3-5 years’ sales experience in a commercial team working in a medium / large logistics business.
- At least 2-3 years of working in foreign African countries.
- Extensive business-to-business sales experience is essential.