Export Sales Manager-COils at Mabati Rolling Mills Limited (MRM)

Details:

Main purpose of the position: 

• Manage sales of Aluminium Zinc Coated Coils, Pre-painted Coils, CRCA Coils and Sheets.
• Identify strategies for the products growth and forming short term and long term strategies to achieve the growth objectives. 
• Work closely with the Marketing team and other customers (Group & Non-Group) to ensure the Company's Coil products are maximised within the assigned territory of the Export Market.
• Drive sales in the Export market to achieve the sales targets and also drive coil sales to Non-group customers. 
• Drive sales to meet set sales targets and goals (including supporting Marketing activities where required particularly in the Specifier/Project/Architect communities). 
• Identify new product markets and ensure Coil Product Development plans are understood and implemented in supporting new product and market growth in export markets.
• Sales planning to meet customer requirements.

Reporting into this position (designation and level)
Routine/Direct: Customer Service & Dispatch Coordinators, Account Manager CRCA Exports officer,  

Key responsibilities:
Sales Development

• Gather market intelligence for competitiveness.
• Establish competitor activities. Monitoring competition closely and provide regular reporting with respect to competitor strategy, products and prices.
• Develop coil sales growth strategies and implementation. 
• Identify new markets for Seconds Coils sales for the Export Market.
• Establish new third party customers Aluminium Zinc  Coated Products, Pre-painted Coils, CRCA Coils and Sheets sales

Product Development 

• Actively research market for new product opportunities outside current core Sectors.
• Support project team with influencers, developers, architects and Specifiers to ensure MRM Coil products are specified on all projects.
• Work with Marketing team to develop and train on new Coil products in the Export Market 

Sales Forecast

• Achieve volumes & realization as per budget.
• Coordinate and provide input for planning for raw materials, production, so as to achieve full capacity utilization of coil plants.
• Develop full Sales management practices as guided by management including Key Account Plans. 
• Work with Group Companies to achieve targets, ensure influencer support and project specification for coil product training and marketing/after sales support is provided together with new product implementation.
• Monitor and submit weekly, monthly quarterly and annual Sales MIS.
• Manage performance of customer service and dispatch team.

Product realization 

• Monitor contribution by product and customer.
• Establish profitability in realization to volume per customer.
• Set price parameters in accordance to guidelines and with the understanding of market trends.
• Develop full Sales management practices in conjunction with management including Key Account Plans.
• Monitor competition closely and provide regular reporting with respect to competitor strategy, products and prices.

Cash collection & debtors management

• Ensure customer accounts are within credit limits, Cash collection & debtor’s management.

Customer complaint management

• Address customers’ complaints as per company guidelines.
• Keep track of feedback received from customers in respect to timely supplies, quality issues and coordinate with respective sections for improvements and resolution.
• Ensure regular customer visits and provide reports to management on customer concerns
• Ensure After Sales Service support is provided when required, manage claims and service delivery issues efficiently and effectively
• Continually review delivery processes to strengthen internal controls, documentation requirements and truck movements for efficiency and improvement. 
• Maintain good customer relations at all times.

Budgetary responsibility:

• Draw up budgetary sales targets based on the BPP