Job Title: Industry Manager Coatings and Construction

Business: IMCD Kenya

Reports to: Business Unit Manager

Job purpose: Handle all sales activities including identifying new business opportunities, grow existing business through product development and expanding customer base. Provide customers with technical solutions from our principal partners covering East African region.

Required skills

Strong commercial acumen, excellent verbal and written communication, excellent client liaison, self-starter, Tech-savvy, goal driven, self-motivated, passionate sales farmer and a strategic hunter

Experience

5 years in sales

Minimum qualification

BSC Chemistry/Analytical Chem/Industrial Chem/Chemical Engineering

Accountabilities

Performance measures

Sales Salesforce

Output: Customer Resource Management

Account Management: onboard prospects and convert to sold to account with accurate - LOB, address, Tax PIN and submitting relevant onboarding forms to operations after proper background checks. Manage and request export control approvals

Contacts: Record, update and assign customer contacts, roles such primary, price recipients and B2B for every account

Product Management: Ensure correct Temporary Products creation (name, principal, LOB, pack size), activation to active sales and Active product updated details & Product Allowance rules set

Opportunity Management: develop, size, and manage sales pipeline through the stages; Identified, Analysis, Engagement, Launch, Closing, Won/Lost. Regular stage updates with through Follow up reports, Market knowledge visit reports, projects, etc

Quotes: Correctly estimate Opportunity Quote on annual consumption and ensure Customer Quotes are created for every opportunity quote line with correct incoterms, warehouse, item code and based on MOQ. Single quotes to be used exceptionally for commodities and where Customer quotes have been terminated on won opportunities

Price Management: ensure live CP through regular validity and rates update to ensure healthy Gross margins. Ensure new prices are signed off by Business Unit Manager and liaise with Internal Sales on correct CP in JDE. All sales order lines must have Contracted Prices to be managed manually or through Price Renewal Campaign on a regular basis.

Visit Reports: timely and accurate recording of minimum 4 visit reports and 10 call reports per week. Visits to be pre-planned on calendar and assigned activities. Reports must capture projects, opportunity developments, projects, customer feedback, competition information, volumes, and prices

B2B Portal activates accounts, onboard contacts and ensure utilization for MyIMCD customer portal for ordering, documents downloads, formulation requests, Quote request, product requests and general inquiries

Principal and Supplier Onboarding Create account on correct LOB, fill in assessment and manage contracts through OnBase. IPM/PM creating reports and manage Product Allowance

CRM Tableau: master and utilize Business Intelligence App on Sales Application for Sales analysis reports, stock analysis reports, supplier reports, AR and AP

Sales Budgeting and Sales Management

Output: Achieve and exceed set Target Gross Margin

Budgeting: Accurate annual budgeting for every sales order line per product per account at the beginning of the fiscal/financial year with a target Gross Margin growth capturing new business development, maintaining, and expanding current business. Budget discussion and approvals to run through BUM, GM, FM, FD and MD and follow IMCD group timetable and guidelines.

• To accurately manage Focus Budgets for the remainder of the fiscal year

Sales: Managing daily sales activities to ensure target budget Margins are achieved and exceeded

• Point of contact for customers in all aspects, queries re products, orders, deliveries etc;
• Maintaining good customer relations and target East Africa region organic growth
• Monitoring customer accounts to ensure they have sufficient credit limit for future sales and proactively submit new credit applications, amendments and follow up approval process
• Manage gross margins to ensure optimal profitability and signing off required forms
• Monthly/Quarterly/Annual Reviews - basis sales and margin for the month and year-to-date for at least:
  - Top 10 principals and Customers
  - and by Line of Business (LoB) or Business Unit level
  against budget and last year (or Last 12 months) is performed and explanation for deviations are documented.

New Business development: Budget and roll out new products, acquire new customers and organically grow & expand business

Smartly manage sales funnel by qualifying and closing/winning new leads

• Develop and ensure successful roll out of new projects and products from existing Principal
• Ensure prompt dispatch of sample materials, follow up with customer and updating supplier
• Focused growth in East Africa region covering Uganda, Tanzania, Rwanda, DRC, Burundi, and Ethiopia in accordance with supplier/principal signed distribution contracts

Sales - Stock Management:

Output: ordering products and managing ageing within IMCD guideline.

Purchases -Propose and provide motivation for all new products purchases with a clear sales plan

• Obtaining PFI from suppliers and negotiating rates with Industry Managers support. Ensures PFI to capture correct product name, quantity, HS codes, origin, and rates FOB, Freight and PVOC fee break downs
• Ensure PVOC is done before shipment and cost included in the product cost
• Ensure all purchases are done within the strict IMCD policy to ensure sufficient available stocks and in coordination with the Industry Manager, Supply Chain Manager and Procurer. To regularly follow shipment status updates and utilities B2Wise for stock planning

Stocks on Hand manage and ensure stocks are within ageing bucket 90 days max

• Monitor Stocks on hand daily and ensure sales on FIFO basis. Utilities B2Wise for SOH analysis
• Identify and provide proactive solutions to slow, non-movers and expired stocks. Stocks over 180 days to be on red alert and must be sold off ASAP with the support of Industry Manager
• To stock one product one customer stocks with a firm PO from a reliable strategic account only
• Liaise with warehouse team to ensure products are in good condition and properly labelled and packed
• Take full responsibility and Liability on any write-offs as dent on overall sales performance

Sales Market Intelligence and development

Output: Accurate and up to date market intelligence and effective growth strategy

Monitor market trends and competitor activities and the reporting thereof to the Industry Manager

Maintain up-to-date market information and information on potential business opportunities/market.

Complete on regular basis customer surveys

Understand the industry in terms of customer business, market/industry trends, product application knowledge and competitive strengths.

Discuss on regular basis your business development strategy to grow business by adding new customers, expand product portfolio and increase market share with Business Unit Manager.

Sales Principal/Supplier Visit Management

Output: complete supplier satisfaction and meeting supplier expectations.

Planning of supplier visits to ensure all key customer visits are made in a timely manner

Effective and professional coordination of visit to customers while ensuring utmost comfort to supplier visitor.

Update supplier on all the market activities and discuss both opportunities and risks in the market

Comprehensive visit reports should be sent to supplier and recorded on Salesforce

Planning and coordination of supplier visit schedule which should be confirmed early to avoid visitor conflicts and overwhelming customers with repeat visits.

Flexibility to attend of supplier training seminars and Trade shows subject to approval of travel budgets

Administrative duties

Output: Supporting operational efficiency

Reviewing monthly sales report.

Discuss sales information with the Industry Manager

• Current sales vs previous periods / financial periods.
• Current sales vs Budget.
• Product sales analysis.
• Customer behaviour etc.

Working Together

Output: General support to the business ensuring operational efficiency

Adherence to strict reporting deadlines.

· Support the BUM with general operations to help the team reaching sales objectives.

· Communicate and coordinate closely all orders with the internal sales representative

· Communicating internally important feedback from customers.

· Obtain a general understanding of product ranges and stay up to date with new products and features; and

· Ongoing communication with Finance and Warehouse and logistics teams.

Ad hoc

Output: Contribution to and execution of additional tasks and projects

Execute Business Group rolled out activities, performance reviews, reports requests on designed group templates, trainings, Webinars and Seminars

Execution of any additional tasks not specifically listed above; and Overtime as and when required.

Digital Campus Train on Digital Pillars and complete assigned coursed on time