Title:

Commercial Manager, Europe

Location:

Amsterdam

Business Line:

Business Development / Commercial sales

Reports To:

General Manager, Europe / Commercial Director

External Clients:

Customers / Steel producers across Europe

Our client is the worlds leading producer of Niobium, a chemical element/mineral resource that primarily improves the strength of steel and has many different applications. The nature of their business involves the extraction, processing, manufacturing, and marketing of this chemical element, developing and providing technology for each application and final product. The task is to add value to the supply chain where the element is used. This element is widely used in structures for buildings, bridges and façades, structures of automotive bodies and also in superconducting magnets of MRI scanners and hot parts of aeronautic engines, to name but a few examples. They work closely with a variety of industries involved in steel production, welding, nuclear, and electronics, and dedicate their special attention to their customers, wherever they may be globally.

Due to expansion within Europe, they are seeking a Commercial Manager to focus on the European marketplace and manage and promote the sales of niobium products. This includes but is not limited to developing and maintaining customer relations, customer credit management, market analyses and supporting market development efforts.

KEY RESPONSIBILITIES

COMMERCIAL MANAGER, EUROPE

Mission:

This a role focuses on the sales and business development processes of identifying and building prospects and customers for business opportunities. The main purpose of the role to achieve the planned sales goals of the Niobium products in Europe. This will involve sourcing and developing new business and market opportunities, as well as maintaining and further strengthening the relationship with existing customers, involving the technology program of the company to support sales and increase the total market size.

This role is a fit for someone experienced in selling solutions and technology to the steel industry. This position demands an experienced salesperson with also a good technical understanding of the steel production sector in Europe, who can work with a variety of different stakeholders and a multicultural environment, fostering teamwork. The responsibilities include but are not limited to business development, business partnerships, negotiating and overseeing contracts, maintaining customer relations, credit and risk management, market analyses and supporting market development efforts. Through engagement with the global and regional Technical Teams, Product Managers and Marketing, this role will be involved in all activities related to sales, post-sales, lead follow-ups, business development, partnership development, sales pipeline management, overlooking the whole sales development process.

Requirements:

• Plan, implement and coordinate sales and market strategy improving competitive position together with visiting customers and potential users of the company products.
• Work together with technical team to implement the best solutions to grow company sales in the region.
• Deliver presentations of differentiated company products and applications to existing customers, as well as potential consumers instructing them about the benefits for their company.
• Evaluate market situations and forecasts to identify opportunities and further market developments, interacting with the supply chain to draw valid and sustainable scenarios.
• Develop and implement sales objectives/forecasts and action plans.
• Maintain close relationships with representatives, agents, and customers to determine customer needs and support their requests.
• Coordinate and contribute to activities of personnel engaged in sales support, market intelligence, technical consultants, and logistics operations.
• Support and resolve customers requests regarding logistics, product quality, and development of solutions using the company products.
• Prepare and review quotations, offers, and other documents related to sales.
• Introduce and maintain strong Sales Operations processes, use of CRM, ERP tools, forecasting, and pipeline management.
• Conduct customer risk and credit management.

Desired Qualifications and Experience

• More than 5 years of experience in sales as an Account Manager, Sales Manager, Commercial Manager, or similar position.
• Excellent levels of customer service experience within international marketplaces
• Familiarity with the steel industry and ferroalloys market specific characteristics
• Familiarity with the procurement and purchasing of steel raw materials, ideally gained from working closely with German steel producers.
• Previous usage of Salesforce, SAP, CRM, and project management tools
• Exceptional interpersonal, negotiation and relationship building skills
• Driven to succeed and renowned for strategic business thinking and solution-focused approach
• Ability to deliver market development strategies
• Highly numerate and able to formulate and monitor budgets and targets
• Excellent communication, interpersonal and presentation skills
• Ability to write clear and objective reports and business correspondences
• Ability to effectively support, present information and respond to requests from managers, colleagues, partners, representatives, and customers.
• Good problem solving and analytical skills to be able to define problems, collect data, establish facts, and draw valid conclusions.
• High level of computer literacy in MS Office Word, Excel, and PowerPoint.

Additional skills:

• Highly capable in evaluating market scenarios and forecasts to identify opportunities and further market developments, not only with the direct consumers of raw materials, but also interacting with the supply-chain of steel intensive segments, such as automotive, energy, construction, aerospace, and home appliances.

Personal Attributes:

• Team player
• Diplomatic
• Honest, open, and direct
• Good communicator
• Self-motivated
• Able to travel regularly and extensively across Germany.

Competencies:

• Under-graduate qualification in Business Administration, Engineering or Materials Science
• Similar postgraduate qualifications will be highly regarded.
• Fluency in German and English
• Ability to live and work in Germany.