Sales Manager I at Sappi

Job description:

Sappi Southern Africa requires a Sales Manager I to manage revenue and volume targets and implement product portfolio strategies; to maximize business opportunities through a unique understanding of the market and customer dynamics within a specific sales region and provide direct support to the Sales Manager II in the achievement of contracted sales volume through the management of individual customers within a national group of customers as well as be responsible for individual key accounts.

The main responsibilities of the job are:

• Handle resolution of customer complaints relating to product sales and services.
• Record customer feedback through structured Customer Relationship Management, with scheduled visits per customer.
• Regularly review credit risk of all customers in conjunction with the credit control department on any current customer business as well as new accounts.
• Identify opportunities to improve sales where pricing would limit the opportunity and make proposals to take advantage of the opportunity.
• Conduct pricing negotiations within the limits of authority for the sales division.
• Support specific cost-saving and margin enhancement projects
• Understand and execute budget and forecast plans as prepared by the Sales Manager II
• Make budget proposals on marketing requirements to ensure effective sales management.
• Implement sales and marketing strategy for customer portfolio.
• Offer support to the Sales Manager II in generating recommendations for the development of the strategy.
• Growing of sales to new and existing customers in line with Sappi’s overall growth targets, with a focus on EBITDA.
• Participate in the monthly sales and operational planning meeting
• Support customers by reviewing product requirements and informing the supply chain of required allocations
• Manage a group of customers to achieve designated sales targets through the implementation of appropriate and unique sales services
• Anticipate planning horizons and customer requirements for the next 6-12 months
• Work with SA Credit Risk to determine and provide for customer credit facility requirements
• Manage debtors book for product portfolio and facilitate account query resolution between customers and Sappi
• Ongoing follow up on orders and receivables on a weekly basis and coordinate with finance to secure payment from customers
• Own and manage customer relationships, to foster customer alliances and partnerships
• Manage clear targets in terms of revenue and volume for specific customers
• Manage customer-specific initiatives in line with the strategy
• Maintain a high service offering at the customer level by observing and gathering valuable information and optimising on this information
• Creatively supporting customers by developing or designing new relationships/products
• Develop and implement customer activity plans to reach agreed sales targets.
• Monitor and review customer activity plans.
• Manage customer forecasts and ensure that stock levels are maintained
• Awareness of relevant Sappi Ethics, Values and legislation and conduct duties in compliance to these (POPIA, Competition law)
• Maintain an overview of customer trends identified by the Account Manager and make use of these to facilitate optimal sales service
• Prepare a weekly report on significant commercial or sales impact on the portfolio.
• Prepare a key account report on sales, potential future sales and opportunities for growth.
• Attending industry body meetings to understand customer demands and make recommendations on product development.
• Support Sales Manager II with a competitive environment in which their customers operate
• Implement sales and marketing strategy for sales portfolio
• Gather and analyse market information for product portfolio in each region
• Work with Supply Chain Team to analyse customer needs and the effective routes to market
• Find new customers
• Anticipate situations and maximize business
• Support and assist in the innovation processes opportunities
• Identify sales leads as existing or new customers
• Communicating new product development to prospective clients
• Manage a portfolio of accounts including the total transaction with customers to achieve long term success
• Align all activities in the product portfolio to adhere to agreed processes and procedures
• Negotiation contracts with customers
• Responsible for the development and review of the performance of subordinates
• Oversees the responsibilities of the account manager
• Supports the training and development of subordinates

The ideal candidate should have:

• B degree or relevant qualification
• Relevant experience in the containerboard profile (5 years)
• Sales experience (8 years)
• Minimum 8 years sales/marketing relevant experience preferably in the pulp and paper industry, Industrial Chemicals/products