Commercial Manager
6 months ago
**Job Purpose**:
- To manage the Commercial Functions for the Business Unit in line with Divisional objectives. Reporting to the General Manager.
**Minimum Qualifications**:
- Matric / Grade 12
- Bachelor’s degree in commerce or engineering qualification
- Chartered Engineer/Accountant or CIMA an advantage
- Minimum 10 years negotiation experience at a Senior Management/ Executive level
**Responsibilities**:
**New Business Acquisition - Growth**:
- Investigate with local OEM future business plans
- Analyse the Market (Customer, Competitors, trends, etc) and create Cycle Plans
- Investigate different markets and technologies
- Develop and coordinate projects to introduce evolutionary new products and new markets
- Ensure adherence to the acquisition process
- Coordinate Acquisition’s cross-functional team to deliver on-time and accurate RFQs
- Monitor Control Sheets and Contribution Statements and control data integrity
- Ensure compliance to mandated thresholds and make decisions to pitch the best selling prices on Customers’ offers
**Key Account Management - Sales, CRM & Profitability (Series & Projects)**:
- Ensure that external economic factors - are being tracked and recovered as per agreement with Customers
- Lead price negotiations to recover impact of external economics/volume/project deviations which are beyond the agreement with Customers
- Monitor Sales (volumes and revenue) according to the Sales Plan
- Ensure profitability levels are at the level agreed in the plan or better
- Support and motivate the KAMs to create CI (Sales and Commerical) ideas
- Guarantee data integrity on Customer Portals
- Ensure data integrity of Selling prices and Price matrix in LX
- Develop long term relationships with the Customers
- Conduct pro-active customer visits
**Sales Planning & Controlling**:
- Keep a deep knowledge and understanding of the market space where the company is present
- Lead the preparation of the 3rd Party Sales Plan (FC1/FC2/Budget and Strat Plan) - Top Line
- Manage the preparation of Sales reports (Gross Margin, Flash, Monthly, Cockpit Charts, etc)
- Lead Inter-company quotation for Non-Wovens
- Coordinate and approve Inter-company and Joint Venture price calculation for new products and mid cycle adjustments
- Compile Monthly Departmental Management and Board reports
**People Management**:
- Lead and motivate the Commercial Office - BDMs and Cost Management Accountants
- Ensure that the company performance management tools are applied (AED, Performance Contracts, Potential Assessments, Individual Development Plans, etc)
- Develop and coach the team
- Promote an environment of Continuous Improvement and a culture of achievement
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