Senior Specialist, Sales II

1. JOB DETAILS:

Position Title: Senior Specialist: Sales

Broad Band: E1: M6: Professional

Reports to

Department & Function:

Job Code:

Date Prepared/Revised:

Talent Pipeline Layer: Managing Self Technical/Professional

2. OVERALL JOB PURPOSE:

Execute Maadens Sales activities and interests in order to accelerate growth and maximize returns for the company in a specific region/country

3. QUALIFICATIONS, EXPERIENCE & SKILLS:

Qualification:

B Degree (Business, Marketing, Finance, Engineering or equivalent)

Experience:

4 Years experience

Skills:

• Sound knowledge of discipline processes, procedures and products
• Able to independently manage own work planning and delivery according to targets; proven application
• General knowledge of trends, interpretation and application of industry knowledge
• Effective verbal and written communication skills
• Advanced analytical and problem solving skills
• Sound decision making skills
• Presentation and facilitation skills
• Ability to cope with pressures and setbacks
• Ability to follow instructions and procedures
• Advanced persuading and influencing skills
• Global mindset
• Ability to adapt and respond to change
• Curious and innovating
• Design thinking
• Sound working knowledge and compliance to relevant regulatory and statutory requirements
• Sound knowledge and understanding of Ma’aden codes, regulation, rules, procedures and processes
• Following rules, regulations and procedures
• Competent in using applicable software and/or systems
• Teamwork and ability to deal with diversity
• General understanding of fundamentals of business processes
• Proficient attention to detail
• Coping with pressures and setbacks
• Critical thinking
  

4. KEY ACCOUNTABILITIES:

Focus Area

Operational / Functional

Legal:

1. Consistently delivers on all service level agreements
2. Quality results through cost effective service and on time support
3. Cost awareness and control
4. Technical expertise and advice
5. Technical/operating systems and models
6. HSE targets

Support to Sales strategy design and implementation

• Provide inputs for the recommendation of the route-to-market strategy for specific region/country (i.e. downstream investments, distribution, partnerships, product mix etc.)
• Responsible for collecting field data from Service Offices & Sales Reps

Sales Planning

• Perform analysis to help recommendations for regional volume allocation (yearly and weekly) based on the 5-year and 1-year sales plans
• Provide inputs on markets price, customers, deliveries and competitors to build sales forecasts (5 years, yearly, quarterly, monthly and as required) broken down by market and grades
• Provide inputs to assess 5-year target for “strategic customers” share of volumes and consolidate the requirement on planning tool
• Participate to the delivery of Ma’aden short- and long-term sales plans in specific region/country
• Collect customer requirements to provide (demand, shipment period, etc.) on a weekly basis
• Coordinate with the Supply Chain team to organize the regional lifting and optimize cost-to-serve
• Contribute to the preparation of the Business Plan (inputs on markets price, customers, deliveries and competitors)

Customers Retention and Acquisition

• Accountable for sales to existing customers and through acquiring new customers
• Accountable for customer relation management and customer satisfaction
• Accountable for development and retention of good customers’ business/relationships leveraging on specific tools (e.g. “key account plan”, “territory plan”, “value creation levers”, etc.)
• Representation and assistance with arrangements for global events (conferences/ customer events)

Developing Ma’aden global footprint

• Help to build Ma’aden SBU/Affiliate’s global presence
• Participate to the evaluation of Ma’aden downstream footprint opportunities in global market
• Involved in the evaluation of international distribution channels, manage distribution relationships and evaluate representation and distribution channels (e.g. distributors and country representative agents)

Sales Operations / Sales and Products Transportation

• Participate in Sales negotiations (in coordination with Service Offices and Sales Reps) and finalization of spot and long-term contracts (as per authority matrix) and support in customer credit assessment
• Participate to the pricing process and ensure compliance with the SBU MESP (Minimum Estimated Sales Price), in coordination with Marketing teams
• Update the formula tracking sheet and communicate it on a regular basis to Management
• Review all Sales / Purchase agreements and approves Demurrage & Laytime clauses that maximizes Ma’aden benefits and reduces expenses and submit for approval
• Optimize on utilization of owned fleet & to reduce idle time through chartering out vessels and optimize on cargo lifting’s schedule in coordination with Logistics department
• Participate in sales price / contract committee meetings to assess freight mechanism & demurrage claims if any
• Recommend insurance policy in coordination with Risk Management Department to minimize risks and costs
• Provide and increase customer service, retention, cross selling, and overall revenue growth of assigned accounts
• Provide timely feedback to senior specialists and management regarding sales performance
• Prepare sales reports, assist to create and standardise reports and other sales tracking tools, support on all aspects related to logistics

Market Partnerships and Inorganic Growth Opportunities

• Participate to the identification of inorganic and partnerships opportunities related to regional markets
• Participate to the pre-due diligence on Sales and strategic aspects (i.e. investment thesis, key financials, synergies, etc.)
• Contribute on the full due diligence on Sales and strategic aspects (i.e. investment thesis, challenge of business plan assumptions, synergies, integration planning, etc.)
• Provide market data required for the M&A process
• Execute the post-merger integration of acquired assets or new partnerships

Leadership

1. Understand, support and live the Maaden vision, values and goals
2. Takes accountability for personal improvement, personal development, skills development and effectiveness
3. Supports and articulate personal goals that are aligned to the business direction, that lead to personal development and effectiveness; Continuously strives to improve personal mastery, professional growth and business skills (ensuring technical/professional development in specialist area)
4. Establish professional standards for work, project plans and organization to ensure service provision and effective individual contribution
5. Share expertise freely and often during the application/review of policies, practices, standards, procedures and methods
6. Conduct analysis to formulate recommendations and design solutions and implement them effectively, problem solving and decisions quality - Analysed, formulated recommendations, designed solutions and implemented them effectively
7. Progress monitoring, reporting and corrective action
8. Statutory compliance and professional practices

• High performance role model acting as coach and mentor within team to more junior staff
• Ensuring continuous personal and professional growth and development
• Improve group work processes
• Facilitate transformation and change processes
• Facilitating continuous improvement
• Communicate best practices, technical reports and positions statements with team and the appropriate stakeholders

• Represent Ma’aden in regional events to build the company image and channels
  

Relationships

1. Build constructive working relationships with manager, peers, clients and other service providers (all stakeholders) to ensure effective stakeholder relationships
2. Supports peers/team members to achieve team objectives through knowledge sharing, networking and collaboration with colleagues and other teams
3. Maintain Manager and peer relationships marked by professional communication, behaviour and actions that results in high levels of credibility, trust and respect throughout the business unit or function
4. Consistently meet customer and business requirements through technical/professional communication
5. Puts forward new ideas, thinking and approaches adopted and supported by the business

• Build credibility and constructive working relationship with teams, managers and business leaders to enhance the knowledge base of the company
• Maintain healthy and stable relations with consultants and cost owners
• Create and maintained well developed internal and external network
• Network with /participate in external professional bodies/forums

• Has work contacts at all levels within the Company to obtain information required for the job
• Outside contacts at senior executive levels with Ma’aden strategic customers, foreign Government Ministries, marketing and commercial partners in local markets
• Contacts with Ma’aden SBU/Affiliate executives for information-sharing and decision-making
  

5. COMPETENCIES:

Technical/Functional

Marketing/sales theories, concepts, principles, models
Aware
Financial aspects of sales (revenues/margins etc)
Aware
Knowledge of commodity/consumer markets
Proficient
Knowledge of customer drivers/ service
Proficient
Customer demand management
Aware
Channel to market management
Aware
Knowledge of international/domestic product pricing
Aware
Product knowledge
Proficient
Knowledge of business processes & systems
Aware
Sales budgeting & forecasting
Aware
Debtors & credit management
Aware
Knowledge of end-use/industry markets
Aware
Knowledge of commodity trade issues
Aware
Product pricing
Aware
Sales and operations planning
Aware
Negotiating
Proficient
Customer relationship management
Proficient
Selling/deal making
Aware

Leadership

• Developing self
• Embrace digitalisation within the function
• Teamwork and collaboration
• Continuous improvement
• Performance management process and system
• General knowledge of people related policies, regulations and processes
• Contribute to establish Maaden as 3rd pillar of KSA economy
  

Safety

• Safety advocate - anywhere and everywhere
• Sound knowledge and application of HSE rules and procedures
• Concern for own wellbeing and that of others
• Ability to pro-actively identifying safety hazards and act accordingly