Exports Commercial Manager

Key Responsibilities

Strategy

• Develop, present and ensure implementation of long-range, budget, tactical sales and business development strategies for the growth of the SBM portfolio
• Clearly define Route to Market RTM and design strategies and approaches for specialist distributors and project stake holders to maximise growth

Customer Engagement

• Management of customer relationships and ensuring sustained good levels of customer service & growth
• Active involvement with introduction of new products and innovation by building an intimate understanding of customer needs to support development of suitable products and services offer

Projects & Technical Specification

• To align with and contribute to the execution of a project selling approach to capture opportunities across the SBM basket in the assigned territory in conjunction with the solutions team
• Ensure development of the project pipeline, specifying the range of solutions including value-add and new products.

Leadership

• Lead, coach and develop the SBM technical sales team to increase their capability, commitment, drive and performance output so that the organization reaches its objectives, executes its strategies and progresses towards its vision.
• Supporting the development of the retail teams in country with the aim of increasing their product knowledge and sales support ability

Corporate Governance and Business Control

• Contribute to the development, management and implementation of all commercial policies and procedures in accordance with ICRFand Group business control standards
• Ensure a good Business control level in the assigned sales function in line with the SG business control framework

Branding Visibility

• Work closely with the Marketing Team and Trade Marketing to implement brand visibility and demand creation activities for our customers and therefore us, which is clearly measurable and demonstrates the value we are creating for our customers – these being built into the account and market plans
• To identify business growth/ promotion platforms such as exhibitions and trade missions around the markets and liaising with the respective internal stakeholders to enable tapping on such opportunities

Industry Trends

• To research feasibility studies and keep abreast of trends in the habitat space both within SG and outside and provide detailed updates to the business on such trends to ensure that the BU provides the latest solutions to tailor solutions and address the ever-evolving country's specific needs

Is this job for you ? Minimum requirements:

• Bachelor's Degree or equivalent qualification in Commercial/Civil Engineering/ Construction
• A postgraduate qualification would be an added advantage
• At least 10 years work experience, of which 5 must have been in a sales management position with proven ability on strategy/budget planning & implementation, business development, project processes and team development & coaching
• A thorough knowledge, understanding and experience in selling and supporting on the waterproofing and construction chemicals solutions
• Strong commercial acumen and demonstratable capability to make use of and derive meaning from data and the P & L analytical capability
• Commercial awareness – ability to identify opportunities and action
• Construction industry experience with an emphasis on solution and multiple product-based selling - success at selling new concepts and products
• Tenacity to see things through to completion in a difficult trading and business environment
• Ability to think outside of existing customer groups or markets in seeking new opportunities
• Excel, SAP, QlikView, PowerPoint & Sales Force knowledge
• Proven negotiation skills in multicultural environment and at various management levels.
• Excellent communication skills verbal and written
• Strong customer service orientation