Senior Manager, Sales and Marketing

About the client:

Our client was founded in 1994 as a distributor of petrochemical products. With over 30 years of serving in this industry, our client caters not only to the supply of petrochemical and industrial chemical products, but also in warehousing, repacking, distribution on both local and international fronts.

Job Description, Function & Responsibility:

A) Purpose

• To formulate strategies and coordinate company sales and marketing functions of the Chemical Market to achieve the targeted sales volume and margin. To develop pricing strategies, oversee product development, and monitor industry trends that indicate the need for new products and services.
• To lead the development and Management of global market analysis for the relevant Chemical Products to facilitate the formulation of the Company's strategies and competitive positioning.

B) Sales and Marketing Plan

• Formulate marketing and sales strategies that cover the target market, pricing strategy, budgeted product allocation, targeted customers, and business modelling to achieve sales targets and profitability.
• Undertake and interpret market intelligence and report competitor activities and market trends to facilitate marketing planning strategy and management decision-making.
• Develop and gather marketing and sales documentation as key inputs to facilitate decision-making in negotiations with existing buyers as well as in Sales and Purchase Agreement negotiations with potential buyers.
• Conduct effective negotiations with potential clients and other departments (Finance and Operations/Logistics) to ensure deals and transactions are properly concluded to avoid operational problems and limited financial exposures through a sound and comprehensive understanding of operations and their implications.
• Evaluate the marketing and sale activity of the company products within the price structure, contribution and contractual as established or agreed with a plan by the Company/HOD to achieve sales targets and profitability.
• Develop an annual departmental marketing plan via collaboration with other departments (Business Development and Finance) to meet the Company's business objectives. Perform territory analysis / SWOT analysis to plan for sales penetration.
• Prepare sales strategy plans on an ad hoc basis when there is a direction to penetrate the new customer sector.
• Propose product innovations based on current product shortcomings/feedback, and environmental requirements/opportunities.
• Present the Company's products and solutions to potential key clients through direct communication in face-to-face meetings, telephone calls and emails.
• Develop new business relationships and generate revenue for the Company to an agreed target set annually.
• Liaise closely with the operations team to coach them on logistics enhancement and shipment improvements.

C) Marketing and Sales Contract

• Develop and monitor the sale and purchase contract performance for deals execution through collaboration with legal to ensure timely approval and recommend corrective for arising issues highlighted to ensure the execution is as per contract.
• Investigate all outstanding receivables via collaboration with Finance to ensure the collection is done timely and as per the sales and purchase contract for minimizing bad debt and attaining healthy sales proceeds.

D) Customer Relationship Management

• Foster and sustain effective working relationships and rapport with the government authorities, business and management institutions, national and key industry players and service providers to keep abreast with the latest developments in the relevant markets and capitalize on insider status and strategic alliances to capture opportunities for new business ventures and enhance stakeholder confidence in the company products and services.
• Ensure all customer visits, opportunities, and other customer information are updated into CRM according to the requirements and expectations.
• Proactively work with the Finance Department to ensure all payments for Chemical accounts are collected within the agreed timelines as per the credit terms the customer has with the Company.

E) Sales Report

• Deliver agreed on revenue and shared objectives on a monthly, quarterly and annual basis; achieve the monthly KPI's.
• Review and track progress against revenue and targets; analyse sales/revenue reports; recommend and propose changes to existing plans and operating budgets; implement approved changes.
• Provide monthly reports, data, research and market intelligence to the Management highlighting business performance, competitive landscape and recommendations for increasing revenue.
• Monitor, review, encourage and guide the whole Sales and Marketing (Chemical) to achieve its plan and the individual staff's KPIs.

F)Leadership and Capability Development

• Drive the development of a competent working team that will enhance and sustain staff capabilities in achieving high-performance delivery by determining talent requirements, instilling values of integrity, and providing leadership coaching and guidance.
• To implement internal successions to ensure the right leadership and capabilities in executing their jobs.

G) Mindset, Behaviour and culture

• Develop and implement distinctive mindsets, behaviours, and culture within the working team to achieve high performance by adopting and implementing value interventions, tools, and methodologies to promote and instil a high sense of commitment, ownership, integrity, and loyalty contribute to operational excellence.

Requirements 

• At least eight (8) years relevant experience in Sales function with leadership capacity the experience of at least four (4) years in the Petrochemical trading/ distribution industry.
• Possess at least a University or Professional Degree. A Masters Degree is a plus point.
• Experience managing a Sales function and complete cycle of Sales activities from prospecting, selling, closing sales, planning for continuous improvement/ analysis, and Customer Relationship Management. Track record of building, motivating and delivering results from the team effort.