Specialist, Sales III

‎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 Ma'aden's 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 Ma'aden 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 Ma'aden 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