This position is primarily responsible for promoting the new business growth in all 3 main business unit of AR/FC and DS to fulfil the medium and long term business growth plan. This person will provide technical solutions and build effective long-term business relationships with Vietnamese customers, ensure a high level of customer loyalty and increased revenues. Serves as the primary interface for all Flow Control and Advanced Refractories products and services, it creates demand for the organization's products and services with customers on continuous basis. Typically, generate new business opportunities and derive into commercial sale and maintain business relationships with all customers for CPT/TRM approach.
DIMENSIONS OF POSITION
Total Sales to handle:Based on annual budget and quarterly revised planning.
Business Unit coverage : AR / FC / DS
Geographical coverage : Viet Nam with high focus on North and Central
DUTIES & RESPONSIBILITIES
Sales & Marketing activities:
Responsible for sales of Vesuvius products to the existing customers and secure existing business
Retain and develop Vesuvius market share of existing products supplier in all customers
Explore new customers and generate new businesses
Understand and analyze customer’s process, annual production plan, trend analysis and purchasing strategy
Conduct regular status and strategy meetings with the senior management team of customer to understand their needs and link them to the organization's product/service offering strategies.
Prepare technical proposal / commercial proposal for direct sales project
Being a key person in leading greenfield projects
Contract & payment management activities:
Follow up regularly and take initiatives for all contract renewals, on time submission of offers
Analyze and provide sufficient and efficient data for preparing proposals to secure orders/contracts
Follow up and update on collection made based on the agreed payment terms as mentioned in purchase order
Reconciliation of Accounts and closure every quarter
After sales activities:
Evaluate our product performance at the site constantly and work on coordination with the respective departments to initiate corrective actions to avoid failure.
Evaluate competitors’ activities at the site in term of Sales, Applications, Products, Pricings and Deliveries
Monthly report comprising of Monthly Sales, Sales Forecast, Collection, Technical Report, Competitor Information, etc.
INTERNAL MAIN INTERACTIONS
Head of Steel, Vietnam
To keep them updated about the latest developments of the market.
To discuss and seek guidance on account related technical, financial issues, customer complaints, if any, new business opportunity etc.
To have discussion on sales forecasting for the region, planning, scheduling, business analysis
To discuss and clarify all new sales opportunities, competitor benchmarking, contract renewals, product trials, etc.
Sales Director, SEA
To discuss and update key issues and to receive guidance on strategic and business matters.
To obtain knowledge on products and to take part in technical discussions for their optimal usage at site.
To discuss the product related issues, need for product modification, new product development, if any, etc.
To discuss and prepare technical product proposal and product trials.
To discuss and drive resolution of the safety issues
Finance & Accounting Department
To discuss on contract payment term, collections
Supply Chain Management Department
To discuss in term of products delivery, product cost
Yêu Cầu Công Việc
Education background & knowledge
Bachelor or higher educational degree, prefer Metallurgical engineering/ Materials Science/ Mechanical Engineering / Industrial Engineering or related field
English communication fluency is a must
Exposure in steel plant with understanding of Vietnamese steel market situation is an advantage
Knowledge about refractory and/or steel making is a plus
8-10 years of similar experience in heavy industries or more than 4 years in Iron & Steel industry with at least 3 years in similar position
Skills & behaviours
Planning & organizing skill
Customer service orientation
Interpersonal skill, ability to communicate with every level, every function, internal and external