Specialist Sales and Marketing 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 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 Maaden 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:

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

• Perform analysis to help recommendations for regional volume allocation (yearly and weekly) based on the 5year and 1year 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 5year target for strategic customers share of volumes and consolidate the requirement on planning tool
• Participate to the delivery of Maaden short and longterm 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 costtoserve
• Contribute to the preparation of the Business Plan (inputs on markets price customers deliveries and competitors)

• 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)

• Help to build Maaden SBU/Affiliates global presence
• Participate to the evaluation of Maaden 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)

• Participate in Sales negotiations (in coordination with Service Offices and Sales Reps) and finalization of spot and longterm 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 Maaden 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 liftings 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

• Participate to the identification of inorganic and partnerships opportunities related to regional markets
• Participate to the predue 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 postmerger integration of acquired assets or new partnerships

Leadership

• 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 Maaden in regional events to build the company image and channels
  

Relationships

• 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 Maaden strategic customers foreign Government Ministries marketing and commercial partners in local markets
• Contacts with Maaden SBU/Affiliate executives for informationsharing and decisionmaking
  

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 enduse/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 proactively identifying safety hazards and act accordingly