Specialist, Sales Iii

4 weeks ago

Riyadh, Saudi Arabia Ma’aden Full time

**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
- 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

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