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Senior Sales Manager

Industry: Производственная отрасль

Key requirement: 

Develop and implement specific elements of the business strategy and achieve established commercial goals/objectives of CFR/ Oils&Fats business in EMEA region


About the company:
Our client is an international producer and marketer of food, agricultural, financial and industrial products and services. The company employs more than 100.000 people in 66 countries

Key responsibilities on the job:

  • *Manage sales activities of oil/fat products to regional and multi-national food manufacturers. Includes direct representation of selected strategic customers and segments.
  • *Establish/support/develop relations with existing and potential customers through regular phone communication, meetings, special customer events to fully understand customers' needs and market trends/preferences.
  • *Provide market reports and product coverage recommendations to customers, together with applications discuss customer product requirements and initiate/monitor new product development; prepare and execute key account plans including large customers' management: identify and establish primary contacts with new customers, provide prices. discuss/agree on main transaction terms, arrange product samples and trial deliveries, confirm new business transactions, provide provisional delivery plans to customer service and production etc.
  • *Develop price strategy basis market data, strategic goals, budget targets and actual coverage.
  • *Annual sales budget execution in terms of volumes and overall contribution.
  • *Support the development/implementation/maintainance of the oil product line strategy, market analysis and business plan/tactics for assigned segments and new products.
  • *Segment customer base, assign accounts, develop effective customer targeting and account planning techniques, develop and implement a customer strategy for each key account in conjunction with sales team members, sales leader and general manager.
  • *Evaluate demand, select key customer targets, gather product information and market intelligence.
  • *Provide leadership to 2 to 3 sales team members including coaching, development planning, assigning specific tasks and objectives, performance reviews and daily management.
  • *Coordinate and manage various business supporting activities across the Oils and Fats sales team, incl. sales budgeting, monthly updates of the demand plan, coordination with the product line management.
  • * Manage credit exposure with customer base including collection of past due accounts.
  • *Contract management (contract text preparation and approval), execution follow-up (based on actual performance and customer feedback).
  • *Perform other miscellaneuous/administrative tasks, such as providing new customer details for JDE systems, requesting new/revised payment terms for customers, adminstering sales contracts in OW (new contracts, changes, cancellations etc.), supervise customer factory audits etc.

The best candidate has:

  • *College degree in economics/finance/marketing; fluent English
  • *Min 7 years experience in the area of B-to-B sales management
  • *Key account business planning/execution; understanding of commodity markets (commodity exchange mechanisms and trading instruments), risks and hedging; good understanding of main oils and fats areas of application / uses and required product functionality; good understanding of the Russian and global vegetable oil markets structure and market forces / drivers / players, food industry trends; good understanding of oil/fat product prices formation (crude oil costs, processing costs and yeilds, logistics, packing etc.); moderate understanding of relevant logistic and product certification issues (modes of transport, customs clearance issues, product certification, product packing etc.).
  • *General leaderships skills and ablity to develop planning, set tasks, control and coach a team of 2-3 people
  • *Ability to manage multiple priorities; ability to handle confidential information; excelent learning capacity; customer-oriented business approach; consistency, integrity and execution discipline; ability to manage conflicts efficiently.
  • *Good verbal and written communication skills; good analytical, planning and presentation skills
  • *eadiness to travel frequently across the EMEA region;