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Interim Management Consultant at Peerless Jal
SCOPE AND OVERALL PURPOSE OF THE POSITION
The Business Development (BDM) role is a member of the Peerless Jal(PJ) Sales team. The focus of the role is to ensure that the achievement of sales and margin is in line with business goals or better. The position will be responsible for executing agreed Commercial Cleaning and Floor Care market strategies and developing and administering action plans that allow for the achievement of set goals that are aligned and shared with the wider Sales team.
PRIMARY DUTIES & RESPONSIBILITIES
Grow Revenue and Margin of the PJ business - Customer
·Ensure that the sales revenue and gross profit goals are achieved for the financial year, develop, manage, and execute annual account planning to ensure growth targets are achieved to meet or better the company sales growth targets
·Grow the territory by cross selling and increasing PJ share of customer business at most-valued customers, and expand target selling channels and segments
·Develop new sales project pipelines for strategic products, assess new potential partners, then working with key customer stakeholders in presenting and communicating the functional and technical advantages of new and existing raw material ingredients to our direct and prospective customers
·Lead complex commercial negotiations with customers, applying the impact of external factors, including raw material, freight and other factors that affect input costs, then negotiate multiple months deals with appropriate
·Segment customer base, drive growth projects in the territory. Develop price review mechanisms to achieve the customer and business goals.
·Partner with customers in the product development process, using a broad and deep product and application knowledge, tapping R&D and other resources to develop novel solutions
·Leverage advanced knowledge of product applications and technology to enhance trials and execution. Present new product trends to our customers
·Consult with customers to identify new business opportunities, clearly articulates how PJ's capabilities and solutions can lead to value creation for the customer. Utilizes knowledge of PJ's and the customers
·Create long-term competitive advantage for PJ, by building cross selling strategies to counter competitors and create long term advantage for PJ. Using competitor knowledge to identify opportunities to increase share and profitability
·Establish long-standing relationships with customers, based on mutual trust and partnership, has access to decision makers at every level of the customer organization. Seek out, and find opportunities to strengthen relationships during the selling process with most valued customers
·Monitor and control customer trading terms and ensure they are kept in line with company policy
Commercial and Operational Management
·Optimise profitability by working with commercial leadership, product management, procurement, to optimise market selling price
·Assist with inventory management process; ensure customer blanket orders are maintained within validity dates, then negotiated to ensure profitability and revenue targets are maintained
·Ensure price revisions and adjustments are updated in the system and customers pricing is negotiated with fixed validity and within company pricing policy framework, in a timely manner
·Maintain and grow the sales territory project pipeline and ensure highest value projects for strategic products are progressing through stage gates to commercial outcomes
·Constantly monitor customer/product profitability and recommend product range, rationalization and/or substitution
·Maintain an up-to-date customer record keeping, including building contacts data base beyond procurement, including NPD, R&D and other critical customer functional stakeholders. Update product and price negotiations in the CRM system
·Understand the customer organization structure and buying processes for all existing accounts, and develop strong relationships with key decision makers and influencers
·Assist with the company management of slow-moving stock
·Be a team player, demonstrate a can-do attitude, and foster strong internal cross functional relationships with the sales and operations organizations
KEY PERFORMANCE MEASURES
Measures and targets will be aligned with PJ's Growth plan and objectives, as agreed with the Leadership team:-
Key Result Areas
Standard or Performance Target
Achievement of sales and margin
objectives
Annual sales $ and EBITDA $ results
Successfully progress projects through the
pipeline to outcome
Achieve project commercialisation within
the financial year aligned to budget or better
targets
Negotiate and maintain blanket orders for
top 10 accounts
Maintain and optimise profitability for the
most valued accounts
Maintain updated customer record
maintenance, growing contacts data base
Accounts record keeping and sales
cadence to build company Intel
Maintain customer trading terms
Meet the company Sales targets
Pipeline management of Risks and Opportunities
Initiatives of growth and risk offset to deliver at least budgeted expectations
GENERAL RESPONSIBILITIES
·All employees while at work must:
oTake reasonable care for their own health and safety and the health and safety of other people including people working under their supervision or direction who may be affected by their acts or omissions.
oComply with any direction given by your Manager or any relevant regulatory body with respect to any health and safety matter under the current workplace Health and Safety legislation.
·Comply with PJ's safety policies.
·Conduct risk assessment on business activities by PJ personnel that travel extensively, to ensure that their personal safety is managed to the lowest possible risk.
·Comply with PJ's codes of practice and policies including – safe working practices and occupational health and safety.
·Demonstrate PJ's core values in day to day conduct
·Do not misuse or disclose information or records concerning the organisation, staff and customers, acquired in the course of association with PJ
·Must act as a PJ brand ambassador whenever representing the company at customers or within industry or peak industry events or functions
REQUIRED SKILLS AND CAPABILITIES
Education, Qualifications, Training
·Strategic Sales thinking and Business development focus
·Relevant tertiary qualification in Sales Development
·Formal training in Sales and Management.
·At least 5 year's experience in a Sales or Account management role
Experience, Skills, Knowledge :-
·Results focussed and have a genuine passion for market and business development
·Knowledge in relevant commercial, Sales and Account development areas
·Excellent people engagement and motivational skills
·Ability to present, communicate and negotiate with all levels of management across all PJ's departments
·Ability to present, communicate and negotiate with customers on commercial, market development and sales related issues and new product initiatives
·Basic Understanding of the relevant regulatory and compliance requirements including export requirements
·Excellent attention to detail
·Good verbal and written communication skills
·Effective time management and planning skills
·Ability to work autonomously and effectively in a team environment
Character and values
·Deliver the best for our partners
·Support each other
·Be considered and consistent
·Be accountable
DECISIONS TO BE MADE
·Recommended budget targets for the yearly cycle
·Forecast Sales and Margins for all categories
·Product Range and Pricing for all categories
·Legal and regulatory advice on each category
·Prioritise time and support from Supply Chain, QA and other support functions to enable timelines to be met for NPD launches, in line with agreed business timelines.
·Ensure all files, records, documents are filed in accordance with the agreed approach, this will also include alignment with the line manager
·Working with General Manager to maintain Blanket Order, and pricing policies
·Customer trading terms beyond 30 days EOM, to be approved by management
·Operate within accordance and compliance with business policies
·Not authorised to commit company expenditure without prior approval from management
DECISIONS TO BE RECOMMENDED
·Input to LT decision making from a Commercial perspective
·Legislation changes and compliance.
·Advise business on product and packaging improvement projects.
·Resource requirements to manage Product Development activities.
·Prioritisation of projects with GM and Sales team via regular reviews.
·Staffing resource requirement changes if incremental to budget
·Annual Budget setting and resource planning
·Appraisal outcomes and training needs for team and self-development
·Approval of new customer requirements, particularly support needs. Cannot accept new business, outside company guidelines/strategies, without the approval of the GM
Seniority level
* Seniority level
Mid-Senior level
Employment type
* Employment type
Full-time
Job function
* Job function
Business Development and Sales
* Industries
Chemical Manufacturing
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