The primary role of the Sales Manager is client relationship management and generation of quality sales / profitable margins of Coffee to clients within Indonesia on behalf of the Origin and Trade Offices.
The Sales Manager should carry out these activities in an accurate and timely manner and ensure that all activities adhere to Group standards.
KEY RESPONSIBILITIES
Client Management
Oversee client relationship management by understanding specific client needs and knowledge of client history and understanding of the fundamentals of the client’s business in order to increase sales volume. Preparation of weekly offers' list to key clients for their specific requirements as well as a standard offers' list for all other clients. Responsible for assessing a good sale by reviewing client rejections, assessing difficulty working with client, assessing if client calls first or last for business, assessing if ECOM gets last chance on business, etc.
Focus on creating effective client relationships to have access on overall client business direction and potential profitability to as many clients as possible.
Create better efficiency for marketing of the physical commodity product.
Sales and Reporting
Leverage origin assets to increase both the sales volume and the quality of sales of the physical commodity product to clients. Future focus should include on increasing overall potential of sales volume.
Ensure that all futures trading for the physical commodity product sales are carried out in a correct and timely fashion for both customers and origin offices. This will include keeping track of all GTC orders and ensuring that all trades are reconciled to the correct trading statements.
Manage inventory properly and oversee the status of the timely delivery of the physical commodity product, which includes import, tender, client approval and the actual delivery.
Ensure Contract Administration is completed in a correct and timely fashion – this includes inputting of sales information into local management system (e.g. CMS, etc.); creating the sales files for the traffic department; informing and ensuring GTC placement by clients / suppliers for contracts sold or purchases based differential in a timely and agreed upon manner.
Will also assist the Group’s global trade offices to purchase the physical commodity product from Regional producing countries where the Group does not have an origin presence, which includes sourcing and procurement.
Preparation of “Daily Basis & Market Position” including input into Group Global Position report.
Weekly Reporting to management on sales / purchases, marketing situations within the specific region or country, and giving both market views and producing countries' news. Moreover, strategy creation and market assessments to support sales volume.
Preparation of the month end Forward Book in a timely and accurate manner.
Support sales staff by helping with presentations, meetings, attendance at seminars and trade shows, market updates, proper sample presentations, etc.
Ensure correct flow of information among the Trade Desk, Traffic and Accounting.
Risk Management
Monitor credit risk management database on clients. Client risk assessment: create and apply credit limit for clients; obtain information necessary for credit analysis; and determine what the margin should be for a particular client. Maintain updated information on all customers in the Group’s credit risk database to remain within position limits prescribed by Group. Work to reduce the group’s credit exposures by using LC’s, documentary collections, and other such tools as appropriate.
Oversee resolution of any contract disputes or claims with clients & suppliers.
Update client credit monitoring.
Staff and Motivation
Foster an environment of teamwork, high performance, efficiency and accountability. Manage, supervise and review direct report activities. Identify and set key performance objectives for direct reports and manage towards those objectives. Performance objectives will include financial, customer, internal operations, and employee development targets. Assess performance objectives at year-end reviews.
Oversee and develop the training of new merchants and provide career development opportunities.
EDUCATION, PRIOR WORK EXPERIENCE, AND SPECIALIZED SKILLS/KNOWLEDGE:
• Degree in Marketing, Business or related discipline.
• 5 plus year’s broad sales / marketing experience with knowledge and understanding of the major elements of sales / marketing strategy in increasing sales volume.
• Experience in a commodity / trading business strongly desired along with managing risk management.
• Experience working with commodity market information and knowledge of commodity trading strongly desired.
• Demonstrated intimate knowledge of how to identify and leverage customer segment tendencies and the strengths of the competition.
• Demonstrated ability with both strategic and tactical marketing and an understanding of the difference.
• Strong project management skills.
• Superior communication skills, both written and verbal. Preferably able to speak Mandarin as well.
• Proficient knowledge of Microsoft Office.
• Strong organizational and multi-tasking skills required. Excellent customer service skills.
Interested candidates are invited to send in a detailed resume (with photo affixed), stating your current and expected salary to recruit.ecom@gmail.com latest by Friday, 2 March 2012.
We would like to take this opportunity to thank all applicants for their interest with ECOM but regret to inform that only short-listed candidates will be notified.
