Executive recruitment company Monroe Consulting Group's Industrial Division is exclusively partnered with a global MNC that specializes in chemical manufacturing.
Job summary
- Managing customer's expectation and develop new businesses to maximize profits.
- Enforcing existing supply agreements at all customers in the region covering supply of gases by bulk, pipeline and by onsite plants (merchant plants excluded) in all segments (chemicals, metals, electronics etc) - all together referred to as "onsite" in this document.
Job Requirements:
- To ensure such agreements are strictly enforced including accurate regular invoicing.
- To sustain and improve profitability of the accounts and the supply agreements.
- To actively develop and maintain customer relations.
- To undertake any amendments if required or extension/renewal to existing supply agreements after due consultation with key stakeholders in the Company.
- To monitor developments of competitors and customers at the site/area and evaluate its implications for the Company and initiate actions together with the Opportunity & Project Development (OPD) team to defend/improve the organization's position at the site/area.
- To assess current and future gases demand of customers and prospective users of gases over the short (monthly, weekly) and mid-term (3-to-5-year horizon) and;
- To work closely with area and regional operations and merchant business team to develop profit improvement initiatives and drive their subsequent realization.
Job Responsibilities
The candidate is expected to engage actively with the stakeholders, influencers of existing customers and facilitate senior level engagement between Customers' and The Company's executives. The candidate will also support the process of commercializing onsite investments in the area closely working with the appointed Directly Responsible Individual (DRI) for such commercialization.
New Business Development
- Win all new business from existing customer in the market (expansion or new site) and introduce new gas applications that can lead to new gases usage.
- Proactively participate with the Opportunity & Project Development team on business development activities in the area from identifying an opportunity through contract negotiation and award
- Contribute to the business development process by ensuring that the value of local customer relationships and local strategic issues are incorporated into the development of investment opportunities
- Actively search and generate leads in the region and convert any non- gas users to gas user in Electronics segment
- Actively engage with local authorities to understand the new investment in the region
Manages profitability
- Monitors and reports critical sales key performance indicators
- Manages the interface between the internal team and major customer manager teams
- Position the organization to profitably win opportunities for either specialty gases, bulk gases, pipeline or onsite supply for the Northern region
- Actively support and develop together with the Operations team opportunities for optimization of production at the sites to meet The Company's key obligations under the supply agreement with customers as well as for profit improvement. Where necessary to negotiate with customers to maximize value
- Work closely with FiCo and Operations team to ensure error free monthly invoicing to customers and price escalations passed in a timely manner to customers
- Lead/Support the development of business case (NPV, IRR) for incremental business with existing or new customers, following FiCo guidelines for such evaluation
- Lead the development of The Company's onsite business strategy in the area and support the development of such strategy for the country
- Provide, proactively inputs to the investment approval process during evaluation and implementation phase for timely submission of the required documentation
- Deliver planned profitability (business case and annual plan) for the accounts
Provides sales support and administration
- Builds strong relationships with strategic customers and participates in discussions as needed
- Manages top accounts to ensure that customer focus is provided to these important customers
- Prepare proposals and contract review for important customer accounts
- Leverages sales support tools and customer campaigns
- Ensure customers meeting DSO target
- Manages overall business portfolio to maximize area sales revenues and profitability
- Monitors and reports critical sales key performance indicators
- Leverages understanding of local business environment to support development of sales and marketing
Key Account Management
- Develop key account business plan including contract renewal, monitoring sales profitability, implement price increase, GPADE improvement program and improve and sustain product/services level to customer's expectation.
- Ensure focused, tactical customer engagement plans and strategy is in place for each account, that strengthens The Company's positioning with the customer
- Maximise performance of the onsite business in the area
- Ensure contract renewals (and new contracts as applicable) are negotiated on a timely basis; bringing in functional expertise (e.g. market intelligence, industry insights/trends, best practice in contracting) from other parts of The Company's Group (e.g. Opportunity & Project Development team; Corporate Strategy & Market Intelligence team) as appropriate
Key Interfaces
CEC (Quotation & customers order), Distribution (Product delivery schedule), Plant Engineering Dept (VIE tank & Gas System Maintenance), Planning Dept (Financial Evaluation), CMES Dept (VIE tank & gas system maintenance), Revenue Dept (Debt collection), Product Marketing (Contract renewal & legal), O&PD (Opportunity and Project Development), Regional Technical Team (Conceptual Engineering Managers for HyCO & ASU) and local Operation Team
Key Job requirements include:
- Perform the task safely and with integrity (Compulsory).
- Creative problem solving- finds innovative ways around resource constraints
- Teamwork
- Customer orientation
Required key skills (functional/technical)
- Sound understanding of key terms and conditions and risks embedded in long term supply contracts.
- Adequate understanding of building and evaluating business case models (MS Excel)
- Basic understanding of cryogenic and HyCo technologies and drivers of costs and efficiencies is a plus
- Ability to negotiate with customers to enforce supply agreements and where required reach amendments / settlements reflecting The Company's costs and generating value (NPV, Accretive Margin)
- Financial acumen: sound understanding of key elements of Profit & Loss Statements, Balance Sheets and Cash Flows
- Robust analytical skills combined with creative problem-solving skills
- Ability to influence and develop strategic relations with customers
- Excellent presentation, oral and written communication skills
Required qualifications/experience
- Engineering in Chemical/ Mechanical /Project, Finance
- Must have at least 2 year of working experience in related industries and corporate environment
