Commercial Manager
It is the Commercial Manager's responsibility to strategize, identify and develop and maintain long-term business from major and potential customers that contribute to the overall performance & profitability of the subsidiary.
To meet or exceed sales targets for budgeted and target accounts.
Regularly review allocated accounts and identify appropriate tactics to secure or develop the business
Plan each call or visit ensuring there is always a clear objective and purpose i.e another step which helps to progress the businessContinually identify and develop new opportunities from target customers / industry sectors for products within the production capabilities of the company.
Regularly review (bi weekly) the status of your customer order books for accuracy and purchasing trendsIdentify and target industry sectors where opportunities exist to develop sales of products.
Analyse the existing customer base and identify opportunities to expand the product range.
Create a staged plan of action to develop business, drawing upon internal expertise for support.
Identify opportunities to improve the standards of service, registering proposals with your line manager / MD.
To gather, record and disseminate relevant information and up to date information from allocated customers and use to determine sales strategy and tactics
Continually check with each customer what their latest initiatives and strategies are.
Progressively build up and record in a neat and tidy manner relevant information for each account which can be easily retrieved and utilised by other members of the commercial department
Complete visit reports when action is needed or important information has been obtained.
Ensure effective information is accurate, produced on time.
Obtain and communicate up to date (relevant) market information which could be useful to the senior management / colleagues.
To develop and secure relationships within each allocated account with a number of influencers of the purchasing decision to build confidence and long-term commitment to the company
Identify, meet and adapt approach with key influencers who can affect the business decision.
Seek opportunities to meet key influencers and decision makers to enhance the relationship.
Liaise closely with contract customers to control the stock levels of customer special items within the pre- agreed limits
Regularly discuss and review order books with customersRegularly review the customer’s credit limit to ensure production orders are taken into account.
Agree call off orders in writing with an end date for final delivery.
Assess the most appropriate / profitable supply solutions to satisfy orders within timescales agreed.
Continually develop your personal skills and knowledge to improve the effectiveness of your role.
Continually seek feedback from all around you, both internal and external, and carry out objectives for improvement.
Identify and complete objectives to develop essential skills and knowledgeInvest time to develop relationships with key contacts at each of the mills.
Essential Skills: -
Selling Skills.Actively listens.
Is innovative in their approach to developing business opportunities.
Is tenacious and able to adopt a variety of negotiating tactics to progress sales situations.
Presentations: confident, well presented. Able to compose and deliver professional presentations to a range of audiences at all levels.Negotiating: prepares well for negotiations. Calculates what 'terms' are required and skillfully utilises trade off's to satisfy the desired result.
Communication: - Speaks confidently and clearly to gain the respect of the customer.
Written communication projects a highly professional image
Planning and Organising: - Prioritises and orchestrates sales activity. Maintains effective systems. Plans how to achieve best return from resource employed.
Stock Management: Controls stock levels within limits agreedBuilding Relationships: Adapts approach to suit recipient. Develops relationships and builds trust.
Essential Knowledge: -
Steel products knowledge.
Market Trends: - Aware of price trends, lead times, aware of competitor activities and how products perform in the market.