Job closed
Ref: OP195-29
Job description / Role
The client is a global leader in the production of Aluminium. They are on the lookout for a sales manager to cover the Middle Eastern, African and Indian markets in the field of rolled aluminium products. The role will be based out of their Dubai office.
Purpose
- Support Director in all commercial activities in the Middle East & Africa region and India. Contract negotiation in the region in concert with the strategic plan aligned with all can stock producing regions.
- Build strong personal relationships with customers, fillers, associations and other important stakeholders in the region. Provide service, drive transactions, solve problems and provide quick help without any different time zones and week-ends.
- Identify business development opportunities and launch initiatives to tackle them. Develop customer excellence approach ensuring availability, accessibility, can-do mentality, responsiveness, flexibility and individual approaches developed for each and single customer to meet specific needs.
Job Context & Major Challenges
- Competition in the Middle East and Africa increases with Alcoa Maaden start-up and other can stock suppliers having excess capacities. We will become disadvantaged in certain areas of the value curve (prices, potential import duties, logistics costs & flow).
- To keep a certain supply position in these emerging markets, we need to increase switching costs by responding with a customer excellence approach. Quality consistency and supply consistency are must-haves and need support through a strong commitment in region focusing on delighters to support satisfaction and loyalty.
- Building personal relationships that drive customer intimacy in a highly fragmented market geographical size of the region, number of customers and fillers, underdeveloped association bodies
Requirements
Contract negotiations
- Preparing sandboxes
- Submitting supply proposals
- Terms negotiations
- Contract discussions
- RFA submissions
- Optimized interregional sourcing plan incl. logistic concepts / costs and import duties
Plan sales volumes & spreads
- Submitting long-term strategic plans
- Submitting mid-term annual plans
- Rolling forecasting
Competitor & market intelligence
- Set up data collection plan
- Analyzing markets and businesses
- VBM & other fact bases
- Member in associations
- Establish contacts with beverage fillers and new entrants
Brand building
- Member in associations
- Attend conferences, summits
- Make us visible in the region through organizing events, trainings
Scrap & recycling activities
- Support procurement organization - one face to customer approach
- Offer total commercial package to customers
Customer Service
- Regular customer visits and obtaining and developing plans to meet or exceed customer delight metrics
- Regular communication representing us to our customers and our customers to us
Supply Chain
- Regular interaction with our plants worldwide to guarantee the appropriate production planning, supply and delivery performance expected by the customers
- Develop KPIs for the appropriate monitoring
Compliance
- Regular conference and auditing of the prices and conditions of the Invoices against the commercial contracts
- Monitor and audit performance of the FFP contracts
- Monitor and audit tolling and scrap buy back program
- Monitor overall performance of the contract in volumes and amounts.
About the Company
AXIZ Consulting is based in the Dubai International Finance Centre and offers a bespoke, highly consultative recruitment service to local and international organisations across the GCC in both professional services and primary industries. Its founding two members come from a blend of executive search and contingent recruitment and they have taken some of the best practices of executive search and applied this to contingent recruitment in order to produce a service which offers maximum value to clients.
In order for us to build a successful company, we identified a core aim: to offer our clients a service that surpasses that of our competition. In order to do this, we have put into place both internal and external processes that ensure clients receive a consistent and professional service which gets the right results, in the right way.