Senior Manager, Marketing & Sales

• To maximise short- and long-term profitability of Phenolics through the effective management of the sales team.

Recruitment Description/ Key accountabilities

• Develop and execute the Sales and Marketing Strategies for Phenolics.
• Drive the growth into Africa strategy in line with Sasol goals.
• Develop, monitor and manage the execution of the sales budgets and forecasts in line with the business cycle (e.g. annual, quarterly)
• Ensure the execution of local and export strategies/plans.
• Support and approve pursued and captured local and export opportunities, and proactively prepare marketing and distribution support activities.
• Monitor and manage agency agreements and supply contracts.
• Monitor and manage agent and customer satisfaction.
• Manage and support engagements with global agents and customers.
• Ensure that where applicable signed contracts with all relevant customers are up to date, signed and filed on CRM.
• Support negotiations of payment terms and exports conditions operations.
• Manage the sales team members to meet objectives in sales plan Actual vs. budget vs forecast on sales volumes and netbacks.
• Manage the profitability of the global Phenolics business through Gross Margin, Netback, and price realisation deviation vs. budget management.
• Monitor cost accounting analyses, for example market feedbacks and cost leakages such as customer claims, packaging and demurrage costs.
• Allocate sales territories, accounts and resources to the sales team members to ensure effective account management and excellent customer service.
• Assist Product Stewardship in regulatory screening e.g. BIS (India); Korea REACH and end user sophistication evaluation.
• Scan the global market for potential growth projects/ change in competitive landscape.
• Engage with Production, P&O and Supply Chain to ensure smooth operation of value chain.
• Coach and develop sales force for effective sales strategy execution.
• Ensure execution according action plan.
• Support sales team in resolving customer complaints and issues.
• Ensure timely resolution of customer complaints.
• Engage with customer where matters have been escalated.

Routine Activities:

• Price letters review (RSA and USA Phenolics)
• Price pages (RSA and USA Phenolics) review and approve prior to uploading on SAP
• Price adjustment review and approval (RSA, EU and USA)
• Audit preparation and attendance (RSA and USA)
• Standing-in for Phenolics Sales Managers during leave (RSA, Hong Kong and USA)
• Loading concessions (when tank results are not ready)
• SAP COA reviews and approvals
• Off-spec production management (together with production and P&O) and sales
• Scanning and pre-completion of customer questionnaires (RSA and USA Phenolics)
• Transfer pricing review (MP45 and Value CA)
• Approval of demurrage costs (before and after sailing, Phenolics)
• Drafting end execution of Customer Segmentation plans
• Weekly report (Cash response)
• Monthly report (BC Ops / ChemBR)

Formal Education:

• Minimum university Bachelor’s degree, post-graduate degree advantageous

Working Experience:

• 12+ relevant years.
• Knowledge of Phenolics general chemistry, production both in RSA and USA, and end-use.

Competencies:

• Self-Mastery: Takes accountability for driving own growth through developing self-awareness, reflecting, seeking feedback and self-correcting
• People Leadership: Authentically and inclusively engages people to follow; leads culture transformation. Builds capability and leverages diversity for competitive advantage.
• Partnership Leadership: Persuades and influences stakeholders; builds relationships and partnerships for win-win outcomes. Builds teams and creates synergies through working across boundaries.
• Business Leadership: Demonstrates commercial acumen, a global mind-set, and exercises sound judgement. Achieves. Results through others and holds them accountable.
• Strategic Leadership: Provides vision and direction aligned to One Sasol. Leads organisational change, innovation, and sustainability.
• Financial Management: Demonstrated knowledge and application of Financial Management, the strategic and functional management of the set of processes, customs, policies, laws, and institutions affecting the way the company's finances are directed, administered, and controlled.
• Business Acumen: An intuitive and applicable understanding of how a company or unit makes money. Displays a thorough understanding of what drives profitability. Maintains a market-focused approach to business. Keeps an overall big picture understanding of the business and its interrelationships enabling a person to make better business decisions. The ability to make good business judgments and quick decisions in a manner that is likely to lead to a good outcome.