Plant Sales & Commercial Manager- Anderson

Position: Plant Sales & Commercial Manager- Anderson, IN

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The Role

To drive profitable SPK Plant business growth by defining, implementing and tracking an innovative sale, commercial and marketing strategy for his/her region in accordance with the SPK and National strategy.

To lead the whole sales team for Anderson, Indiana location (sales, commercial, customer service, technical office) for enhancing synergies in the benefit of our customers.

Tasks / Functions / Main Responsibilities

• Apply Group Policies:
  Equal Opportunities, Environment, Quality and Health & Safety.
• Prepare and to present the annual cost forecast of his/her department. Follow-up of budgeted cost for his/her service. Set Priorities.
• Co‑operate at group level with European and National sales organization.

Sales

• To define, to share and to explain across his/her sales organization a medium term vision (strategy), in accordance with SPK and National Strategy, to steer the daily activity and related decision making process.
• To participate in the definition of the Strategy for local key customers. To implement and follow up this Strategy in his/her area of influence.
• Co‑operate in the appointment of the local sales resources to support the Pan European and/or National accounts management.
• Establish price/margin policies, sales conditions and distribution channels for his/her plant.
• To manage, with the KAM and the Sales, Commercial and Marketing Country Director, the final Commercial and Contract negotiations for all European and National customers under his geographical scope.
• Prepare and suggest the Sales budget for the plant and validate it with the Plant Manager (volume and value).
• To monitor and achieve annual budgeted sales (volume and value)
• Participate as an executive member in the plant CPK meetings
• Implement and sustain the Group’s Management System relating to the sales and commercial activity (SSS, GPOT, SDS, SDP…)
• To define, implement and monitor, in coordination with Q & Logistics departments, the customer service’s plant policy and the site performance.
• To define and monitor the operating annual cost budget of his/her department.
• To lead and support the Key Account management development program.

Saica Sales System (SSS)

• Lead SSS implementation in the plant for having a recognizable SPK sales approach, adapted to continuous market evolution and plant specificities.
• Comply with and enforce communication and reporting procedures defined within the Commercial & Marketing organization for securing a perfect alignment with all SPK stakeholders. Encourage the use of the business information systems of the company, to ensure maximum reliability of reporting for sound decision making.

Innovation

• To be the voice of the customer and work with the Senior Innovation Managers (European Customer) and/or of the Innovation Project Manager (National Customer) on customer driven projects. To manage the activity of his/her Innovation Project Technicians.
• To lead and coordinate the activity and the organization of this/her technical office.

Sales Team Capabilities

• Define, implement and monitor, with the support of Plant Management (Operations and HR) and Country Sales, Commercial & Marketing Director, a fit‑for‑purpose plant sales organization, along with training, development and appraisal programs to secure an efficient and motivated commercial and marketing team.
• To lead the definition and implementation of the induction training for all new members joining his/her plant sales force. To support the induction training for other new members of SPK sales force when needed.
• To actively participate in his/her own training program definition and implementation, supporting new training initiatives and reporting any detected skills that would need to be reinforced for his/her own benefit.
• Act as Graduate Supervisor for the Sales Graduate program.

Minimum Requirements Academic qualifications

• University degree in Economics, Engineering or Commerce/Marketing.

Professional experience

• 5-7 years’ experience as a Commercial Director in industrial or mass consumption sectors.
• 3-5 years’ experience managing sales teams.

Specific training: detailed in specialized functions

• Master's in Commerce/Marketing
• Microeconomics (balance sheet, profit and loss account, etc.).
• Sales and negotiating techniques.
• Team Management, Leadership.

Q.S.E. knowledge/training

• Basic training in Q.S.E. in his/her plant.

SAICA is an Equal Employment Opportunity Employer and is committed to diversity and inclusion in our workforce. All qualified applicants will receive consideration for employment without regard to the individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, gender expression and transgender status, physical or mental disability, genetic information, military or veteran status, ethnicity, citizenship, low‑income status or any other status or characteristic protected by applicable law.

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