Commercial / Sales Manager

• A leading manufacturer and supplier of specialty chemical raw materials in South Africa is seeking the above to be responsible for managing key customer accounts and a sales team, driving profitable sales growth, developing commercial strategies, securing new business, maintaining customer relationships, and achieving sales targets and gross margin objectives.

Minimum requirements for the role:

• Must have National Senior Certificate; A Coschem Diploma and/or equivalent is highly advantageous
• Minimum 10 years’ sales and commercial experience within the chemical environment; preferably within the Homecare, Personal Care and/or the Cosmetic Industry
• Demonstrated track record of achieving sales and gross margin targets
• Demonstrated experience in managing key accounts, negotiating commercial agreements and developing new business
• Previous management and leadership experience would be highly advantageous
• Good communication skills in English (verbal and written)
• Must be willing to be on the road and do sales as well as learn the management side

The successful candidate will be responsible for:

• Managing own customer base and a small sales team.
• Leading by example and contributing to a high-performance, commercially focused sales culture.
• Developing and executing commercial and sales strategies aligned with company objectives and growth targets.
• Driving profitable growth across existing customer accounts, target markets and new business opportunities.
• Developing and maintaining strong relationships with key customers, decision-makers and strategic accounts.
• Managing the sales pipeline and ensuring a consistent flow of new opportunities.
• Taking ownership of sales volumes, revenue, pricing and gross margins in line with approved budgets.
• Managing the monthly pricing cycle/process.
• Leading commercial negotiations and pricing reviews while monitoring market trends, competitor activity, customer requirements and industry developments, and providing actionable commercial insight to management.
• Identifying opportunities for new products, applications, market segments and cross-selling.
• Developing and managing annual sales budgets and contributing to broader business planning.
• Monitoring customer volume off-take and taking corrective action where required.
• Managing customer service issues proactively, ensuring a high level of customer satisfaction and retention.
• Working closely with Finance/Debtors to manage credit exposure and ensure customers adhere to agreed payment terms.
• Collaborating with Operations and Supply Chain to ensure product availability, delivery performance and effective resolution of any back orders.
• Ensuring appropriate follow-up on customer requirements, quotations, samples, trials and new product introductions.
• Ensuring compliance with company policies, the Quality Management System and relevant industry requirements.
• Providing regular sales, pipeline, market and competitor reports to the Commercial Director / Managing Director.
• Calling on new customers.
• Maintaining existing customers and ensuring customer satisfaction.