Business manager: Traded

AECI Specialty Chemicals

Business Unit manager – Traded

Job Grade: DU

Location: Chloorkop (Gauteng)

Purpose of the job

To act as the operating arm of management – implementing the company strategies 

To ensure sales volume and profitability of the division at national level.  Manage a sales team, product managers and related customers for sustainability and growth as per functions

Required Outputs Functions

Commercial Management

• Develop and implement the Business Unit sales and growth strategy
• Deliver agreed sales, gross profit and margin targets.
• Monitor commercial performance and implement corrective actions where required.
• Develop pricing strategies and lead price negotiations with customers and suppliers.
• Identify opportunities to grow existing business and develop new markets with strategic principals.
• Maintain market intelligence and monitor competitor activity.

• Promote new products and technologies within the market.

Business Development

• Identify and develop new business opportunities.
• Expand the customer base and grow existing customer portfolios.
• Evaluate new principals, technologies and product ranges.
• Support new product introductions and assess acquisition opportunities where appropriate.

Sales Leadership

• Lead, coach and develop Product Managers, Technical Manager, Account Managers and Sales Representatives.
• Set objectives and monitor KPIs.
• Conduct sales reviews and joint customer visits.
• Foster a customer-focused, high-performance culture.
• Customer & Principal Management
• Build and maintain strong relationships with key customers and principals.
• Manage strategic customer accounts.
• Conduct customer and principal visits.
• Support technical and commercial presentations for new product introductions.

Product Portfolio Management

• Manage and optimise the Business Unit product portfolio.
• Identify opportunities to expand or improve the product range.
• Support product launches and portfolio reviews.
• Financial & Business Planning
• Prepare annual budgets and monthly forecasts.
• Monitor performance against budget and prior year.

Working Capital Management

• Monitor debtors, inventory and working capital.
• Ensure stock levels remain within targets.
• Improve forecast accuracy and minimise obsolete stock and bad debt.

Cross-functional Collaboration

• Work closely with Manufacturing, Supply Chain, Warehouse, Finance and Customer Service.
• Support successful execution of customer projects and product launches.

Governance & Compliance

• Ensure compliance with Company policies
• Review commercial contracts and liaise with Legal, Risk and Governance teams.

Requirements: Qualifications and Experience

• Technical/Chemical background
• Bachelors degree Chemistry
• At least 10 years of experience in the Commodity Trading industry
• 5-10 Years Sales management experience
• Sales experience within Commodity Trading environments (Personal Care, Homecare, Coatings and Construction Industries)
• Must have sound understanding of pricing structures, Contracts and Cost drivers

Personal Attributes: Competencies (Skills, Knowledge and Characteristics

• Sales management & Data Analysis
• Report Writing
• Presentation Skills
• Negotiation Skills
• People Management
• Planning and organizing
• Integrity
• Leadership orientated

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