a) Sales Activities
- Call on selected and prospective customers regularly to obtain orders and market information as well as develop business and ensure the required service levels are maintained.
- Develop and execute strategic account plans for key customers within the assigned portfolio, identifying growth opportunities, risks, and customer-specific objectives.
- Follow up on all enquiries from, and quotes given to, customers, as well as the submission of samples and their follow up.
- To ensure that the pricing policy of the Business Unit is adhered to and, where necessary, liaise with the relevant parties if our prices are not workable.
- Manage commercial correspondence relating to direct indent business and business gained or lost.
- In consultation with the Business Unit Manager, plan and implement promotions introducing new products to customers which become available from our principals.
- Accountable for achieving the volume, sales revenue, and gross profit targets for the assigned product and principal portfolios. Performance must be monitored monthly, with any material exceptions or corrective actions agreed with the Business Unit Manager.
b) Principal Management
8. Develop and maintain strategic relationships with assigned principals, ensuring alignment on business objectives, growth strategies, product portfolios, pricing, forecasting, marketing initiatives, and annual business plans.
9. Prepare and conduct regular business reviews with principals, including sales performance, pipeline opportunities, market intelligence, project status, forecasts, and strategic growth initiatives.
10. Coordinate and manage principal visits, ensuring clear objectives, customer engagement plans, and timely follow-up on agreed actions.
11. Act as the primary liaison between the principal and IMCD, ensuring customer feedback, technical requirements, competitive activities, and market developments are communicated effectively.
12. Drive the implementation of new product launches, promotional campaigns, and strategic initiatives in collaboration with the Business Unit Manager and principal.
c) Budgeting
13. Take responsibility for the budgeting and forecasting process for the assigned product and principal portfolios, including sales volumes, sales revenue, gross profit, and income. Monitor performance against budget monthly, analyse variances, and implement agreed corrective actions with the Business Unit Manager to achieve budgeted financial objectives.
d) Co-Ordinate And Business Planning
- Maintain an accurate and up-to-date Salesforce opportunity pipeline, updated at least weekly, ensuring that all opportunities include expected revenue, probability, anticipated closing date, competitors, project status, next actions and responsible parties.
- Develop and execute annual business plans for assigned principals, including sales budgets, gross profit targets, market development initiatives, pricing strategies, technical projects, marketing activities, and quarterly business reviews.
e) Buying
16. Obtain and regularly update customer forecasts to support accurate purchasing, inventory and stockholding decisions.
17. Manage inventory levels, demand forecasts, purchasing recommendations and stock availability for assigned principals, balancing working-capital efficiency with customer service requirements.
f) Market Development
18. Identify and develop new markets, applications, customers and product opportunities for assigned principals, supported by clear commercialisation plans and measurable revenue targets.
19. Visit regions as and when necessary, after consultation with the Business Unit Manager.
g) General
20. Inspect damaged stock as soon as possible after receiving a damage report and advise of action to be taken.
21. Manage consignment stock levels and ensure accurate and timely invoicing in accordance with month-end reporting requirements.
22. Support debtor management by assisting with collections, dispute resolution, and maintaining customer accounts within agreed payment terms.
