Sales Manager

Storing vital products with care

Storing vital products with care

Purpose of Position

The Sales Manager will manage the Key accounts of existing customers, thereby maximizing the revenues and profitability of their contracts for Vopak's services within the assigned product/ market combination(s). The incumbent will be required to identify and engage potential customers; transform commercial leads into contracts and ensure the following:

  • Knows Vopak's customers, competitors and local markets
  • Manage contracts and customer relationships within the scope of the existing services portfolio of Vopak with profitable and sustainable results
  • Represents the customers' interests in the internal Operational and Customer Service organization

Tasks & Responsibilities

Sales & Business Development

Responsible for meeting or exceeding the overall revenues/ profitability objectives within the assigned product/ market combination(s)

  • Understand the needs, desires and requirements of customers and translates those
  • into (additional) services
  • Identify and target new markets and customers
  • Develop and implement marketing/ sales plans for (existing and new) customer growth and increased market share (revenues and sustainable profitability)
  • Systematically analyzes contracts, including revenue analysis and determination of fair market value for services offered, including commercial and business risks
  • Negotiate and draft proposals and contracts, including value and pricing optimization
  • Identify and contribute to business development and capital investment projects
  • Work closely with other customer/ account responsible persons within the assigned product/ market combination(s) within the Vopak network
  • Follow and adhere to the company's sales methodology
  • Follows the company's stage-gate Project Management process
  • Prepare proposals and contracts in accordance with company standards & policies
  • Contribute to delivery of revenue, financial & investment forecasting & periodical budget cycles
  • Presents viable business cases and investment projects for evaluation by senior management
  • Delivers written Investment Proposals for Senior Management

Customer Satisfaction & Improvement

Responsible for maintaining and increasing customer satisfaction and loyalty

  • Develop and maintain relationship with new and existing customers
  • Identify and develop service improvement initiatives
  • Represent the customers' interests in the internal Operational and Customer Service organization
  • Manage the customer credit status and accounts receivable together with the internal Finance department
  • Oversee and assist complaint handling and satisfactory dispute resolution for the assigned customer portfolio

Market Analysis & Business Intelligence

Responsible for understanding the dynamics in the assigned product/ market combination(s) and translating these in actionable information

  • Work with and coordinate internal and external market and business  intelligence resources to understand and develop views on local markets, customers and competitors
  • Evaluate industry trends, client needs, expansion opportunities and competitive threats to support strategic decisions
  • Monitor commercial performance for the assigned product/ market combination(s)
  • Use, maintain and assure data quality for the Customer Relationship Metrics (CRM) or other databases to input and share relevant market, customer information and inquiries

Qualifications & Experience required

Qualification required:

  • Bachelor of Commerce Degree required.
  • Post graduate qualification in commercial studies would be preferred
  • Good understanding of financial concepts
  • Current knowledge of local market and regulatory conditions in the petroleum and/or petrochemical sector

Experience required:

  • Minimum of 10 years' experience in commercial or business development, of which 5 years should be spent at Management level in the petrochemical sector and associated industries
  • Experience working with (international) customers
  • Business Development and Project Management experience

Skills & Competencies required:

Skills/Attributes Required:

  • Ability to influence and negotiate
  • Ability to prioritize and meet deadlines
  • Ability to multitask
  • Project and business development
  • Quality orientated
  • Business context awareness
  • Problem analysis and judgement
  • Persuasiveness and negotiation
  • Persistence and resilience
  • Networking

Competencies Required:

  • Customer Orientation – Provides added value through service excellence to internal and/or external clients
  • Planning & Organizing – Developing, implementing and adjusting plans to reach goals, while ensuring the optimal use of resources 
  • Problem Analysis, & Judgement – Identifying problems and the solutions to them
  • Results Management – Organizes time, work and resources to accomplish objectives in the most effect and efficient way
  • Attention to detail – ensure that all relevant standards and legislation are taken into consideration
  • Strong interpersonal skills


 

Alignment with Vopak Values, which are:

  • Care for Safety, Health, Environment
  • Integrity
  • Team Spirit
  • Commitment
  • Agility

Are you the Sales Manager that we are looking for?

Then apply via the ‘apply' button. For more information about the vacancy and/or the recruitment process, please contact the recruiter via the below contact details.

Application process

1
Step 1
Apply
2
Step 2
1st interview
3
Step 3 (optional)
Online assessment
4
Step 4
2nd interview
5
Step 5
Welcome!

More information about this vacancy?

Get in touch with

Siemonne Terblanche

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