Target Market Manager - Distribution
Company:
Sika Corporation
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As a member of Target Market Unit Distribution, operating on country level, perform all strategic and business development activities in order to profitably grow the TM Unit Distribution within the company to a leadership position.
This involves working with local managers, salesmen and staff; to select and focus on the most attractive strategic target markets in the areas of Distribution business.
ESSENTIAL DUTIES & RESPONSIBILITIES
• Analyze the potential and select key targets ensure that plans turn into actions through agreed qualitative and quantified action plans
• Networking and Relationship building - supervise and provide strong support to existing and potential customers in all aspects of developing TM Distribution
• Ensure Sales from targeted markets generate above market growth and that the net result after costs provides an acceptable level of profit in line with budget
• Establish pricing policy together with General Manager
• Implement initiatives to measure and improve market / customer penetration
• Assume or assign responsibility for Key Accounts in conjunction with the General Manager and Regional TM Head Distribution
• Ensure application of TM Distribution know-how within the company and relevant sales and service organization
• Ensure the promotional mix is matched to market needs
• Identify product requirements and co-ordinate product line simplification (PLS) with Tech Manager/Market field Manager / R&D Head / Marketing Dept
• Oversee/track the development and roll out in the Country, in coordination with Regional and Corporate requirements
• Assure standardization of portfolio and optimal Customer value in the most economical way, using cost-effective, quality control measures
• Prepare and control the BU Distribution budget in coordination with the General Manager and Regional TM Head - production of monthly and quarterly reports, as well as relevant business data for the budget and 3-year plans
• Perform and supervise special projects according to instructions from the Regional TM Head Distribution or on own initiative
Other Principal Accountabilities:
• Hires and builds a competent Distribution team
• Ensures an adequate Management information System for the Regional TM Head and General Manager
• Make efficient use of the Sika CRM standards/system (Customer Relationship Management), to the benefit and advantage of TMDistribution
This involves working with local managers, salesmen and staff; to select and focus on the most attractive strategic target markets in the areas of Distribution business.
ESSENTIAL DUTIES & RESPONSIBILITIES
• Analyze the potential and select key targets ensure that plans turn into actions through agreed qualitative and quantified action plans
• Networking and Relationship building - supervise and provide strong support to existing and potential customers in all aspects of developing TM Distribution
• Ensure Sales from targeted markets generate above market growth and that the net result after costs provides an acceptable level of profit in line with budget
• Establish pricing policy together with General Manager
• Implement initiatives to measure and improve market / customer penetration
• Assume or assign responsibility for Key Accounts in conjunction with the General Manager and Regional TM Head Distribution
• Ensure application of TM Distribution know-how within the company and relevant sales and service organization
• Ensure the promotional mix is matched to market needs
• Identify product requirements and co-ordinate product line simplification (PLS) with Tech Manager/Market field Manager / R&D Head / Marketing Dept
• Oversee/track the development and roll out in the Country, in coordination with Regional and Corporate requirements
• Assure standardization of portfolio and optimal Customer value in the most economical way, using cost-effective, quality control measures
• Prepare and control the BU Distribution budget in coordination with the General Manager and Regional TM Head - production of monthly and quarterly reports, as well as relevant business data for the budget and 3-year plans
• Perform and supervise special projects according to instructions from the Regional TM Head Distribution or on own initiative
Other Principal Accountabilities:
• Hires and builds a competent Distribution team
• Ensures an adequate Management information System for the Regional TM Head and General Manager
• Make efficient use of the Sika CRM standards/system (Customer Relationship Management), to the benefit and advantage of TMDistribution
We Need Your Skills
QUALIFICATIONS & EXPERIENCE (COMPETENCIES REQUIRED)
Educational Credentials
– (BA/BSc) in Engineering/Marketing/Business Administration - or other related field
Minimum of 5yrs of work related experience in construction
Language Skills:
Ability to communicate clearly, read and write effectively; in English and Arabic would be advantage
English language level shall not be less than proficiency
Mathematical Skills
Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Computer Skills
To perform this job successfully, an individual should have a high level of computer skills
MS Office Package, Internet software; Inventory software and Word Processing software
Other Skills and Abilities
Ability to effectively work in a multi-gender, multi-national work team; whilst displaying particular sensitivity towards cultural and ethnic differences
Ability to travel frequently, in accordance to operational requirements
Excellent planning, analytical and organizational skills
Ability to understand, interpret and anticipate operating environment
*Job Requirements
• Customer Service - Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance with a sense of urgency.
• Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent. Commits to long hours of work when necessary, in order to fulfil organizational requirements.
• Interpersonal Skills Required - Exhibits objectivity and openness to others' views. Highly pro-active, disciplined and well organized.
• Teamwork Spirit - Balances team and individual responsibilities. Puts success of team above own interests. Able to build morale and group commitments to goals and objectives. Gives and welcomes feedback, while contributing to build a positive team spirit.
• Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time. Supports organization's goals and values.
• Dependability - Capacity to handle a heavy work volume and multiple priorities. Follows instructions, responds to management direction. Strong multitasking skills.
• Ethics - Inspires the trust of others. Works with integrity and ethically; upholds organizational values and maintains confidentiality (particularly in relation to the auditing process).
Educational Credentials
– (BA/BSc) in Engineering/Marketing/Business Administration - or other related field
Minimum of 5yrs of work related experience in construction
Language Skills:
Ability to communicate clearly, read and write effectively; in English and Arabic would be advantage
English language level shall not be less than proficiency
Mathematical Skills
Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Computer Skills
To perform this job successfully, an individual should have a high level of computer skills
MS Office Package, Internet software; Inventory software and Word Processing software
Other Skills and Abilities
Ability to effectively work in a multi-gender, multi-national work team; whilst displaying particular sensitivity towards cultural and ethnic differences
Ability to travel frequently, in accordance to operational requirements
Excellent planning, analytical and organizational skills
Ability to understand, interpret and anticipate operating environment
*Job Requirements
• Customer Service - Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance with a sense of urgency.
• Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent. Commits to long hours of work when necessary, in order to fulfil organizational requirements.
• Interpersonal Skills Required - Exhibits objectivity and openness to others' views. Highly pro-active, disciplined and well organized.
• Teamwork Spirit - Balances team and individual responsibilities. Puts success of team above own interests. Able to build morale and group commitments to goals and objectives. Gives and welcomes feedback, while contributing to build a positive team spirit.
• Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time. Supports organization's goals and values.
• Dependability - Capacity to handle a heavy work volume and multiple priorities. Follows instructions, responds to management direction. Strong multitasking skills.
• Ethics - Inspires the trust of others. Works with integrity and ethically; upholds organizational values and maintains confidentiality (particularly in relation to the auditing process).
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