Job Purpose

To achieve Ethanol and other downstream sales targets through an effective Route to Consumer model and management of marketing, sales and logistics to maximize growth, collaborate across the Downstream Commercial team and other functions in the Country and Group to drive and support effective sales and customer service execution within the specified controls

Specific Duties and Responsibilities

• Provide input into the country Downstream Commercial strategy, & prepare sales budgets and updates via ongoing estimate reviews which accurately reflect production capacity & potential market & margin opportunities
• Build market competitor intelligence on local markets and key drivers for the product mix
• Develop and manage a strategic sales plan that details channel, product and customer strategies for the IDTL Ethanol business portfolio
• Develop and co-ordinate a well-defined Route to Customer model which drives profit through market penetration, an extended sales footprint and a protected market share
• Develop and manage customer database for an efficient and sustainable customer service
• Coordinate with Group office in understanding of sales volumes and pricing of ethanol and other downstream products in common markets
• Build & manage relationships with ethanol and downstream products customers
• Negotiate sales contracts, including volume, pricing & trading terms, within agreed mandate
• Conduct regular business reviews with key customers to obtain feedback on service delivery & review performance against the contract.
• Review and update Demand Plans monthly for ethanol and other downstream products in line with market dynamics and sales ambitions, and work closely with Factory team to plan and deliver on targets
• Track and report on KPIs, sales volumes, sales mix and price, and identify and implement actions to improve sales volumes and revenue
• Identify new opportunities for growth within existing and potential customer base
• Consistently monitor and report on market developments, pricing strategies and potential and/or existing supply contracts with strategic customers
• Develop, motivate and manage operational budgets
• Own the cross-functional alignment with Factory, Logistics & Finance to facilitate co-ordinated supply to customers from different sources.
• Facilitate effective talent and performance management within the team
• Promote and adhere to ABF procedures, policies and guidelines, including, without limitation, those relating to SHERQ, Competition Law and Anti-Bribery and Corruption (ABC)
• Liaise with Legal to ensure commercial contracts are relevant and updated
• Oversee product regulatory and specification compliance relative to country and customer requirements Promote and adhere to Group procedures, policies and guidelines, including, without limitation, those relating to SHERQ, Competition Law and Anti-Bribery and Corruption (ABC)

Qualifications

Job Qualification and Experience

• Bachelor’s degree in Business Administration, Commerce, Marketing or other relevant degree qualification
• 5+ years’ experience in Downstream or FMCG sales and marketing
• Sound business acumen, with a strong customer and results focus; ability to communicate, build relationships and influence others; ability to lead and motivate others; ability to plan and organise, and work effectively under pressure; problem solving and negotiation skills
• Clean and valid driving license Lean & Six Sigma Green Belt as an added advantage.

• Provide input into the country Downstream Commercial strategy, & prepare sales budgets and updates via ongoing estimate reviews which accurately reflect production capacity & potential market & margin opportunities
• Build market competitor intelligence on local markets and key drivers for the product mix
• Develop and manage a strategic sales plan that details channel, product and customer strategies for the IDTL Ethanol business portfolio
• Develop and co-ordinate a well-defined Route to Customer model which drives profit through market penetration, an extended sales footprint and a protected market share
• Develop and manage customer database for an efficient and sustainable customer service
• Coordinate with Group office in understanding of sales volumes and pricing of ethanol and other downstream products in common markets
• Build & manage relationships with ethanol and downstream products customers
• Negotiate sales contracts, including volume, pricing & trading terms, within agreed mandate
• Conduct regular business reviews with key customers to obtain feedback on service delivery & review performance against the contract.
• Review and update Demand Plans monthly for ethanol and other downstream products in line with market dynamics and sales ambitions, and work closely with Factory team to plan and deliver on targets
• Track and report on KPIs, sales volumes, sales mix and price, and identify and implement actions to improve sales volumes and revenue
• Identify new opportunities for growth within existing and potential customer base
• Consistently monitor and report on market developments, pricing strategies and potential and/or existing supply contracts with strategic customers
• Develop, motivate and manage operational budgets
• Own the cross-functional alignment with Factory, Logistics & Finance to facilitate co-ordinated supply to customers from different sources.
• Facilitate effective talent and performance management within the team
• Promote and adhere to ABF procedures, policies and guidelines, including, without limitation, those relating to SHERQ, Competition Law and Anti-Bribery and Corruption (ABC)
• Liaise with Legal to ensure commercial contracts are relevant and updated
• Oversee product regulatory and specification compliance relative to country and customer requirements Promote and adhere to Group procedures, policies and guidelines, including, without limitation, those relating to SHERQ, Competition Law and Anti-Bribery and Corruption (ABC)

• Managerial Skills
• Communication Skills
• Sound business acumen
• Strong customer and results focus
• Ability to communicate, build relationships and influence others
• Ability to lead and motivate others
• Ability to plan and organise
• Ability to work effectively under pressure
• Problem solving skills
• Negotiation skills

• Bachelor’s degree in Business Administration, Commerce, Marketing or other relevant degree qualification
• 5+ years’ experience in Downstream or FMCG sales and marketing
• Clean and valid driving license
• Lean & Six Sigma Green Belt as an added advantage.