Exports Commercial Manager

Saint-Gobain Africa; Midrand; On-site; ZAR 1,800,000 - 2,400,000; Full time

Job summary

Saint-Gobain Africa seeks an Exports Commercial Manager to plan, develop and implement strategies driving SBM sales growth and profit. You will coach the sales team, engage with distributors and project stakeholders, and align budgets with regional supply schedules to optimize customer service levels.

The role requires a strong track record in sales leadership, strategic budgeting, and project-based selling of construction materials.

Qualifications

• Bachelor’s degree in commercial/construction fields.
• 5+ years in sales management and strategy implementation.
• Experience in waterproofing and construction chemicals is preferred.
• Strong data analytics and P&L understanding.

Responsibilities

• Develop long-range sales and growth strategies for SBM.
• Define route to market and engagement with distributors and stakeholders.
• Manage budgets, forecasting and project pipelines for profitability.
• Lead and coach SBM sales team; align with export MANCO.
• Collaborate with marketing to build brand visibility.

Skills

Strategy development

Sales management

Budget planning

Team coaching

Analytical thinking

Education

Bachelor’s Degree in Commercial/Civil Engineering/Construction

Postgraduate qualification

Tools

Excel

SAP

QlikView

PowerPoint

Sales Force

Job description

OVERVIEW OF THE ROLE

The Exports Commercial Manager will be responsible to plan, develop and implement commercial strategies to drive Specialty Building Materials (SBM) sales growth and mix improvement into the market by engaging with internal & external project role players and relevant customer groups, including coaching and directing the available technical sales resources to achieve a very strong market position and to meet revenue, mix, gross profit and other financial targets.

Key Responsibilities:

Strategy

• Develop, present and ensure implementation of long-range, budget, tactical sales and business development strategies for the growth of the SBM portfolio
• Clearly define Route to Market (RTM) and design strategies and approaches for specialist distributors and project stake holders to maximise growth
• Achieve volume, mix, revenue, and profitability targets across the Saint-Gobain SBM portfolio
• Develop and implement efficient and effective sales models that ensure recurring revenues that align with business targets

Customer Engagement

• Management of customer relationships and ensuring sustained good levels of customer service & growth
• Active involvement with introduction of new products and innovation by building an intimate understanding of customer needs to support development of suitable products and services offer
• Manage sales budgeting and forecasting processes to ensure alignment with supply schedules for effective customer service levels

Projects & Technical Specification

• To align with and contribute to the execution of a project selling approach to capture opportunities across the SBM basket in the assigned territory in conjunction with the solutions team
• Ensure development of the project pipeline, specifying the range of solutions including value-add and new products.
• Prepare cost estimates for product systems, construction projects and services to enable the team and business to achieve profitable sales.
• Manage the SBM technical sales function for project specification and conversion to achieve growth in project sales and mix ratios
• Develop and implement a robust and effective stakeholder programme including upskilling (both internal and external including specialist distributors) to ensure alignment and support for the Business (in line with the solutions approach)
• Provide on-site technical support for key customers on project sites within a sales region, working as part of an integrated regional team to drive our product leadership proposition to develop customer satisfaction
• To ensure that the SG offer stands out on the market.

Leadership

• Lead, coach and develop the SBM technical sales team to increase their capability, commitment, drive and performance output so that the organization reaches its objectives, executes its strategies and progresses towards its vision.
• Supporting the development of the retail teams in country with the aim of increasing their product knowledge and sales support ability
• In addition, as a means of achieving the aforementioned, create an environment built on trust, open and transparent communication, innovation and pro-active behaviours.
• Reporting and contribution as part of the export MANCO team

Corporate Governance and Business Control

• Contribute to the development, management and implementation of all commercial policies and procedures in accordance with ICRFand Group business control standards
• Ensure a good Business control level in the assigned sales function in line with the SG business control framework

Branding Visibility

• Work closely with the Marketing Team and Trade Marketing to implement brand visibility and demand creation activities for our customers (and therefore us), which is clearly measurable and demonstrates the value we are creating for our customers – these being built into the account and market plans
• To identify business growth/ promotion platforms such as exhibitions and trade missions around the markets and liaising with the respective internal stakeholders to enable tapping on such opportunities

Industry Trends

• To research feasibility studies and keep abreast of trends in the habitat space (both within SG and outside) and provide detailed updates to the business on such trends to ensure that the BU provides the latest solutions to tailor solutions and address the ever‑evolving country’s specific needs
• Assess the market growth drivers in the assigned region and align the business strategy and activity to capitalize on those opportunities to achieve revenue and gross profit targets

Minimum requirements:

• Bachelor’s Degree or equivalent qualification in Commercial/Civil Engineering/ Construction
• A postgraduate qualification would be an added advantage
• At least 10 years work experience, of which 5 must have been in a sales management position with proven ability on strategy/budget planning & implementation, business development, project processes and team development & coaching
• A thorough knowledge, understanding and experience in selling and supporting on the waterproofing and construction chemicals solutions
• Strong commercial acumen and demonstratable capability to make use of and derive meaning from data and the P & L (analytical capability)
• Commercial awareness – ability to identify opportunities and action
• Construction industry experience with an emphasis on solution and multiple product‑based selling - success at selling new concepts and products
• Tenacity to see things through to completion in a difficult trading and business environment
• Ability to think outside of existing customer groups or markets in seeking new opportunities
• Excel, SAP, QlikView, PowerPoint & Sales Force knowledge
• Proven negotiation skills in multicultural environment and at various management levels.
• Excellent communication skills verbal and written
• Strong customer service orientation

“We value the importance of a diverse workforce as a cornerstone of our business success. Our primary focus in selecting the most suitable candidates for our roles is based on their skills, qualifications, and experience. We wholeheartedly embrace the principle of equal opportunity in our employment processes and are committed to eliminating any unlawful discrimination in our hiring practices.”