Industry Manager: Coatings

IMCD Deutschland GmbH & Co KG; Johannesburg; On-site; ZAR 900,000 - 1,300,000; Full time

Benefits offered by this job

Market-related salary

Flat hierarchies

Job summary

IMCD SA (Pty) Ltd is seeking an experienced Industry Manager for the Coatings Business Unit to manage the Johannesburg portfolio and principal portfolios across regions. Based in Johannesburg, you will report to the BU Manager: Coatings and drive sales, principal relationships and market development.

The role requires a relevant degree or diploma in a science discipline, with minimum 5 years in coatings or specialty chemicals and strong commercial acumen.

Qualifications

• Relevant tertiary qualification in science or related discipline.
• Strong coatings industry experience welcomed.
• Commercial background with principal management exposure preferred.

Responsibilities

• Sales activities: call on customers regularly, develop business, maintain service levels.
• Develop and execute strategic account plans for key customers.
• Follow up on enquiries, quotes, samples and feedback.
• Ensure pricing policy adherence and liaise with stakeholders as needed.
• Manage commercial correspondence for direct indent business and gains/losses.
• Plan promotions for new products with principals.
• Achieve volume, sales revenue and gross profit targets; monitor monthly.
• Maintain Salesforce opportunity pipeline weekly with required details.
• Develop annual business plans with principals including budgets and targets.
• Coordinate principal visits and action follow-ups.

Skills

Sales & business development

Strategic account management

Principal management

Negotiation

Presentation

Communication

Analytical skills

Influencing skills

Microsoft Office

Salesforce

JDE EI

Education

Diploma or Degree in Chemistry, Chemical Engineering, Polymer Science, Materials Science or related

Tools

Salesforce

JDE EI

Job description

Industry Manager: Coatings

The IMCD Group is a leading distributor, formulator and solutions provider in specialty chemicals and ingredients.

IMCD SA (Pty) Ltd is looking for an experienced Industry Manager for the Coatings Business Unit to handle the Johannesburg Customer portfolio and assigned Principal Portfolios across designated regions.

The Industry Manager will be based at the Johannesburg office reporting into the BU Manager: Coatings.

Person Profile: Targeted Skills & Capabilities

• The ideal candidate will have: -
• A relevant tertiary qualification, such as a Diploma or Degree in Chemistry, Chemical Engineering, Polymer Science, Materials Science, or a related scientific or technical discipline. Candidates with a strong commercial background and relevant coatings industry experience will also be considered.
• Minimum 5 years' sales and business development experience within the coatings, construction chemicals, adhesives, or specialty chemicals industry, including experience in principal management, strategic account management, and new business development.
• Strong commercial acumen, business development, strategic account management, principal management, negotiation, presentation, communication, analytical and influencing skills. Computer literacy, including Microsoft Office, Salesforce and JDE EI, is advantageous

The position is responsible for:

• Sales Activities
  1. 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.
  2. Develop and execute strategic account plans for key customers within the assigned portfolio, identifying growth opportunities, risks, and customer-specific objectives.
  3. Follow up on all enquiries from, and quotes given to, customers, as well as the submission of samples and their follow up.
  4. 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.
  5. Manage commercial correspondence relating to direct indent business and business gained or lost.
  6. In consultation with the Business Unit Manager, plan and implement promotions introducing new products to customers which become available from our principals.
  7. 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.
• Principal Management
  1. 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.
  2. Prepare and conduct regular business reviews with principals, including sales performance, pipeline opportunities, market intelligence, project status, forecasts, and strategic growth initiatives.
  3. Coordinate and manage principal visits, ensuring clear objectives, customer engagement plans, and timely follow-up on agreed actions.
  4. Act as the primary liaison between the principal and IMCD, ensuring customer feedback, technical requirements, competitive activities, and market developments are communicated effectively.
  5. Drive the implementation of new product launches, promotional campaigns, and strategic initiatives in collaboration with the Business Unit Manager and principal.
• Budgeting
  1. 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.
• Co-Ordinate And Business Planning
  1. 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.
  2. 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.
• Buying
  1. Obtain and regularly update customer forecasts to support accurate purchasing, inventory and stockholding decisions.
  2. Manage inventory levels, demand forecasts, purchasing recommendations and stock availability for assigned principals, balancing working-capital efficiency with customer service requirements.
• Market Development
  1. Identify and develop new markets, applications, customers and product opportunities for assigned principals, supported by clear commercialisation plans and measurable revenue targets.
  2. Visit regions as and when necessary, after consultation with the Business Unit Manager.
• General
  1. Inspect damaged stock as soon as possible after receiving a damage report and advise of action to be taken.
  2. Manage consignment stock levels and ensure accurate and timely invoicing in accordance with month-end reporting requirements.
  3. Support debtor management by assisting with collections, dispute resolution, and maintaining customer accounts within agreed payment terms.

Expected Qualification/Education:

A relevant tertiary qualification as detailed above.

Work Experience:

Minimum 5 years' sales and business development experience.

Primary Job Location

Johannesburg, South Africa

Travel

Local and Regional as required, and international to attend supplier training.

IMCD Offers

• A market-related CTC salary with attractive benefits and working conditions.
• A corporate culture that promotes performance and is based on partnership with flat hierarchies.

Closing date for applications

14 August 2026 (If you have not heard from us within 2 weeks after the closing date, please consider your application unsuccessful)