Sales and Product Manager Coatings

SUMMARY:

An established international chemical distributor is seeking an experienced Industry Manager for its Coatings Business Unit to be responsible for managing the Johannesburg customer portfolio and assigned principal portfolios across designated regions.

POSITION INFO:
Minimum requirements for the role: Must 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 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 Must be willing to travel locally, regionally, and internationally as required to attend supplier training The successful candidate will be responsible for: Calling on selected and prospective customers regularly to obtain orders and market information, while developing business and ensuring the required service levels are maintained. Developing and executing strategic account plans for key customers within the assigned portfolio, identifying growth opportunities, risks, and customer-specific objectives. Following up on all customer enquiries, quotations submitted, and samples provided, including all subsequent follow-up. Ensuring that the pricing policy of the Business Unit is adhered to and, where necessary, liaising with the relevant parties if pricing is not workable. Managing commercial correspondence relating to direct indent business and business gained or lost. In consultation with the Business Unit Manager, planning and implementing promotions to introduce new products to customers as they become available from principals. Being accountable for achieving the volume, sales revenue, and gross profit targets for the assigned product and principal portfolios, monitoring performance monthly, and agreeing on any material exceptions or corrective actions with the Business Unit Manager. Developing and maintaining strategic relationships with assigned principals, ensuring alignment on business objectives, growth strategies, product portfolios, pricing, forecasting, marketing initiatives, and annual business plans. Preparing and conducting regular business reviews with principals, including sales performance, pipeline opportunities, market intelligence, project status, forecasts, and strategic growth initiatives. Coordinating and managing principal visits, ensuring clear objectives, customer engagement plans, and timely follow-up on agreed actions. Acting as the primary liaison between the principal and the company, ensuring customer feedback, technical requirements, competitive activities, and market developments are communicated effectively. Driving the implementation of new product launches, promotional campaigns, and strategic initiatives in collaboration with the Business Unit Manager and the principal. Taking responsibility for the budgeting and forecasting process for the assigned product and principal portfolios, including sales volumes, sales revenue, gross profit, and income, monitoring performance against budget monthly, analysing variances, and implementing agreed corrective actions with the Business Unit Manager to achieve budgeted financial objectives. Maintaining an accurate and up-to-date Salesforce opportunity pipeline, updating it at least weekly, and ensuring that all opportunities include expected revenue, probability, anticipated closing date, competitors, project status, next actions, and responsible parties. Developing and executing 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. Obtaining and regularly updating customer forecasts to support accurate purchasing, inventory, and stockholding decisions. Managing inventory levels, demand forecasts, purchasing recommendations, and stock availability for assigned principals, balancing working capital efficiency with customer service requirements. Identifying and developing new markets, applications, customers, and product opportunities for assigned principals, supported by clear commercialisation plans and measurable revenue targets. Visiting regions as and when necessary, in consultation with the Business Unit Manager. Please note that subsequent to the screening and shortlisting process, all further communication will be entered into only with the shortlisted candidates. If you do not receive any feedback from us within 2 weeks of applying, please consider your application unsuccessful.