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Sales Representative- Chemical PE (Guangzhou)

Location:  Guangzhou, 44, CN
Company:  ExxonMobil

Job Role Responsibilities

ROLE

The incumbents will be responsible for market development of Company's range of petrochemicals which covers range of commodities and specialty resins used by various segments of the plastic industry. The role involves extensive working with customers as well as internal coordination with supporting functions like Supply Chain, Marketing, Customer Services and Credit in the overseas organizations.  Candidate is expected to take ownership of account management for mid-term development as well as short-term day to day operations. Individual would be responsible for a set of allocated territory that may vary based on product portfolio and location assigned.

KEY RESPONSIBILITIES

KEY COMPETENCIES

  • Develop opportunity and manage customer relationship
    • Develop pipeline opportunities, especially duplication of validated application and work with supporting functions to drive for commercialization
    • Manage existing accounts and develop new accounts, in line with sales strategy to grow target segments and improve profitability
    • Maintain interface at multiple levels with customers
    • Work with Customer Development and Market Development to identify / develop value-added solutions for customers
    • Timely follow-up on customer feedback until resolution of claims and complaints
  • Solicit and process sales orders
    • Negotiate sales terms with customers within set guidelines
    • Monitor and follow up on agreements especially on meeting the volume commitment
    • Maintain Global Pricing Workbook to upload the latest pricing
    • Provide offtake forecast and work with Sales Assistant on managing the allocation
    • Manage internal documentation needs in a timely and accurate manner
  • Margin optimization
    • Work closely with customers and appropriate functions (CSR, Treasurers, SD Planning, Logistics etc.) to reduce cost and optimize margin
  • Credit Management
    • Set up and maintain appropriate credit terms with customers
    • Provide information on the profitability and financial situation of customers for credit risk assessment
    • Monitor credit performance of accounts and recommend improvement plan
    • Minimize credit blocks and follow up on overdue
  • Manage territory and account plans
    • Develop account plan to achieve revenue, profit and volume objectives
    • Provide stewardship of business objectives for assigned accounts,; align with team goals and priorities
  • Document / share market intelligence and emerging trends
  • Value selling and relationship management
  • Familiarity with MS Office /ERP /Web tools
  • Influencing and networking in matrix organization with strong interpersonal skills
  • Self-motivator with strong initiative and team player attributes

QUALIFICATION AND EXPERIENCE

  • Chemical engineering, chemistry, material science or related educational background
  • 3+ years of market facing experience (commercial or technical) in chemical industry
  • Knowledge in automotive or construction materials industries and MNC experience is a plus
  • Able to communicate effectively in written English and can manage conversational English at workplace
  • Prior working experience in MNCs will be an added advantage

 


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