Director, Line Pipe Sales (ERW), Canada

Key Objective

To contribute to the profitability and growth of our Client by effectively managing the sales and marketing of ERW Line Pipe, that is, NPS 2-8 stock and NPS 8-24 project ERW line pipe in accordance with the direction received by the Vice President, Sales, OCTG & LP.

Key Functions

Manage the ERW LP Sales, Customer Relationships, Sales Administration and the Line Pipe Outside Sales group (Presently - 2 Outside).

LP Sales
1. Profitability
a. Manage selling prices, volumes, and mix in accordance with market conditions to maximize profitability and achieve cash flow targets.
b. Specific goals are established with the annual plan.
2. Sales Volume
a. Grow on-going business relationships and establish new customers to maximize sales volume within the market and our Client capacity limitations.
b. Monitor and control sales channels to ensure maximum value to our Client and the marketplace.
c. Develop new market opportunities to enhance margins and volume growth.
3. Identify New Market Opportunities
a. Participate, identify and investigate new market opportunities for our Client .
i. New products.
ii. New services.
iii. New or improved means of conducting business.
4. Interaction & coordination with US Line Pipe Group.

Customer Relationships
1. Customer Relationships
a. Meet or exceed the Customer expectations for Customer service, Ease of ordering, Quality, Cost, and On-time delivery.
2. New Customers
a. Determine and monitor customer credit status with Credit group interaction.
b. Ensure that appropriate investigation is done prior to entering into a contractual arrangement with the Customer.
3. Appropriate Advertising Campaigns
a. Develop and work with VP Sales and the Director of Marketing to establish budgets for line pipe marketing activities to be set on an annual basis, Including:
i. Magazine ads.
ii. Trade Publications.
iii. Community and Customer donations/volunteering.
Sales Administration
1. Forecasts
a. Key input into the annual PRM forecast for each year on ERW Line Pipe.
b. Monthly update of the 12 month rolling forecast for line pipe.
c. Participate in the development and implementation of strategic objectives forour Client Tubular Products Group (TPG)
d. Develop systematic reporting of line pipe projects and opportunities (Sales Committee).
e. Participate in longer range forecasts with input from VP Sales.
2. Terms and Conditions
a. Ensure that standard terms and conditions reflect our Clients policy.
i. Monitor changes in market conditions and propose changes when required.
b. Review terms/conditions outside of normal practice to ensure appropriate for the level of risk involved with the Customer/Project.
3. Revenue Recognition - FOB Point
a. Ensure payment schedules for individual Customers/Projects are clearly defined for all parties involved.
b. Ensure that revenue recognition is clear per standard our Clients procedures.
4. Review of Customer Accounts
a. Determine the appropriate course of action to reduce aged receivables and maintain good relations with Customers.
b. Ensure that aged receivables are reviewed on a routine basis.
i. Outstanding receivables are flagged for follow-up.
ii. Customers are contacted to determine issue(s) involved and appropriate level of action to be taken.

Manage Line Pipe Sales Group

1. Personnel performance

a. Performance reviews are conducted annually using:
i. Position Responsibilities.
ii. Our Clients Performance Appraisal and Development Plan.
b. Staffing levels are reviewed on a regular basis to ensure they meet our needs, and are reduced or increased as required.
c. Delegation
i. Authority and responsibility are delegated to the lowest appropriate level.
ii. Personnel are reviewed on at least an annual basis to ensure levels of authority and responsibility are understood and accepted.
iii. Clear control on the limits and understanding of the financial approvals, that is sales pricing, customer credits, etc., for each employee.
d. Communication
i. The information necessary to produce effective results is communicated to all staff.
ii. Routine communication with peers, the VP Sales (Canada and US) and EVP concerning market conditions and market direction relative to Our Clients stock and project line pipe sales.
iii. Monthly near term and 12 month forecast is updated for line pipe stock and projects.
2. Market Intelligence
a. Maintain and grow a market intelligence network, which accurately evaluates competitive forces, thus resulting in the maximization of selling prices for project and day to day contracts.

Please Suibmit resumes directly to Roy Cope , President of R. Cope & Associates Inc. at rcope@copestaffing.com Or Register Online at www.copestaffing.com
Cope Staffing - 12 months ago