AddressThis jobs primary function is to build relationships with customers and help support the sale of Gerdau product(s) to our customers (i.e., revenue generation)
Primary Duties & Responsibilities:
% | Description of duty/responsibility |
70% | Establish rapport, trust and strong relationships with customers via face to face meetings (in person); representing Gerdau as a company and understanding their business needs and how Gerdau can help meet those needs with our products and offerings. This includes calling on the current book of business with B, C, D customers (limited interactions with A level customers) and also looking with in the territory for brand new customer opportunities (networking, face to face visits, trade shows, current customers, etc.). Routinely need to create or review market analysis data to support growth in his/her territory, but should not be the main focus of the job. As an estimate, this position will spend no more than 30% of time looking at new customers and the remainder on existing customers. |
15% | Establish the forecast for 2-3 months out based on customers’ needs for tons (use both volume and price) |
5% | Decision and analysis on pricing with customers in terms of what type of discount or rebate they are able to offer depending on size of customers, strategic impact and volume of the order. |
10% | Collaborate with the Inside Sales, Customer Service, Fulfillment and Marketing groups to ensure customers are sending in orders and accepting orders when they come in. |
Scope (brief description):
This position will be responsible for sales and volume within a specific territory and for a specific product line(s). This position will have established sales goals/quotas (volume, forecast accuracy, price) to attain within his/her territory. The approximate size/volume of territory is up to 10,000 tons per month. The mix of customers and tons can vary greatly from territory to territory and product to product.
Supervisory Responsibilities & Reporting Structure:
- Supervises who (level and number): None
- Reports to: Sales Manager
Qualifications and Educational requirement(s):
Two – five years of sales experience and a four year degree from an accredited college or university.
Preferred experience in the following industries (not required): 1. Steel, 2. Metals Manufacturing, 3. Commodities pertaining to the steel industry, 4. Metals Distribution/Service Centers, 5. General Manufacturing (industrial, car).
Preferred degree in the following areas (not required): 1. Business with Sales and Marketing emphasis, 2. Engineering or Material sciences
Approximately 75% travel
Level Differentiators (RSR I vs RSR II):
Description | RSR I | RSR II |
| Up to 3% deviation on base / delivered price | Up to 6% deviation on base / delivered price |
| Primary accountability for B, C or D customers. Develops new customers (expands book of business). Very few if any A accounts, or not the lead on those accounts. | Lead on A level accounts; may also have a mix of B, C or occasionally D customers. More established book of business but still looking to expand. |
Type of customers are categorized into A, B, C or D categories based on various factors (no one factor to use for all customers): Volume, frequency of buying, profitability, strategic outlook (long vs. short term longevity)
Metrics for success:
- Forecast Accuracy
- Hitting volume/tons and prices goals (revenue)
- Developing strong relationships with customers while balancing Gerdau’s needs
