Product Offering Strategy:
• Analyse and understand the need of each customer [technical, commercial, application]
• Decide the products to be offered based on above, in consultation with Regional Product Managers
• Guide the account managers / commercial managers to prepare the technical proposals
• Prepare marketing presentations / selling tools for these offerings
• Make presentations / technical discussions with customers to convince them to buy / evaluate products.
• Guide and ensure that all account managers raises the Request For Quotations [RFQs] within the process with clarity and all relevant details.
Product Performance Management:
• Develop process and norms to monitor performance of all Flow Control products being used at different steel plants in Vietnam. Develop SOPs for all applications.
• Implement the above process through account managers of each customers and review the results regularly.
• Guide and ensure that all account managers to prepare the ‘field trial reports [FTRs] whenever any new products are evaluated.
• To ensure through account managers that all product failures and customer complaints are captured through CCAR system and ensure active contribution [technical analytical] for resolving those CCARs and submit professional reports to customers.
Marketing
• To be conversant with CMT Database
• Periodically analyse market share details of all Flow Control products as reported in CMT – both for and all competitors
• Prepare management reports from the market share analysis and use that to develop Flow Control business strategies for Vietnam, including budget preparation.
Team development and coordination
• Building a collaborative working relationship with the application teams based at multiple customer sites through regular interactions.
• Organise Product application, Steel making & Continuous casting trainings for Vesuvius team in Vietnam / even for some customers.
• Ensure proper coordination with Regional Product Managers and Solution Group team members.
Qualifications
• Graduate / Post Graduate in Engineering (Ceramics/Metallurgy/Mechanical)
Experience
• 10 to 12 years of hands-on experience of marketing, application and technical service to steel continuous casting plants for flow control products.
• Good to have: Working experience in a steel plant continuous casting unit.
Knowledge
• Broad and comprehensive understanding of concepts and principles of steel making [primary and secondary] and continuous casting.
• Broad and comprehensive understanding of concepts and principles of all Flow control products in steel plant.
Skills & Behaviour
• Planning & organizing
• Customer service orientation
• Analytical ability
• Communication Skills in English. Good to have: Vietnamese, Chinese. Ability to undergo language training and picking up the skill will be a plus.
• Presentation skills
• Disciplined Approach
• Extensive Travelling to various locations within Vietnam
