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Business Development Manager, Aluminum - Japan

Allied Mineral

Business Development Manager, Aluminum - Japan

Allied Mineral Products is a leading manufacturer of monolithic refractories worldwide. We are seeking a Business Development Manager, Aluminum to manage and direct the efforts of Allied Mineral Product’s and Shinagawa’s (SRA) aluminum sales and marketing efforts in Japan to achieve desired market share for its refractory products and enable the corporation to achieve its goals of sales and profit growth.

Key Duties:

MARKETING

  1. Develop, write, and implement a business plan for the aluminum industry in Japan.
  2. Plan and organize effective strategies for applying our refractory products and services to the aluminum industry in Japan. 
  3. Prepare and maintain up-to-date and accurate analysis of market potential of monolithic refractories consumed by the aluminum industry.
  4. Develop the necessary marketing tools to effectively promote our refractory products to the aluminum industry.
  5. Communicate effectively to top management and staff the necessary information to develop a focused product line of monolithic refractories for the aluminum industry.
  6. Work to maintain Allied’s image as a leader in the production of monolithic refractories for aluminum. Assure that Allied’s sales and marketing staff maintain an active role in the industry trade organizations. Assist as necessary in the publication of technical papers for presentation to the industry.
  7. Serve on and chair committees whose functions are to ensure that management is aware of new opportunities within aluminum industry and that the necessary actions to achieve success are taken.
  8. Keep current with competitive products and pricing, and make sure that we can respond with new developments to protect our business and maintain growth. Keep competitive price file and competitive information files current.
  9. Develop market information regarding product needs and volumes, consumer locations, and pricing for areas of new business, either within our current markets or new potential markets where our technological capability can provide us with the means to contribute new profits to Allied.
  10. In conjunction with Shinagawa develop an annual forecast for the business. Coordinate this effort with the Sr. Vice President of International and Director of Business Development.

SALES

  1. Through the partnership with Shinagawa Refractories and on behalf of Allied Mineral, manage the sales force in their day-to-day efforts to obtain orders for Allied’s products in the aluminum industry in Japan. This sales force includes direct sales and service personnel, distributors and agents. In conjunction with the Sr. Vice President of International and the Director of Business Development, devise and implement effective sales planning for all sales representatives, service representatives, agents and distributors that is consistent with Allied’s strategy and policies, including time management, planned calls, expense account budgets, call memos, customer letters, and quotations.
  2. Devise and implement goals and objectives for each management position in the department. Formally review these goals and objectives at six-month intervals and informally at more frequent intervals as needed. Ensure that each Manager actively follows the same process for each of their direct reports.
  3. Select, hire, and oversee the training and orientation of sales trainees and new sales representatives, utilizing the formal and structured training programs as well as less formal training techniques and opportunities.
  4. Monitor each territory for the number of actual sales calls, the quality and timeliness of call memos, and the quality and number of letters. Maintain a monthly update on trial status, and report quarterly on the progress of goal and target accounts. Use the information gained to evaluate, manage, and motivate each sales representative to maximize success for Allied and satisfaction for themselves.
  5. Establish a sales and marketing budget for Japan based on history of the territory, the Allied expense policy, and known needs for the fiscal year. Monitor the territory expenses and send a quarterly report to Allied’s Senior Management team. 
  6. Conduct regular comprehensive reviews with all direct reports. These reviews should cover the following: the status of our business; how much effort was given to goals and targets, including how they ended the fiscal year or quarter in terms of sales calls made versus calls planned; the number of call memos and letters for the fiscal year or quarter; the final analysis of budgeted expenses versus actual expenses; the forecast for the coming year and agreeing on a final figure; individual strengths and accomplishments. Describe how these affect their merit increase and career with Allied in such a positive way that they are encouraged to improve their skills.
  7. Make regular customer calls with sales representatives of Shinagawa to assist in key account selling and troubleshooting. Oversee and support the efforts of Shinagawa in fulfilling this same responsibility, which is done by them on a more scheduled basis. These visits may include international customers if necessary.
  8. Work with the other International Regional Managers to coordinate international efforts. Active and clear communication is critical to successful use of our international resources.
  9. Read all related call memos. Make sure that information transmitted is recorded properly in our various databases and project files. If there is information regarding economic changes, see that it is recorded by the credit manager and that any potential liability problems are quickly identified and passed on to the manager in charge of product liability. 
  10. Collect market information from trade magazines, journals, call reports, inquiries, phone calls, etc.; and disseminate to Shinagawa sales representatives, distributors, and Sr, Management at Allied.
  11. Review prices of Allied products and make recommendations for changes to protect business and maximize profits. Be responsible for making sure that prices are properly applied.
  12. Oversee management of any warehousing based on business conditions. Responsible for maintaining accurate inventory information through assigned personnel at each regional warehouse.
  13. Work to expand and reinforce a “climate” of positive attitudes within both Allied and Shinagawa to support and grow the partnership.

ADMINISTRATIVE

  1. Manage the department’s efforts to ensure that they are in step with company policies relating to product liability, warranties (expressed or implied), credit and returned products, etc.
  2. Assist management in any way necessary in developing the proper procedures for effective management.
  3. Maintain a good rapport with Allied and Shinagawa’s Operations and Management Teams so they can support the sales efforts by making and shipping our refractory products correctly and on time. 
  4. Write detailed call reports and distribute on a timely basis.
  5. Maintain an opportunity list and provide the necessary input to enable Allied to capitalize on new opportunities for business in the metal processing industries.
  6. Work with the credit department to minimize bad debt exposure and reduce A/R days.
  7. Work with motivated associates to develop career path opportunities. Provide training to enable motivated associates to meet their goals.

Qualifications

  • A bachelor's degree from an accredited college or university in a technical or business discipline is preferred. 
  • Must be able to speak English at an intermediate level.
  • Must have a successful background in sales and management, with a minimum of 5-10 years’ experience with direct industrial or sales or technical experience in the aluminum industry.
  • Must possess a thorough knowledge of the aluminum industry.
  • Requires technical competence to analyze customers’ problems, assist the sales representatives, and make recommendations to customers to optimize refractory performance.
  • Must possess or obtain all required licenses and keep them current.
  • Requires excellent communications skills and interpersonal skills. 
  • Requires sound understanding of materials, refractory, and ceramic technical information.
  • Intermediate to advanced knowledge of MS Office Applications (Word, Excel, PowerPoint).
  • Must be a team player, possess high level of energy, and be self-motivated. 
  • Must have a practical approach to problem solving.
  • Must be willing and able to travel frequently domestically (Japan) and internationally. International travel outside of Japan would be approximately 6-8 weeks a year.

Working Environment

  • Will be provided an office at Shinagawa Refractories offices in Tokyo.
  • Required to follow Allied Mineral Products’ Safety & Health policy and wear Personal Protective Equipment (PPE) as appropriate when in the production plant.
  • Required to follow Safety & Health policy of our customers when on their properties. 

Allied Mineral Products offers competitive wages, health, dental, STD, LTD, ESOP retirement plan and profit sharing. Passing a drug screen is required prior to starting work should an offer be made.

Allied Mineral Products Holding, Inc. is an Equal Opportunity Employer/Veterans/Disabled. 

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Confirmed 20 hours ago. Posted 30+ days ago.

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