Total recherche un(e) Analyste commercial – Fluides spéciaux, USA
HOUSTON-LOUISIANA STREET(USA)
Job Description
- Drives the sales forecasting system for the US domestic team, Central American Manager and all AME affiliates
- Reviews and validates sales forecasts received from US domestic team, Central American Manager and all AME affiliates
- Consolidates forecasts prior to start of month to support “Month M+1 Program”. Update & variance analysis conducted at mid-month.
- Prepares analysis of T&X inventories, forecasted sales volumes, inventory costs and market price structure and facilitates a T&X business review meeting at least twice a month,
- Relay to sales managers the outcomes of the “Month M+1 Program” and declines final product allocation at a customer contract level.
- Confirms feasibility of achieving sales forecasts with logistics teams and logistics capabilities (railcar availability, truck loading appointments, ship schedules, …)
- Monitors & reports variance between forecast and updated projections on an as needed basis (weekly as a minimum) to sales and production teams
- Participates in weekly Production / Sales Meeting and communicates key data to commercial team as needed.
- Stays aware of market evolution and guides sales managers on pricing opportunities.
- Ensures all sales contracts observe the rules approved by the TSUSA Market Risk Committee.
- Ensures all contracts are updated with correct logistic costs, premium, index and pricing periods.
- Ensures pricing strategy defined by organizational memo is applied for all sales to affiliates.
- Ensures all sales rebates agreed with clients are tracked and accrued on a monthly basis for US domestic and export contracts.
- Validates affiliate and Sale Manager commission reports and ensure volumes and invoices are in line with actuals.
- Manages the TSUSA elements on “TOTAL CONNECT” AME portal. Ensures systems are fit for purpose and used to manage business across AME.
- Manages and updates the US internal price book.
- Works with finance team to ensure commercial group financial reporting is produced accurately for each product line in a timely manner.
- Produce sales reports and KPIs to support commercial strategy on an as needed basis.
- Tracks performance of each sales manager against budget, including volumes sold, average premiums achieved for each product category and product and their recovery of freight costs incurred.
- Tracks transfer price at all satellite terminals and ensures contracts reflect accurate costs.
- Ensures railcar utilization is maximized and allocated to clients in accordance with commercial needs, TSUSA National Sales Managers priorities and the requirements of the AME affiliates through the use of specific KPI.
- Assembles commercial reporting, budgeting, and performance KPI and assists in resolving any discrepancies discovered.
- Audits compensation reports submitted by US Sales Managers and works to resolve differences.
- Publishes the sales pipeline data from “Salsa” at the end of each month detailing total number of prospects being targeted per product and anticipates volumes that may need to be forecasted.
- Contributes to the monthly Special Fluids activity report to stakeholders in TSUSA, Paris & Santa Domingo.
- Participate in the market risk mapping exercise and validate the commercial aspects. Identify to management when key assumptions in the market risk mapping are no longer applicable due to fundamental market change.
- Develops and maintain key data in Microsoft BI for the Commercial Team.
- Serves as Commercial Team Power User for SALSA.
- Accompanies the National Sales Manager and Sales Managers on joint calls, various trade shows and conferences as needed.
- Manages distribution of “Low Margin Reports” to the appropriate Manager for approvals.
- Assist all members of the Commercial Team as needed on special projects and initiatives.
Context and environment
Total Special Fluids are solvents and specialty hydrocarbon fluids marketed across the world. This USA based role is responsible for analyzing the Special Fluids commercial activity, consolidating the sales forecasts, liaising with the sales team both domestically and in the AME affiliates to ensure forecasts are tracked and updated effectively and that sales contracts meet with organizational rules.
Candidate profile
- University degree, ideally in a Marketing or Business-related subject
- Strong analytical abilities
- Must be well organized, able to communicate at all levels and across different organizational structures
- Excellent IT skills required
- Experience of at least 2-3 years managing Marine, Truck and Railcar Logistics required
Language skills (Spanish, French) preferred but not a requirement.
Metier
Admin Sales Support/ Trading
Employment type
Regular position
Experience level required
Minimum 3 years
Branch
Marketing & Services
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