BASIC FUNCTION (Primary Purpose):

This 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 A, B, C, and possibly D customers (great interactions with A & B level customers; lead Sales person) and 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 15% 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) to attain within his/her territory. The approximate size/volume of territory is greater than 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):

Five or more 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

Pricing Authority

Up to 3% deviation on base / delivered price

Up to 6% deviation on base / delivered price

Type of customers

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 ot 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