Ispat International N.V. Within a Changing Steel Industry
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Transcript of Ispat International N.V. Within a Changing Steel Industry
Ispat International N.V.Within a Changing Steel Industry
Tough Job Market…….Tough Job Market…….
Ispat International N.V. A Global Force in SteelA Global Force in Steel
• A $5 billion company with steelmaking operations in the USA, Canada, Mexico, the Caribbean, Germany, and France
• Shipped 15 million tons of finished steel in 2002
• Member of the second largest steel producer in world
• Employs over 14,000
Ispat Inland Inc.
• A $2.2 billion company that specializes in high-value-added flat-rolled and bar products
• The fourth largest integrated steel manufacturer in the United States
• Shipped 5.7 million tons in 2002• Employs over 6,000• Plant location in East Chicago, IN
Ispat Inland Inc.
Sales Office located in downtown Chicago
Ispat Inland Inc.
Leading Customers: - Automotive - Appliance - Office Furniture - Electrical Motors
Account Rep Responsibilities
• Develop/manage customer relationships
• Prepare negotiations pre-work and strategy
• Participate in negotiations• Gather market intelligence
Account Rep Responsibilities
• Analyze customer forecast, historical billings and manufacturing variability to develop accurate monthly forecasts
• Create and submit forecast for Annual Business Plan
• Accurate and timely order entry/order changes
Account Rep Responsibilities
• Expedite orders to meet delivery requirements– Resolve commercial, manufacturing and
transportation issues• Promptly respond to all customer requests• Develop and implement effective and
efficient back-up system
Account Rep Position Qualifications
• Communication skills– clearly conveys information and ideas– interpersonal, problem solving and negotiation
skills• Customer Focus
– makes customers and their needs a priority• Continuous Learning
– actively identifies new areas for learning
Account Rep Position Qualifications
• Decision Making– Identifying and understanding issues, problems
and opportunities• Initiating Action
– Taking prompt action to accomplish objectives• Contributes To Team Success
– actively participates as a team member
Training Program• Position usually requires an extensive training
program that includes the following:– Production Process and Manufacturing Tours– Products and Prices– Quality Systems Orientation (TQM)– Systems Training– Hands-on Training with Account Teams
• Continuous Future Training:– Marketing Overview – Presentation Techniques– Leadership Skills– Win-Win Negotiations– Selling Courses
Training Program
Performance is based on:• Results• Priority
Setting/Time Management
• Building team spirit• Personal learning• Communication
• Perseverance• Problem solving • Decision quality
Career paths
• Account Representative is typically a three- to-five year career position with increased responsibilities over time:– larger accounts– more profit accountability
• Depending on performance, opportunities exist in Outside Sales, Sales Management, or Marketing
Why You Should be an Account Rep
• Dynamic, fast-paced • Self-directed• Teamwork strategy
taught by School of Business is heavily applied to position
• Travel opportunities• Excellent experience
for the future
Ispat Inland Inc.www.ispat.com