JOB SUMMARY
The Technical Manager, Iron Ore Spot Desk will focus on coordinating the Spot Desk activities in Singapore, performing sales through online trading platforms, tenders and direct transactions with end-users. The candidate is expected to have a good understanding of iron ore market trends to identify opportunities in a timely manner to optimize product placing and allocation strategies. Additionally, he/she will add value through the development of trading strategies, drive revenue growth through innovation, commercial insights, and sales execution. He/she shall possess strong account management expertise with proven ability to work directly with clients, industry stakeholders and internal cross-functional teams to ensure timely delivery of business needs. He/she is adept at problem solving, addressing complaints, concerns and ensuring fulfillment of contractual obligations.
MAIN CHALLENGES
- Operate in a dynamic and highly competitive spot market, requiring continuous effort to maximize the value of every sale.
- Recognize that each strategic sales decision directly impacts daily price formation for flagship products, influencing price realization, revenue and EBITDA.
- Evaluate all aspects of each sale during contract negotiations to achieve optimal value.
- Anticipate market trends and integrate insights into spot sales strategies to capture full trade value and maintain a competitive edge in price realization.
- Deliver exceptional client service while prioritizing and safeguarding Vale's values and interests.
MAIN RESPONSIBILITIES
Drive the execution of iron ore spot sales through multiple channels, including online trading platforms, tenders, and direct offers. This role requires strong analytical skills, commercial acumen, and relationship management to optimize pricing outcomes and maximize returns.
- Sales Execution: Plan, execute, and oversee iron ore spot sales via platforms such as GlobalORE and COREX, as well as through tenders and direct offers managed by the Iron Ore Spot Desk.
- Pricing & Market Analysis: Develop pricing rationales for spot deals by analyzing recent transactions, market trends, supply-demand dynamics, freight costs, and value-in-use of our products. Monitor and report daily movements in iron ore and steel physical and futures markets to support pricing decisions.
- Strategic Planning: Identify and implement short- and long-term strategies for spot sales, ensuring alignment with market conditions and business objectives.
- Negotiation Support: Establish robust negotiation frameworks for short-term contracts and direct sales, considering client profiles, geography, market alternatives, contract terms, and logistics.
- Cross-Functional Collaboration: Work closely with Market Intelligence, Sales Offices, Strategy, and Shipping teams to develop detailed pricing and marketing plans. Coordinate with Supply Chain and regional offices to optimize cargo allocation for maximum value and logistical efficiency.
- Compliance & Governance: Ensure adherence to company policies and procedures. Develop and maintain standards that promote transparency and legitimacy in sales processes, including implementation, communication, training, and reporting.
- Client Relationship Management: Build and maintain strong relationships with spot buyers. Manage day-to-day client communications related to contracts and shipments. Gather and analyze client feedback on market expectations, regulatory requirements, and supply-demand trends to inform strategic decisions.
- Account Management: Represent the team externally with clients and internally with stakeholders. Develop a deep understanding of clients market positions and portfolios.
EXPERIENCE
- Bachelor's degree in Engineering, Business, Economics, or a related field.
- Minimum 5-8 years of experience in iron ore sales, marketing, or commodity trading.
- Advanced knowledge of commodity markets dynamics, contract negotiation, freight terms and relationship management.
- Proven track record in sales and operations.
- Proficiency in trading systems like online platforms (GlobalORE, COREX) and ERP systems (e.g., SAP).
- Knowledge of global commodities supply/demand dynamics, main price drivers and the influence of derivatives markets
- Strong analytical skills and familiarity with logistics, supply chain optimization, and shipping operations. Ability to develop sales strategies aligned with market conditions.
- Strong commercial acumen with sound understanding of market drivers and ability to maximize returns through pricing and allocation strategies.
- Excellent communication, stakeholder management and interpersonal skills to manage complex negotiations.
- Agile and comfortable working in a fast-paced, dynamic environment with shifting market conditions.
- Able to build and maintain relationships within a multi-cultural environment and working across different time zones.
