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