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Marketing Careers in Steel
Indiana University
Kelley School of Business
September 26, 2000
Matt Salis
Topics
• Marketing Positions - Types
• More than a Number
• Steel Industry Segments
• Typical Compensation
• Importance of Training
• Travel and Relocation
• Electronic Commerce
Marketing Career Journey
• Pure Marketing Positions
• Sales & Marketing Positions– Retail– Commercial– Industrial
• Steel– Steel Production
– Steel Distribution
– Steel Trading
More than a Number
In s id e S a les R ep resen ta tive
In s id e S a les M an ag er O u ts id e S a les R ep resen ta tive
S a les M an ag er
V .P . S a les
E xec . V .P . C om m erc ia l, N S S
S tee l Trad er
M erch an d is in g M an ag er
P res id en t C F I
In s id e S a les R ep resen ta tive O u ts id e S a les R ep resen ta tive
S a les M an ag er
C om m erc ia l M an ag er
E xec . V .P ., C S W
P res id en t, C arg ill S tee l
A Day in the Life of an SSRReport on Territory
All Balls in Air
Expedite Orders
Fight FiresRecommend
Requests
Check Order Status
Discuss Market
Receive Orders
Steel Industry Value Web
`̀
Iron Ore -- --
Tons $
Raw Materials
`̀
MBQ 11.6 4.1B
Tons $
Steel Producers
Imports
Domestic
`̀
CFI -- --
Tons $
Traders
Tons $
Service Centers
... -- --
Tons $
Tons $
Energy
Tons $
Construction
Tons $
OEM’s/Processors
Tons $
Automotive
Tons $
Other -- --
Other -- --
Tons $
Exports
SBQ 9.4 3.8BRebar 8.0 2.4B
Lt. Strcl 6.0 2.3BFlat Roll 50.0 22.0BWire Rod 8.0 2.3BOther -- -- B
Energy -- --
Pig Iron -- --Scrap -- --
Tons $
Unclassified
Virgin Iron -- --
Scrap -- --Ferro Alloys-- --Rolls -- --Electrodes -- --
O2/Gases -- --
%
------
--------
Integrated -- -- B
Tons $ %
--
Mini-Mills -- -- B --
ProductionTotal 115MM $15 BYN
Total 102MYN $41 BYN
Total 35MYN $12 BYN
Total 35MYN $12 BYN Total 13MYN $4.4 BYN
Total 7 MYN $3.5BYN
Total 4 MYN $1.5 BYN
Total 25 MYN $11 BYN
Total 66 MYN $26 BYN
Total 31 MYN $13 BYN
Total 6 MYN $2B BYN
Total 28 MYN $11 BYN
`̀
Industry Segmentation a critical dimension
Steel Industry Compensation
• Salary Only– Typical at Producer Level– Internet is Increasing Frequency
• Commission– Typical at Distribution Level
• Salary / Bonus / Commission– Creative Packages Exist on All Levels
Importance of Training
Charging the furnace
Travel & Relocation
• Travel– Large National Customers– Number of Production Facilities Matter
• Relocation– A Must for Success– Typically Exciting Cities
Electronic Commerce
• B2B Transactions $2.7 Trillion 2004– Forrester Research
• 61 Dot Coms in Metals Business
• Seat at the Table is Key
• Cargill Steel Example - GSX
Cargill Steel
Kelley School of Business
Recruiting October 24, 2000
www.cargillsteel.com
