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Sales & NBD Manager, South Asia

5.00 to 7.00 Years   Navi Mumbai   17 May, 2021
BasfIndia
Job LocationNavi Mumbai
EducationNot Mentioned
SalaryNot Disclosed
IndustryManufacturing
Functional AreaSales / BD
EmploymentTypeFull-time

Job Description

*(A) Core Purpose

  • Take the overall Sales management responsibility of EMO (Oleo Surfactants & Alcohols) business, including local sales plan and strategy development and implementation, and sales process.
  • Ensure short-, mid- and long-term volume and profitability targets are achieved and required resources are in place.
  • Lead NBD projects to build the business growth platform.
(B) Main Responsibilities, Tasks & DeliverablesBusiness Steering
  • Manage and drive sustainable profitable business growth, both full mole and tolling businesses, by focusing on customer and products through sales excellence, channel and distributor management strategy development and implementation.
  • Maximize profitability by considering utilization of total capacity in Asia Pacific and not limited by local view.
Strategy Implementation and Sales Development
  • Take the responsibility to continuously improve the commercial results of product portfolio according to the strategies via product promotion/ introduction, proposals of marketing plans, analysis of and proposal of sales/ distribution channels, pricing proposals, analysis of market to support decision on future product development strategies, etc.
  • Keep close communication with Regional EMO Value Chain and Regional Sales Management to monitor the cost position and ensure the profitability target.
  • Evaluate customer value vs BASF position of Oleo chemicals & Alcohols to work out customer classification including GKA and non-GKA and define approaching strategy respectively in order to maximize CCM1/market profit.
  • Report all opportunities into DynaMO process at least one month in advance.
  • Take ownership of the account, including the development and execution of the regional account strategy, and ensure alignment with BU strategy.
New Business Development (NBD)
  • Lead new business development projects to build the future growth platform by introducing the best cost performance to customers.
  • Provide SCM options in line with business rules.
  • Evaluate the total costs including sampling vs future business potential.
Credit Management
  • Regularly and closely monitor outstanding / overdue by customer and DSO.
  • Review credit limits / credit limit requests by customers and payment terms.
Market Intelligence
  • Collect data to establish a database to obtain, update, maintain and evaluate market trends, the application of products/technology and service needs, etc. in order to support identifying new business opportunities. Conduct initial analyses as necessary and requested.
  • Collect and monitor competitor activities, initially analyze data for market research to develop competitor grid and benchmarking on competitorspositioning and the performance of their competitive products.
  • Analyze monthly sales/profit performance, proactively prevent business lost and initiate action for recovering.
  • Provide timely reports to supervisor & RBU.
(C) Key Interfaces
  • Supply Chain Management
  • EMO Value Chain Management, and Pricing and Margin Management
  • EMO Regional Sales Head
(D) Performance Measures
  • cCM1, Market Profit
  • Volume
  • DSO, Overdue
  • DIV, OIV
  • Strategy/Biz-Map implementation
(E) Technical Competencies
  • Good skills in account and distributor management
  • Good understanding of EM EMO product portfolio and related applications
  • Good understanding of market trends and competitor activities
(F) Minimum Education and Qualification Requirement
  • Education: Bachelor s degree or above in Chemistry or related discipline
  • Working Experience: Proven successful performance with minimum 5-7 years working experience in sales & marketing areas
  • Other requirements:
  • Result oriented
  • Able to identify and exploit business opportunities
  • Good communication skills
,

Keyskills :
artlocal salesbusiness strategyclient servicingvalue chain managementregional salessales plannew business developmentclient developmentnew businessdeliverysales marketing

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