BASF

Sales & NBD Manager, South Asia (BB-BA846)

Found in: Talent IN

Description:
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 & Deliverables Business 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 competitors positioning 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

calendar_today6 days ago

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location_on Navi Mumbai, India

work BASF

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