Senior Sales Manager

Found in: beBee S PH - 3 weeks ago

Muntinlupa City, Philippines BASF SE Full time

In the Philippines, BASF has been supporting manufacturers from various industries since 1963. Today, BASF is a leading supplier of chemicals for industries, including Construction and Coatings, Automotive, Nutrition & Health, Home & Personal Care, and Agriculture. BASF also operates an Agricultural Research Station in the country which conducts research, laboratory studies and field testing of novel technologies. In 2022, BASF posted sales to customers in the Philippines of approximately €105 million and employed 97 people as of the end of the year. Further information is available at www.basf.com/ph.

 

Objectives of the position:

  • Lead the management of Performance Chemicals division with direct responsibility for revenue, contribution margin and base cost budgets.
  • Formulate business strategy; develop sales forecast, budget, and manpower plans; direct distributors/customers to achieve sales targets; pursue major prospects and lead in major negotiations and construct appropriate terms of sales to drive sustainable business growth.

 

Main areas of responsibility:

  • Strategic Planning and Implementation
    • Provides input on local sales & marketing strategies and sets up local sales & marketing strategies based on industry strategy and competitive landscape.
    • Translate strategies into actions and/or projects and ensure their successful implementation following the disciplined approach to project management.
    • Grow sales of existing accounts and penetrate new accounts to support growth strategy.
    • Develop, communicate, and implement account strategies in line with sales growth targets.
    • Implement pricing strategy on a customer level and manage account receivables in territory.
  • Sales Management
    • Prepare and negotiate the target agreement with senior management.
    • Develop and negotiate customer contracts as necessary.
    • Perform bottom-up budget planning for the respective sales area with achievable volume and margin forecasts.
    • Consolidates sales forecast or demand forecast for responsible sales area/industry.
    • Achieve agreed targets of sales revenue, profitability, costs, inventories, receivables etc.
  • Customer and Distributor Management
    • Develop long-term relationships with customers by managing their requirements regarding sales and service including resolving customer complaints.
    • Negotiate sales contracts with customers that are favorable to the company and ensures compliance to company policies and local country statutes.
    • Provide basic technical support and updated product knowledge and effectively coordinate technical and marketing requirements between customers and the regional business unit as and when necessary.
    • Manage distributors to handle small and medium accounts and set ambitious targets to promote products and gain new markets.
  • Product / Business / Industry Development
    • Constantly scout for new business opportunities in respective sales area in line with industry strategy.
    • Actively analyze and develop a plan for new business opportunities within related industry.
    • Analyze benefit/feasibility of product developments suggested by customers from market requirements and draft business case.
    • Manage critical or complex products requiring high level of client relationship skills to maintain competitive positioning.
    • Evaluate business opportunity, develop specific customer value propositions, and plan for implementation and sale of value-added solutions.
  • Market Intelligence
    • Provide regular update on market intelligence including competitor’s activities and customers for sales area; analyzes market with respect to demand, pricing, applications, trends, and regulations.
    • Update customer portfolios and profiles and classify customers.
  • Marketing
    • Provide input on pricing policy & structure or proposes pricing policy & structure to senior management.
    • Participate in planning, prepare, implement, and monitor the launch of new products with new business development in line with overall product/launch strategy.
    • Formulate and implement various marketing and promotion activities such as press releases, trade fairs, etc.
  • Credit Management
    • Regularly and closely monitor outstanding and overdue accounts of customers; monitors and ensures DSO is in line with target.
    • Monitor and review credit limits for key accounts and new customers and makes proposal for adjustments. If necessary, obtain approval from country manager & submit application to Finance & Accounting.

 

Minimum qualifications:

  • Bachelor's Degree in Chemistry, Chemical Engineering, Business Management, Economics or Marketing.
  • With 5-10 years of work-related experience in the petrochemical and water industries or in businesses with similar customer base such as energy, oil and gas, upstream and downstream plastics markets. Experience in multi-national companies or large local companies are preferred.
  • Broad and deep knowledge of petrochemicals, plastics, fuels & lubricants, mining, and water treatment industries.
  • Knowledgeable of the key principles and applications of sales management, key account management, distributor management and technical service-marketing.
  • Possess strong analytical and problem-solving abilities.
  • With excellent customer service orientation.
  • Possess strong strategic planning and project management skills.
  • With excellent skills in relationship building, interpersonal communication and personal presentation.
  • Possess high level of energy and able to maintain stable performance under pressure.
  • Flexible to travel when business needs and projects require.
  • Demonstrate leadership, professionalism, and integrity at work.
  • Proactive, can excellently work individually and in teams.

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