Objectives of the Position:
- Achieve annual sales targets/long-term strategic targets and deliver tangible results by collaborating with internal/external stake holders.
- Propose and implement local sales strategy for responsible products for growth by creative and convincible communication to customers and internal stakeholders including overseas colleagues
Main Areas of Responsibilities & Key Activities:
1. Sales and Account Management
- Drive the business of assigned customers/territory aiming to meet or exceed business targets (cCM1 & Volumes) for respective customers
- Implementation of respective SBU strategy in country and identify and implement business or value growth for respective customers/territory
- Continuously increase market and competitor intelligence and update customers and competitor's data (supply/demand)
- Effective credit control and working capital management at customer to meet financial targets for DSO, DIV and overdue management
- Carry out market studies/ projects for respective end industry /customers for identifying future opportunities
- Negotiate and close deals or contracts with customers by taking complete customer accountability & leveraging knowledge of entire product value chain, supply capabilities and competition
- Ensure business compliance according to BASF policy
2. Customer Relationship Management
- Develop, align and execute mid- and long-term account plans
- Identify & translate market opportunities into business through cross BU cooperation & new working concepts / ideas
- Identify & develop differentiation strategies to improve competitive advantage by understanding customer needs, gathering & sharing of market & competitor information – Ensure value pricing whenever applicable
- Develop lasting customer relationships to identify business trends in and beyond the customer scope or respective portfolio
- Identify and attract new customers, pursue new applications, and interact with corresponding process and product developers of the potential customers, leading to profitable future business
- Ensure high/wide customer contacts and regular visits to customers.
3. Operational Tasks
- Provide operational guidance and coordinate the relevant functional departments to ensure value creation and customer satisfaction.
- Use of NPS to continuously improve customer experience
- Accountable for Demand and Sales Forecast and fulfilment supporting efficient planning of products and services to support production planning (return on assets) using tools like OMP DP and local merchandising business model
- Enhance work coherence, quality & efficiency by contributing actively in sales meetings, reporting and in developing customer training/communication materials for sales
- Ensure effective, open and speedy communications for faster decision making.
- Ensure adherence to business initiatives /tool, e.g. OMP-DP, NPS, Customer Network/KAM, Transparency, CLM (contracting tool)
Job Requirements:
- Education - Minimum Bachelor's degree is necessary (Science background preferred)
- Working Experience - More than 5 years of Sales & Marketing experience
- Good presentation skills, meeting facilitation and computer skills. Fluent communication in English
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