Head of Sales & Projects, South Asia

Objectives of the Position:

• P&L Responsibility for BASF’s petrochemical business in South Asia served initially via multiple supply points (BPC, Zhanjiang Verbund Site) (Size: €188 mn/a, Vol: 150 KT/a)
• Drive the “C3 Verbund Project” in India in-line with CP’s ambition to build a suitable footprint in India.
• Scout for & Engage with suitable petrochemical companies in India as potential partners

Main Areas of Responsibilities and Key Activities:

Business Management:

• Managing BASF’s Petrochemical portfolio from strategic topics to operational day-to-day business. Define, implement regional product pricing policy, including planning and monitoring of volume performance to maximize CM1 of the business.
• Account Management of designated accounts, including multilevel relationship development, forecasting, technical support, credit management and commercial negotiation for all BASF businesses including business rule implementation
• Active distributor management as a key channel to the market to ensure competitive service delivery to our customers.
• Drive all activities and customer development plan (channel management, new business development with new or existing products, technology, innovation, new services) to achieve the defined goal.
• Develop SAP Business in India, including suitable staffing decisions to accelerate business development at local customers & Global Key Accounts.
• Develop sales tools and systems and Coach and lead sales team in professional selling skills, perspectives sales tools and the BASF Sales Process in cooperation with sales managers
• Ensure price & margins are implemented as per quick raw material & freight movements, particularly at local customers and distributors.
• Manage total local fixed costs ensuring lowest cost to serve the customers.

Strategy / C3 Verbund project Management:

• Develop a suitable concept for a C3 verbund in India together with the RBU & global strategic marketing units.
• Scout for suitable petrochemical companies with similar strategic interests as potential joint venture partners. Engage with identified partners to achieve join project targets
• Manage project with relevant internal partners ensuring smooth flow of information & preparation for decision making (e.g. making business cases, scouting for land etc)
• Staff the project with suitable candidates ensuring project success

Operational:

• Ensure the protection, safety and security of people and facilities (tanks) for petrochemicals.
• Lead local teams to ensure smooth day-to-day operations from forecasting, production planning, raw material procurement, and logistics operations.
• Develop the annual operational planning (budgeting and sales forecasting) of Petrochemicals including setting sales volume, selling price and margin/profitability targets, total cost targets, working capital, manpower planning, and monitor the progress.
• Lead the sourcing of acrylic monomers for Dispersions in South Asia.

People and Organization Development:

• Demonstrate professional and operational leadership of employees, motivation and coaching of sales & supply chain teams
• Guide career and performance development of direct and indirect reports

Job Requirements:

• Education: Bachelor and/or Master degree in Business Management, Chemistry or relevant discipline.
• Working Experience: Minimum 15 years of professional experience in either Sales or Product Management. Experience with Strategic Planning Process Technical & Professional will be an advantage.
• Technical & Professional Knowledge:
  • Background in chemistry or business or accounting is preferred.
  • Experience in C3 value chain and Asia business environment is preferred.
  • Excellent communication skills.
  • Strong personal drive and result oriented.
  • Possess global and regional leadership mindset.