27 Oct
BASF India
Navi Mumbai
Core Purpose
- Full accountability for P&L; of EMB business in South Asia
- Develop and implement short-, mid- and long-term measures, including go-to-market-approaches, market & portfolio positioning, channel strategies, resource requirement to actualize SBU strategy
- Identify unmet market and customer needs to develop and implement ideas and measures for additional value creation including product and business model innovation
Main Responsibilities, Tasks & Deliverables
Safety and compliance:
- Continuously develop and implement appropriate measures to ensure safety at work place and travel.
- Develop and implement preventive measures to ensure compliance per the company’s Code of Conduct
Business result:
- Lead the team of Sales, Marketing and Technical Solutions, to sustainably achieve business targets encompassing ccM1, volume & sales, costs, working capital and other business excellence targets such as delivery reliability and customer satisfaction
Create demand, develop Sales, steer distributors through customer intimacy and satisfaction:
- Create demand by identifying the pain points of customers ahead of time and proactively offer solutions
- Implement sales and marketing plans at the targeted customers to meet existing and created demand.
- Develop and implement appropriate channel strategies to ensure effective and efficient coverage of all customer segments including GKA, RSA, LKA and emerging customers within South Asia. Collaborate with GKA and other SBMs to achieve business results and ensure customer intimacy for all transplants and international accounts
- Develop and implement resource deployment plans, sales management systems and tools to achieve high sales efficiency, e.g.
account plans, sales pipelines, call reports etc.
- Ensure effective collaboration with regional EMB teams, EMB Innovation and other departments.
- Execution of commercialization of innovation products defined by the business.
Go-to-market approaches, margin management and value creation:
- Develop and implement measures adapted to the business landscape at South Asia to ensure clear focus and effective go-to-market approaches aimed at capturing market opportunities effectively and efficiently, maximizing BASF’s strength of product portfolio, sustainably achieving SBU strategy
- Develop and implement appropriate promotional activities, i.e. product brochures, customer workshops, trade shows, seminars, social media-based marketing activities etc.
- Develop and implement corrective actions to maximize margin.
- Adapt and develop business models based on BASF product portfolio, market positioning and other competence for value creation appropriate to market development and customer needs
Market intelligence:
- Develop and implement measures to continuously track, report and act upon market intelligence such as market and consumer trends, competitive activities, demand/capacity development, pricing development to ensure BASF’s position as market leader
- Establish and capitalize relationships with key stakeholders such as trade association, opinion leaders and partners to ensure BASF’s market position
- Collaborate with Product Stewardship and other teams in South Asia and RBU to ensure appropriate registration of required product portfolio
Cost-to-serve and Working capital:
- Actively support utilization of assets in the sub-region as per business plan
- Manage working capital arising out of inventory from imports, OMP and account receivable as per set target
- Actively manage Selling, Administration and Shipping costs to ensure cost targets are met
- Propose to and implement with LBM for indirect cost management
- Collaborate with Supply Chain and other departments to ensure effective business forecast, payment terms, receivables and credit risk management, appropriate use of Inco terms and achieve all working capital targets
People Management:
- Create and implement clear target and expectations for subordinates and team members to ensure
- Work together with LBMs to recruit, develop and retain talents
- Establish clearly focused and structured team structure. Establish collaboration
- Actively coach and guide team members for competence development, work efficiency and achievement of results
Minimum Education and Qualification Requirement
- Education: Bachelor’s degree or equivalent in chemistry or related discipline. Postgraduate education such as MBA preferred
- Working Experience: Minimum 10 years’ working experience including substantial leadership experiences with international exposure in personal care or related FMCG industrial environment
- Other requirements: Well established business acumen and communication skills. Strong leadership presence
▶️ Sr Manager - Sales, Personal Care Solutions South Asia
🖊️ BASF India
📍 Navi Mumbai