Manager - Sales Management, Intermediate at BASF Ghana

OBJECTIVE OF THE POSITION

• Develop and implement the sales and marketing activities to realize the mid and long-term objectives of the Intermediate business in Vietnam, including: 
• Implement business development and customer management 
•  Implement & lead all steps of the sales process as following customer landscape mapping & opportunity scouting
•  Account analysis, solution set up, negotiation and closure of deal-fulfillment and monitoring
•  Provide updated market intelligence; coordinate with customer services/logistics personnel where necessary.

MAIN AREAS OF RESPONSIBILITIES AND KEY ACTIVITIES
 Business developments

• Direct the activities and lead the process to develop CIA Amine and CID Specialty products businesses and penetrate markets with new or existing products/ services/ technologies by overseeing the implementation of the defined strategies, the application and evaluation of market intelligence on the analyses of competitors, the market development.
• Deliver cross-border business support, maintain customer relationship and ensure smooth local deal execution for CIC and CID business.

 Strategy 

• Support in implementing CI sale & marketing strategies, policies, tactics and plans, pricing structure, target accounts to achieve the agreed sale goals and profitability, by utilizing the outputs of analyses on market intelligence and current and future competitiveness in products/ product applications/ pricing/ services.

 Market intelligence

• Establish a database to obtain, update, maintain and evaluate CI products market trends, the application of products, the service needs, intelligence on competitors, etc. in order to identify new business opportunities. Conduct market research to develop customer portfolio, market map and analyze on performance and competition.

 Customer & distributor management

• Visit and establish professional relationships with key customers and other potential customers of sales prospects, as necessary, to negotiate or lead negotiation of sales. Implement and monitor the program of distributor management to achieve business target. Monitor and capture, with special emphasis on, Transplant customer potentials. Coordinate with local Transplant manager and CI teams in other countries to realize and grow local transplant business. Be the local contact for CI NPS activities, collect and feedback measures to customers on a timely manner.

 Technical support

• Provide technical advice, recommendations, trouble-shooting to customers with support of responsible regional technical manager in order to introduce and promote products. Report, log and follow up on NCMs, provide end to end service to customers.

 Inventory management

• Provide data and timely feedback on end use market trends, buy analyses, and monthly sale forecast, to support defining and revising the levels of regional stock and allocation in order to meet timely customer needs.
• Be responsible on OMP tool launch and implementation in local country, targeting high sales forecast accuracy. Monthly report and review of sales forecast data in the OMP DP tool, achieve forecast accuracy of at least 75% for CIA and CID business.

Contract and Credit Management

• Lead in all local CIA CID contract negotiations, support and facilitate contracts negotiation for CIC and CIB, and co-develop business collaboration plan.
• Conclude sales contracts according to company credit policies and provide customer information as inputs to Finance to support revision of credit policies. 
• Work closely with the responsible personnel for account receivable to ensure that the customers honor the sales contract terms. 
• Provide customer credit information for company credit control function, ensure timely payment of receivables to meet established sales targets and revenue goals. 

 Others

• For SBUs CIA and CID, submit monthly financial forecast; prepare bi-weekly reports and present on monthly performance review meeting; other ad hoc analyses as assigned. 
• Review business model (esp. POST-SWITCH) with business accounts whenever necessary, in conjunction with changing market landscape.
• Stay in touch with market trend through membership in trade & professional organizations
• Perform such other duties, which may be assigned by the supervisor from time to time.

REQUIREMENTS

•  Degree, preferably in Chemistry or Chemical Engineering.
•  Min 8 years experiences in commercial preferably in related industries
•  Business development experience is an advantage.
•  Good understanding of commodity and specialty products for relevant industries e.g. Textile/Leather/Footwear, coatings, flooring/construction, Agrochemicals, downstream oil & gas, Paper chemicals, Plastics. 
•  Good English and computer skills (MS. Office).
•  Competencies required: Act with Entrepreneurial Drive. Demonstrate Customer Focus, Communicate Effectively, and Collaborate for Achievement.