Commercial Manager ENE Animal Nutrition

Objectives of the Position

The primary objective of this role is to develop and growth BASF’s Animal Nutrition feed additive market

• Act as commercial manager to handle Enzyme & PI (ENE), strong focus on feed enzyme business in South India & Sri Lanka

• Drive and grow profitably ENE sales via effective volume/price push and using CRM tools

• Collecting and sharing market information

• Act as first point of contact for assigned ENE customer and support Technical Account Manager with commercial ENE deal execution

• Responsible to assure compliance and execution of standard sales processes in assigned territory

• Act as a counterpart to the Sales Team support in identifying growth fields, key customers and focus areas

• Build a strong relationship with assigned ENE customer in assigned territory

• Steer distribution management with Southern states of India and Sri-Lanka effectively

• Responsible to continuously improve the commercial results of the ENE product portfolio according to long-term strategy and short-term tactics

• Identify critical activities and align them with key regional counterparts as e.g.: Product focus, optimize and manage distribution channels, pricing strategies, volume allocation, competitor, and market analysis

Main Tasks

Customer relationship management:

• Cultivate, strengthen, and maintain the relationships with assigned customers / distributors / Agents / Scales Countries and being responsible for NPS feedback handling

• Conduct regular customer interactions to understand tender pattern and link them with ENE product availability, market intelligent sharing and trend analysis as trusted reliable supplier/partner

• Act as first point of contact for problem escalation and assure assigned customer’s needs (of ENE) are conveyed within the regional organization to respective counterparts of Product Management, Regulatory, Technical Service, and Market Intelligence

• Participate in regular market mapping activities to understand market and competition landscape

• Be responsible to maintain and manage volume forecast, NPS, product launch administration and assure effective follow-up and communication with the customer

Sales Process management:

• Participate weekly ENE market call and provide local market and competitors information

• Assure effective volume forecast and continuously improve accuracy

• Maintain all relevant customer information on SalesForce (CRM) with e.g.: customer visits, opportunities, risks, and contacts

• Be responsible to follow-up and execute all ENE related opportunities and assure updates in SalesForce (CRM)

• Manage targets with distributors and facilitate any changes

• Assure annual contracts are uploaded and updated in the ICM repository once needed

• Assure regular self-trainings in compliance and code of conduct are completed

• Utilize key digital tools to assure sales process efficiency (Power BI, MS Teams, NCM App, etc.)

• Work closely with Technical Account Manager, Supply Chain and Customer Service to assure delivery reliability and transparency for all ENE contracts

Sales Growth:

• Grow ENE business according to the strategy via existing and new customers

• Identify new customers and develop new business to further increase BASF’s market share: Improve market access for NSP enzymes and Phytases.

• Constantly monitor customer needs and assure usage of available volume for better profit

Additional responsibilities:

• Act as single point of contact for ENE business & drive distribution excellence and agent management in assigned territory.

• Candidate willing to take new task/ assignments & look forward to grow within organization. 

• Market and customer analysis when it is necessary 

Minimum Education and Qualification Required for the Position

Education: 

• University degree (MVSc) in Animal Nutrition & relevant subject as required by Regulation

• A degree in business is of advantage

Working Experience:

Minimum of 5 years of experience in Sales in the Commercialized Material sector in a corporate environment, feed industry experience is of advantage

Technical & Professional Knowledge:

• Strong commercial and negotiation skills

• Strong business acumen, acting with entrepreneurial drive to optimize profit

• Strong team player

• Fluent in the local language and English

• Professional in MS Office and CRM

• Basic understanding of Digital Solutions in Animal Nutrition