Manager - Feed Enzymes & Performance Ingredients, Animal Nutrition, Indonesia

Objectives: 

• To develop and growth BASF’s Animal Nutrition feed additive market
• Sales representative in ENE Indonesia to promote product in portfolio
• Fully accountable of the Profit & Loss (P&L) for ENE Indonesia; achieve sales and profitability targets (KPI fulfilment)
• Assure sales compliance and complying with all sales and management processes: operational forecasts, market share tracking, and financial requirements
• Key account to local GKA and strategic account, and Distributor for ENE portfolio
• Act as key counterpart for the Technical Service Team to support the customer’s technical support needs (both direct and customer)
• Act as a counterpart to the ASEAN Sales Management in identifying growth fields, intervention needs and focus area
• Provide local technical support for sales activities in Indonesia

Summary:

• Act as a trusted advisor to the customer, providing first level of technical expertise, solving customers problems by applying BASF Animal Nutrition Feed Enzymes & Performance Ingredients portfolio
• Responsible to continuously improve the commercial results of the Performance Ingredients product portfolio and grow BASF’s Animal Nutrition business above local feed additive market growth
• Identify critical activities and align them with key regional counterparts as e.g.: Product promotion, proposals of marketing plans, analysis of sales and identifying key growth areas, optimize and manage distribution channels, pricing strategies, competitor and market analysis and needs for product approvals via regulatory

Customer Relationship Management

• Cultivate, strengthen, and maintain the relationships with assigned customers / distributors, existing and new, project and trial partners and academic institutions.
• Conduct regular customer interactions to understand needs and link them with ENE’s product portfolio, service offering and solution approach to establish a trusted advisor and partner relationship beyond being a supplier
• Act as first point of contact for problem escalation and assure customer’s needs are conveyed within the regional organization to respective counterparts of ASEAN Management, Product Management, Regulatory, Technical Service, Technical Sales and Marketing
• Develop and maintain customer segmentation, value curves and account plans for assigned customer
• Be responsible to maintain and manage volume forecast, product launch administration and assure effective follow-up and communication with the customer

Sales Process Management

• Assure effective volume forecast and continuously improve accuracy
• Maintain and all relevant customer information on SalesForce with e.g.: customer visits, opportunities, risks, and contacts
• Be responsible to manage all opportunities with assigned customers and follow-up related open and delayed opportunities
• Manage targets with distributors and facilitate any changes
• Assure all contracts are uploaded and updated in the ICM repository
• Assure regular self-trainings in compliance and code of conduct are completed
• Participate / take advantage of provided technical trainings to continuously improve technical capabilities
• Utilize key digital tools to assure sales process efficiency (Power BI, MS Teams, NCM App, etc.)

Sales Growth

• Grow ENE’s market in Indonesia significantly beyond animal feed growth rate via existing, new customers
• Identify new customers and/or distribution partner and develop new business year on year to further increase BASF’s market share
• Utilize customer segmentation, annual Country Growth Road Map review, and value curves to define focus customers to strategically grow with them and prioritize resources
• Constantly monitor customer needs and assure usage of key portfolio selling tools as the Sales-Guide, Cross-Selling Matrix, to gain share of wallet

Technical Support

• Co-ordinate and support Internal Enzymes trials with global team/ Institutions / Universities/ Customers to fulfil trials assignment
• Identify, develop and conduct Enzymes and Acid trials with potential customers
• Conduct routine analysis and create trial reports
• Share and discuss outcomes and insights with head of technical and regional marketing to assure market needed

Additional Responsibilities

• Work closely with regulatory to identify regulatory risks and needs early and support the local regulatory process if needed

Requirement:

• Degree in Biochemistry, Animal Science, Veterinary Science or Aquaculture (Animal Science is preferred)
• Minimum 5 years in sales and/or technical service related in Life Science / Animal nutrition sector
• Sales/marketing experience is a plus
• Professional knowledge of the Animal Nutrition Industry in Vietnam and understanding of the local customer needs
• Strong business acumen, acting with entrepreneurial drive to seize business opportunities
• Excellent selling and communication skills
• Strong team player
• Ability to effectively prioritize in a multitask environment
• Fluent in the local language and English