Sales Manager

We are a leading chemical company, with the best teams developing intelligent solutions for our customers, and for a sustainable future.

We connect and develop people with diverse talents all over the world. For you, this means a variety of ways to progress.

Not only your performance but also your personality matter to us, regardless of gender, age, ethnicity, orientation, and background.  At BASF, careers develop from opportunities. 

Objectives of the Position:

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

• Drive and grow the performance ingredient segment and achieve volume, net sales, and profitability targets
• Act as lead generator and first contact for the customer for Vitamin and Carotenoids opportunities
• Act as lead generator and first contact to introduce ENV non-product solutions to further enhance BASF’s competitiveness and growth
• Responsible to assure compliance and execution of standard sales processes in Indonesia
• Act as a counterpart to the Sub-Regional Sales Manager in identifying growth fields, intervention needs and focus areas

Main Tasks:

Summary:

• Act as a trusted advisor to the customer, providing first level of technical expertise, solving customers' problems by applying BASF Animal Nutrition product.
• 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 ENV product portfolio, service offering and solution approach to establish a trusted advisor and partner relationship beyond being a supplier
• Facilitate the initial stage of any Vitamin and/or Carotenoid requests and tenders with the assigned Commercial Manager V&C
• Act as first point of contact for problem escalation and assure customer’s needs are conveyed within the regional organization to respective counterparts of Commercial Management V&C, 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, NPS, 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 (CRM) with e.g.: customer visits, opportunities, risks, and contacts
• Be responsible to manage all opportunities with assigned customers and follow-up with the Commercial Manager V&C for Vitamin and/or Carotenoids 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 animal industry market in Indonesia significantly beyond animal feed growth rate via existing and 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

Additional responsibilities:

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

Minimum Education and Qualification Required for the Position:

• Education:

• • Min bachelor’s degree in chemistry, sciences. 
  • Relevant degree of related industry is advantage

• Working Experience: Minimum of 8 years of experience in Sales in a corporate environment

• Technical & Professional Knowledge:
  • • Professional knowledge of the Nutrition Industry in the respective country/region 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
    • Professional in MS Office and CRM
    • Basic understanding of Digital Solutions in Animal Nutrition