Sales Lead - Oxo Alcohols & Plasticizers

CPL sales

• Develop lasting customer relationships to identify business trends in and beyond the customer scope or respective portfolio.
• Apply the overall sales process, aiming to meet or exceed sales targets.
• Provide accurate sales forecast, supporting efficient planning of products and services.
• Identify customer requirements and offer solutions (service packages) accordingly.
• Negotiate and close deals or contracts with customers and provide operational guidance and support to the relevant functional departments to ensure implementation.
• Identify and attract new customers, pursue new applications, and interact with corresponding process and product developers of the potential customers, leading to profitable future business.
• Conduct customer-specific concepts and strategies and align them with marketing and management.
• Continuously increase market intelligence and update customer and competitor data. Distributor Management (Account Management)
• Distributor Management - Train, motivate, monitor and engage assigned distributors/agents to achieve business results as per plan. Utilize distributor/agents’ operations to increase BASF's competitiveness in the market.
• Regular market mapping for CPL business in India, by calling/visiting prospective customers, traders and distributors, to understand market movement, competition & demand / supply development in India.
• Identify opportunities available in the market & move volumes with our key accounts.
• Closely work with RBU marketing to share market information, sales opportunities & conclude the deals.

CPR sales & Business development

• Service existing B2B customers in India for the CPR product portfolio in end user applications such as medical plastics, toys, artificial leather, home care furnishings etc.
• Identify new customers and applications to maintain healthy pipeline of new business.
• Diversify customer base to ensure sustainable and healthy business development of CPR in the subregion.
• Manage the complete sales cycle with the customer.
• Monitor competition by gathering market information on pricing, products, new product development, business models.
• Influence end-user specifications to accelerate approval for products, emphasizing technical advantage over competitor products and developing sales strategies and tactical plans to achieve sales targets, and deliver premium over phthalates & competitor products.
• Optimize inventories and achieve DIV, OIV targets for merchandising business.
• Lead advocacy efforts with external stakeholders & influencers to grow the non-phthalate market.
• Consistently maintain high level of accuracy in providing monthly forecasts for India and regularly following up with CSO’s to act as a bridge between them to oversee delivery of forecasts. 
• To keep abreast of best practices and maintaining professional and technical knowledge by attending educational workshops & conferences, reviewing publications & establishing professional networks.       

Key Account Management (CPL & CPR)

• Take ownership of the account, including the development and execution of the account strategy and ensure alignment with corporate key account strategy.
• Develop and maintain long term business relationships
• Serve as a liaison between account and BASF departments to provide ongoing support and ensure customer satisfaction.

Minimum Education and Qualification Required for the Position

• Education: Chemical Engineering, min B. Tech / equivalent
• Working Experience: min 5 ~ 8 years in the chemical industry
• Professional Knowledge:  B2B sales, commodities/specialties market dynamics