Sales Manager - Fuel and Lubricant Solutions

Objectives of the Position

• Develop strategies and local tactics to manage and grow the business profitably.
• Develop mid-to long-term financial targets. Support Head of Sales in steering business towards mid-term targets and track achievement.
• Steer business of the assigned SBUs in the country and manage product portfolio to ensure sustainable and profitable business growth of the SBU. Be responsible for local business plan and budget to achieve targeted cCM1 and volumes.
• Monitor market trends, conduct competitive landscape mapping & implement measures to achieve short-term business objectives based on product-market knowledge for industry segments.
• Drive a high-performance culture within the team bringing in performance orientation.
• Manage net working capital.

Main Task

Sales Management

• Develop lasting customer relationships to identify business trends in and beyond the customer scope or respective portfolio.
• Execute key projects for SBU (e.g. new application/business development/premarketing).
• Influence decision-makers in a complex environment within and outside BASF on all levels, and drive actions/decisions even without disciplinary responsibility.
• Develop and maintain strategic long-term business relationships with respective accounts (all decision-makers) to promote brand value.
• Contribute to the analysis, qualitatively or quantitatively, about customer information, market trend and competitor data to inform and improve the effectiveness of the planning, execution and optimization of marketing strategy and sales achievements.
• Drive responsibility for financial performance to achieve agreed-on targets regarding net sales, contribution margin, and fixed costs.
• Drive Cross-BU collaboration, identify customer development opportunities and build synergies.
• Drive negotiation with customers and provide operational guidance and support to the relevant team members and functional departments to ensure implementation.
• Monitor market trends, conduct competitive landscape mapping & implement measures to achieve short-term business objectives based on product-market knowledge for industry segments.
• Drive operational excellence, Digitalization and Sustainability projects within the country and regional for all in collaboration with our top customers. Initiate processes improvements to increase efficiency and effectiveness in business planning and beyond.

Customer Management

• Focus on Voice of Customer, SalesForce and monitor its KPIs. Leverage customer feedback to implement measures and continuously improve customer service.
• Effective credit control and working capital management to meet targets of DSO, DIV and overdues.
• Support and coordinate with RBM, relevant stakeholders in country on key accounts.
• Ensure adherence to global and regional Business & Safety Compliance.

Requirement

• Education: Degree in Chemical Engineering or equivalent. Masters in Business Administration is an added advantage.
• Working Experience: 5-7 years professional experience. Experience in Lubricant/Automotive would be an added advantage.
• Knowledge of Sales, Business Development, Stakeholder Management with deep customer focus.
• Experience in SAP, MS Office applications, hands-on experience with CRM tools like Salesforce.
• Good command in English.
• Good communication skills, team player.