Job Role

• To deliver business results for customer accounts through volume growth, price and mix improvement through an established, loyal and growing customer base. The incumbent should develop the local sales strategy aligned to the Global Commercial strategy, and Company goals (e.g. H&S, Sustainability, Digitization) and work very closely with relevant functions such as Global Accounts to deliver GA plans locally, Supply Chain for demand forecasting and service KPI and Finance for collection and cash flow management.

• Driving new business opportunities with existing customers and with new customers and successfully implementing NPD activities for commercial benefit to company. The individual is expected to work closely with the Global Accounts & Technical Service teams to execute the Global Accounts strategy in the defined region/market.

Main Responsibilities

1. Commercial Responsibilities:

• Establish and achieve local sales plan through existing customer base, winning share gain and acquiring new business through a clearly defined prospecting strategy
• Manage the implementation of customer segmentation models to ensure resources are focused in the right areas
• Manage the implementation of Key Account planning program across the sales team to identify and deliver growth with the priority customers in line with the local business strategy
• Understand the market dynamics & demand trend by end use/segment and translate the insights into the local demand forecast
• Create a broad range of influential contacts and key decision makers across all levels within the customer and internal organization to deliver business objectives
• Improve Gross Margin through mix improvement with technical selling and deliver price increase plan by value delivery to the customers
• Deliver Operating Cash Flow plan by ensuring the collection of the debtors within agreed payment terms
• Periodic review of the credit worthiness of the customer in alignment with credit control team

2. Marketing and Communication

• In collaboration with Marketing, contribute to the development of market and customer insights and ensure these are actioned to deliver commercial benefits to Company and its customers
• Actively support key strategic customer meetings to promote the benefits of the Company, product, service and digital offers and represent the business as a subject expert.
• Drive global projects and innovations in the local market.
  Keeps abreast of the latest selling techniques and approaches and feeds these into Company's leadership for continuous improvement of the Company's Commercial Academy and the Sales Competency framework
  
  3. Budget and Analysis:
  
  
• Responsible for the defined regions budget and conducting regular reviews against performance and plans
• Use insights to identify strategic synergies between Company and key customers that can used as a platform for long term collaboration and partnership
• Implement processes and systems to improve sales capability and consistency of customer business planning, in accordance with Commercial Excellence principles and Commercial Academy programs
  
• Track key competitors with respect to their business strategy and design counter strategy to drive share gain, and provide feedback to marketing to contribute to a deeper global understanding of competitor strategies & tactics
• Strategic planning skills to set goals and develop effective projects to deliver sales growth
• Work closely with stakeholders like GA, Technical Services, Finance and Supply Chain to sign-off annual business plans

• 4. People Development:

1. Develop and coach the sales team in accordance with competency profiles and aligned to the Commercial Academy Training program
2. Build capability and consistency of the team by training and developing and providing coordination to the relevant stakeholder of GA, Technical services, Customer service and O2C team.
3. Encourage and engage Sales team to develop a growth mindset based on proactive actions to enhance performance and improve results.
4. Drive engagement, motivation and recognition within the team to build accountability to achieve their goals.
5. Delivery of Commercial Academy training modules to the local team as part of the overall sales capability development plan