Recruitment: BASF - Head, Sales- Animal Nutrition, South Asia

We are a leading chemical company, with the best teams developing intelligent solutions for our customers and for a sustainable future. Our success as a company relies on the engagement of our employees. We encourage our employees to develop their strengths, and we recognize their achievements. For you, this means a wide variety of job roles, and exciting opportunities for learning and career development.

Description

Objectives of the Position         

• Full responsibility of the Profit & Loss (P&L) for Sales Animal Nutrition in South Asia; achieve sales and profitability targets (KPI fulfilment)
• Direct the development and maintenance of operational forecasts regarding volumes, market share, financial requirements and human resources needs, and monitor projected effects
• Responsible for all customer facing activities in South Asia
• Contribute to organizational decision making & strategic direction
• Disciplinary leadership in sales management in daily operations along all steps of the sales process

Main Areas of Responsibilities and Key Activities

Strategy development:

1. Direct the development of regional go-to-market and account strategies; ensure account plans are fully developed and executed with all internal and external stakeholders
2. Represent the country in the strategic dialogue with the Regional Head of Sales (HoS) to develop future strategic options (long term) and market tactics (mid-term)
3. Understanding and reporting of market trends
4. Focus on implementing regional customer portfolio strategy

5. Identifying potential collaboration partner to enhance positioning of BASF in South Asia
 
Sales management:

1. Optimize sales turnovers, improve profitability, and identify areas of improvement by analysing and benchmarking the regional business internally and externally, steering the business team, assessing new opportunities, establishing key account concepts, and recommending exiting from unprofitable businesses
2. Directs the development and maintenance of operational forecasts regarding volumes, market share, financial requirements and human resources needs and monitor projected effects
3. New Business Development and opportunity pipeline management short- to long-term

4. Steer local market fix costs
5. Analyse, decide, and implement best channels to market in agreement with Regional HoS and Global Business Management to achieve market share and penetration targets.

6. Assure Sales Management tools (SalesForce, PowerBI, MS Teams) are fully employed and utilized by the team and enhance further sales operation speed by continuously driving the implementation of efficiency and digitalization
 
Customer Management:

1. Strengthen and cultivate high level relationships with key existing and potential customers/ distributors
2. Key contact for problem escalation and resolution with customers and internal stakeholders
3.Manage local Distribution Management via best practice and in line with BASF compliance
4. Pro-actively seek the strategic dialogue with customers to position BASF as partner and differentiate from other suppliers 
Annual Business Planning:
1. Direct and realize the annual operational (budgeting) & middle-&-long term strategic planning of the local business by setting sales volume, selling price and profitability targets through negotiation and coordinating the relevant business activities with supply and sales organizations.
 
Leadership:

1. Leading a team of sales professionals and technical service
2. Selecting, hiring, developing & retaining people
3. Enable quality people development, motivating, coaching, performance management
4. Guide the team by providing experience-based strategic development and coaching to maximize sales channel effectiveness
5. Drive continuous pursuit of sales excellence within a high-performance, cross-functional team
6. Establish a safety culture

7. Assure team spirit and collaboration is established

Job Requirements (minimum requirement to carry out the work)

Education

• Master or Degree in Business Management and/or Animal Nutrition
   

Experience

• Minimum of 15 years of experience in Marketing and Sales with broad knowledge in business operations
• Strong leadership competencies in leading direct & virtual employees to success, and in developing talents

Technical & Professional Knowledge

• Proven entrepreneurial spirit
• Ability to effectively prioritize in a multitask environment
• Seasoned professional knowledge in Animal Nutrition & Nutrition & Health Industry in South Asia