23 déc. 2021 à 17h43 Autre Casablanca 59 vues
Détails de l'annonce
We are recruiting for our Intermediates Chemicals division a Sales Manager who will manage the CI business in Country Cluster Northwest Africa.
What You Can Expect-
Functional / Operational tasks-
Fuel & Lubricant solutions -
Sales -
Education & training required-
Responsibility from day one in a challenging work environment and on-the-job training as part of a committed team. Competitive compensation including attractive benefits as well as excellent career opportunities in an international company.
What You Can Expect-
Functional / Operational tasks-
Fuel & Lubricant solutions -
- Have the responsibility of overall sales process for the entire Fuel and Lubricants portfolio in NWA; aiming to meet or exceed sales targets.
- Take ownership of the relevant accounts for G-EVO portfolio, including development and execution of the account strategy and ensure alignment with key account strategy.
- Serve as a liaison between her/his accounts and other BASF departments to provide ongoing support and ensure customer satisfaction. Report/record customer-related data using up-to-date communication and CRM tools. Close contact with Customer Service team for successful planning, order management.
- Regular update of market picture and account plans, in communication with the Regional Marketing & Product Managers and Global Key Account Managers to increase competitiveness and serve untapped potentials.
- Launch and implement business development projects.
- Training, target-setting and performance follow up of relevant distributors to ensure maximum contribution from their end.
- Ensure running or new customer and distributor contracts are in line with G-EVO contract management guidelines.
Sales -
- Deep dive into the chosen industry in alignment with the OD
- Develop lasting technical & commercial customer relationships to identify business trends in and beyond the customer scope or respective Chemical Intermediates portfolio, translate and convert business opportunities into active sales
- Identify and attract new customers, pursue & introduce new applications, and interact with corresponding process and product developers at the potential customer, leading to sustainable, profitable business
- Apply the overall sales process, aiming to meet or exceed the sales targets and optimize profit and market shares regionally
- Provide accurate quarterly sales forecasts, supporting efficient planning of products and services
- Truly understand customer needs / requirements and find the adequate solutions for the customer aiming a unique value proposition
- Negotiate and close deals or contracts with customers and provide operational guidance and support to this department to ensure implementation
- Optimize product portfolio and customer portfolio considering local complexity and trends; seek for product applications in new areas
- Collaborate, cross - divisionally, with sales team members to achieve the strategy targets
- Analyze value chains of existing and emerging industries and follow a structured approach to identify potentials and translate them into business opportunities
- Establish Local Industry Network Team(s) with sale force, act as a "competence hub" for focus industries and foster cross-BU collaboration
- Advocate, pull & enable industry solutions by active relationships with decision makers and influencers in relevant industries, associations, authorities, and institutions
- Monitor industry specific trends and drivers and proactively design customer / competitor landscape
- Create transparency and report on country regulations affecting relevant industries and BASF business in country/region
- Promote presence and visibility of BASF at major events
- Understand customer needs and translate them into accurate sales and volume forecasts
- Contribute to bottom-up sales and delivery planning in line with the regional strategy and BU sales management
- Monitor sales budget, margin improvement, and take corrective actions where necessary
- Pricing offering to the market in line with PMM guidance, but also Regional focus at article level
- Represent actively BASFs interests in the local market (e.g. industry associations, regional fairs and forums, regional events and lobbying)
- Accurate and proactive on-time reporting about trends and opportunities (e.g visit reports, forecast, opportunity pipeline, support of technical visits, customer account plans using Salesforce)
- Operational guidance and support of the relevant OTCs
- Maintain the comprehensive local market map with focus on market size, industry trends, competitive landscape, and sales channels (direct - indirect)
- Create, implement, and update regional sales concepts for the BU related industry taking the SBU strategy and the local sub regional strategy into account
- Prepare and update local competitor profiles and customer concepts using Salesforce
Education & training required-
- Chemical engineer or Chemist from a reputable university
- 8 - 10 years experience in chemical industry.
- Sales experience and account management
- Value chain and application knowledge
- Understanding the petrochemical landscape and major players in CCNWA
- Deep knowledge of product portfolio and possible applications
- Support customers commercially & technically
- Microsoft office
- English fluent
- French - fluent
- Arabic - is a plus
- Must be able to travel in CCNWA and other countries
- Having a driving license
Responsibility from day one in a challenging work environment and on-the-job training as part of a committed team. Competitive compensation including attractive benefits as well as excellent career opportunities in an international company.
