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Manager - Business Development & Sales Superabsorbent
4 months ago
Set up CPE SBU in India, including identification of channel partners as appropriate, and drive business development activities to establish & build the CPE business in IndiaSet up CPE SBU in India, including identification of channel partners as appropriate, and drive business development activities to establish & build the CPE business in India
CPE Business Development
- Develop market & customer specific techno-commercial solutions – identify suitable products & determine the product positioning & appropriate business model, including identifying & engaging the right channel partners as appropriate, as part of a business growth strategy for CPE in India over the short & medium term.
- Understand all technical aspects of product performance & monitor competitive product performance & prices, to continuously assess competitiveness of own products and position our products accordingly.
- Provide technical support to customers including handling/ follow-up complaints on technical related issues, with support from regional technical colleagues.
- Work with RBU marketing to share market information & opportunities & determine appropriate strategy for the local market
- 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
- Lead advocacy efforts with external stakeholders & influencers to grow the superabsorbent industry in diaper segment
- To keep abreast of best practices and maintain professional and technical knowledge by attending educational workshops & conferences, reviewing publications & establishing professional networks
- Develop Go to Market Strategy
CPE Sales
- Undertake market mapping for CPE business in India, by calling/visiting prospective customers, traders and distributors, to understand and identify market needs & opportunities for BASF [product, services]. Prepare complete profile of the market & customers
- Identify new customers and applications to maintain healthy pipeline of new business
- Diversify customer base to ensure sustainable and healthy business development of CPE Superabsorbent in India
- Manage the complete sales cycle with the customer
- Monitor competition by gathering market information on pricing, products, new product development, business models.
- Optimize inventories and achieve DIV, OIV targets for merchandising business.
- Interact with RBU CPE colleagues to agree volume allocations and prices for customer cluster in India, & understand new business development activities being undertaken at global & regional level, to translate these business development activities into tasks and targets at country level.
- Consistently maintain high level of accuracy in providing monthly forecasts for India and regularly following up with CSO's and Regional colleagues to act as a bridge between them to oversee delivery of forecasts.
- Regular Update of Indian Market to Regional marketing & sales team and devise sales approach as per the organization's overall approach
- Building strong business relationship with Global & Country key accounts in close coordination with Global & Regional Key accounts manager
Minimum Education and Qualification Required for the Position
- Education: B.Tech / B.E in Chemical Engineering; MBA Preferred
- Working Experience: min 10-12 years in the chemical industry
- Technical & Professional Knowledge: B2B sales, experience in Speciality Chemicals, experience in Personal Care segment would be preferred
