Head of South Asia

Are you ready to shape the future of India's petrochemicals and energy markets by turning powerful market intelligence into game-changing growth opportunities?

Do you have experience in a leadership role?

About the Role:

ICIS is seeking an accomplished leader to lead the sales function, directing people leaders and professionals toward the achievement of departmental commercial objectives. This role is responsible for developing sales plans and establishing priorities, allocating resources effectively, and overseeing execution across teams. The successful candidate will apply deep functional expertise to complex business challenges and contribute to the development of sales strategy and policy.

Responsibilities:

• Leadership and Direction - Identify and communicate the actions needed to implement the function's strategy and business plan within the business area or department; explain the relationship to the broader organization's mission, vision, and values; motivate people to commit to these tenets and do extraordinary things to achieve local business goals.
• Customer Relationship Development / Prospecting - Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
• Sales Opportunities Creation - Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.
• Sell Customer Propositions - Configure a complex product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists. Present the solution to customer representatives and negotiate agreement within a predefined range of commercial parameters, or, alternately, review sales proposals from team members and authorize those that deviate from standard terms, escalating issues to senior management where appropriate.
• Promoting Customer Focus - Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
• Customer Relationship Management (CRM) Data - Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.
• Performance Management - Manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project/account team members and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of team/personal objectives.
• Organizational Capability Building - Use the organization's formal development framework to identify the team's individual development needs. Plan and implement actions, including continuing professional development specified by professional or regulatory institutions, to build their professional capabilities. Provide informal training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.
• Policy Development and Implementation - Develop procedures and interpret and apply policy for area of expertise to achieve specified outputs, or advise the wider business on application of policy, then monitor implementation of those procedures within the organization.
• Business Planning - Contribute to the development of annual and longer-term business plans; forecast performance against business key performance indicators (KPIs); develop business cases for key activities/projects; and estimate the financial and human resources required to deliver performance targets.
• Budgeting - Develop and/or deliver budget plans with guidance from senior colleagues.
• Operational Compliance - Monitor and review performance and behaviors within area of responsibility to identify and resolve noncompliance with the organization's policies and relevant regulatory codes and codes of conduct.
• Sales - Sell a range of products and services to significant customers and/or manage a sales team for a given area.
• Sales Incentives Management - Oversee the development and management of sales incentive programs across multiple sales teams, aligning incentives with the organization's broader sales strategies.
• Stakeholder Management - Develop and implement stakeholder engagement plans for projects to identify relevant stakeholders, to develop positive stakeholder relationships, and to ensure that each stakeholder has an appropriate share of voice.
• Business Performance Metrics - Control specific segments of the organization's business performance metrics, ensuring strategic alignment with financial goals and objectives.

Requirements:

• Experience: Experience of planning and managing resources to deliver predetermined objectives as specified by more senior managers (Over 3 years to 6 years)
• Leadership & Strategic Direction - Proven ability to translate business strategy into priorities and drive commercial results.
• Customer Relationship Management - Strong capability to build and manage relationships with senior decision-makers across complex accounts.
• Sales & Business Development - Demonstrated expertise in prospecting, market intelligence, networking, and opportunity creation.
• Solution Selling & Negotiation - Proven ability to develop tailored solutions and negotiate complex commercial agreements.
• Team Performance Management - Strong experience setting objectives, managing performance, coaching teams, and developing capability.
• Business Planning & Compliance - Demonstrated ability to manage business plans, budgets, KPIs, policies, and regulatory requirements.
• Stakeholder Management - Proven ability to engage and influence internal and external stakeholders effectively.
• Commercial & CRM Management - Strong understanding of CRM effectiveness, sales incentives, and commercial performance metrics.
• Understanding - Strong understanding of India's petrochemical, refining, energy, chemical, and associated industrial value chains.