International Sales - Chlorinated Paraffin Wax & Plasticizers

Role & responsibilities

To develop and expand international business for Chlorinated Paraffin Wax (CPW/Chlorinated Paraffins) and plasticizers by identifying overseas customers, developing new markets, managing distributors, and achieving export sales and profitability targets.

The candidate must have a combination of technical product knowledge, commercial expertise, and international sales experience, including product applications, specifications, pricing, costing, negotiations, export documentation, and international trade practices.

Key Responsibilities

A. International Sales & Business Development

• Identify and develop new international markets for CPW and plasticizers.
• Generate export enquiries and acquire overseas customers, importers, distributors, traders, and industrial end users.
• Develop country-wise market strategies to increase export sales and expand the customer base.
• Conduct market research to identify demand, competitor activities, pricing trends, and potential business opportunities.
• Build long-term relationships with international customers and distribution partners.
• Participate in international trade fairs, exhibitions, and industry networking events.
• Achieve monthly, quarterly, and annual export sales targets.

B. Technical Product Knowledge

• Possess a sound understanding of CPW and plasticizers, including product grades, chemical properties, specifications, and industrial applications.
• Understand the impact of chlorine content, viscosity, density, thermal stability, and other relevant parameters on CPW performance, as applicable to the products handled.
• Understand plasticizer properties, compatibility, volatility, processing characteristics, and suitability for PVC and other polymer applications.
• Explain product specifications, technical advantages, and application suitability to customers.

C. Commercial Knowledge & Negotiation

• Prepare export quotations, Proforma Invoices, and commercial offers.
• Evaluate product costing, raw material prices, packaging, freight, insurance, and other relevant expenses.
• Determine competitive selling prices while maintaining target gross margins and profitability.
• Negotiate prices, order quantities, minimum order quantities (MOQ), payment terms, credit periods, and delivery schedules.
• Monitor international CPW and plasticizer market trends, competitor pricing, and customer buying patterns.
• Understand Incoterms, including EXW, FOB, CFR, and CIF.
• Have knowledge of export payment methods, including advance payments, Letters of Credit (LC), D/P, and D/A.
• Coordinate with finance teams for customer credit assessments, outstanding payments, and timely collection.
• Evaluate commercial risks and ensure profitable business development.

D. Export Operations & Documentation

• Manage the export sales cycle from enquiry generation and quotation to order confirmation, shipment, and payment follow-up.
• Coordinate with logistics teams, freight forwarders, shipping agents, and customs brokers.
• Understand export documentation, including Commercial Invoices, Packing Lists, Proforma Invoices, Certificates of Origin, and other applicable documents.

Preferred candidate profile

Product Portfolio

A. Chlorinated Paraffin Wax (CPW)

• Chlorinated Paraffin Wax of different grades and chlorine content, as applicable to the company's portfolio.
• Short-, medium-, or long-chain chlorinated paraffins, depending on the products handled and applicable regulations.
• Applications in PVC compounds, rubber processing, paints and coatings, sealants, adhesives, leather processing, and metalworking fluids, subject to the product grade and regulatory requirements.

B. Plasticizers

• Phthalate Plasticizers: DOP/DEHP, DBP, DINP, DIDP.
• Non-Phthalate Plasticizers: DOTP/DEHT and other alternatives.
• Specialty Plasticizers and Polymer Additives.
• PVC processing additives and related chemical products, depending on the company's portfolio.