International Sales - Polyurethane & Specialty Foam Chemicals

Role & responsibilities

A. Technical Product Knowledge

• Possess a sound understanding of product specifications, chemical properties, applications, and performance characteristics.
• Understand the technical requirements of PU systems, rigid PU foam, adhesives, sealants, coatings, epoxy, and silicone products.
• Understand product formulations, grades, compatibility, curing mechanisms, and application processes to the extent relevant to the products handled.
• Identify customer requirements and recommend suitable products based on their technical and application needs.
• Discuss technical specifications, Technical Data Sheets (TDS), Safety Data Sheets (SDS/MSDS), and product compliance requirements with customers.
• Coordinate with R&D, technical service, production, and quality teams to resolve product-related queries and customer complaints.
• Understand customer trials, product testing, quality parameters, and technical approval processes.
• Communicate technical product benefits, differentiating features, and application advantages to international customers.

B. International Sales & Business Development

• Develop new international markets and identify overseas customers, distributors, importers, and industrial end users.
• Generate export enquiries through market research, online platforms, trade directories, exhibitions, and business networks.
• Build and maintain long-term relationships with international customers.
• Prepare market development strategies for target countries and customer segments.
• Promote the company's product portfolio and convert qualified enquiries into profitable business.
• Achieve sales targets in terms of revenue, volume, new customer acquisition, and profitability.

C. Commercial Knowledge & Negotiation

• Prepare export quotations, Proforma Invoices, commercial offers, and price proposals.
• Calculate and evaluate product pricing based on raw material costs, packaging, freight, insurance, duties where applicable, and other relevant costs.
• Understand product costing, gross margins, contribution margins, and profitability analysis.
• Negotiate product prices, minimum order quantities (MOQ), payment terms, credit periods, and delivery schedules.
• Have a sound understanding of international trade terms (Incoterms), including EXW, FOB, CFR, and CIF.
• Understand export payment methods, including advance payments, Letters of Credit (LC), Documents against Payment (D/P), and Documents against Acceptance (D/A).
• Assess customer creditworthiness and coordinate payment terms with the finance team.
• Monitor outstanding payments, overdue invoices, and foreign exchange considerations relevant to export transactions.
• Evaluate competitor pricing and market trends to maintain competitiveness while protecting profit margins.

D. Export Operations & Documentation

• Coordinate export orders from enquiry and quotation through order confirmation, dispatch, and payment realization.
• Understand export documentation, including Commercial Invoices, Packing Lists, Proforma Invoices, Certificates of Origin, and other applicable documents.
• Coordinate with freight forwarders, shipping agents, banks, logistics teams, and customs brokers.
• Understand shipment planning, packaging requirements, transit times, and applicable product-specific shipping and regulatory requirements.
• Ensure coordination between customers and internal teams for timely order execution.

Preferred candidate profile

The candidate should have experience in one or more of the following product categories:

• Polyurethane (PU) Chemicals
• Rigid Polyurethane Foam and Systems
• Flexible PU Foam and Foam Chemicals
• Industrial Adhesives
• Sealants
• Industrial and Protective Coatings
• Epoxy Resins and HardenerSystems
• Silicone Products and Sealants