Sales Representative - ISC

Job Summary


Responsibilities

• Responsible for commercials (Volume, Value Contribution Margin) of key segment such as Polyurethane Catalysts, Polyurea coatings, Polymer modification-textile, nylon, Water-based applications-colorants, inks, coatings, etc.; Emerging applications new business development, assigned key accounts, etc. in Indian sub-continent (ISC).
• Product range includes Amine Catalysts for Polyurethane Foam and Coatings Adhesives; Ethylene amines, Polyetheramines, Additives and New products, etc.
• Implement company s Growth Strategy in co-ordination with Country Manager ISC and APAC Market Managers in a time-bound manner.
• Deliver growth for existing accounts, generate new projects ensure stakeholder management and global coordination on strategy, pricing.
• Manage and provide strong leadership to the assigned Distributors, guide them in achieving annual sales targets, deploy segment strategy KPIs, and ensure timely reports, agreements, forecasting, allocation, order collection, market intelligence, performance management, etc.
• Liaise with Regional Market Managers to identify long-term growth opportunities and develop sustainable five-year plan and execute it successfully.
• New business development generate strong project pipeline per segment.
• Actively promote and generate sales of new products per segment.
• Execute pricing strategy, focus on Value selling and drive Contract Management negotiations.
• Devise local sales strategy/plan and commercial execution in assigned territories/market segments.
• Regular travelling for customer visits, enhance customer intimacy relationship management.
• Provide Market mapping for the segment, products, etc.
• Establish and maintain a customer database that enables the business to access key information in system.
• Keeping regular updates on market intelligence and timely reports as required by organization.
• Provide reliable monthly rolling forecast for next 12-24 months.
• Prepare market/competition intelligence reports on monthly basis.
• Develop sales gap filling plans and fulfill the gaps arising on monthly basis.
• Effective management of the receivables, DSO and overdues.
• Should be able to work across time zones to liaise with various stakeholders
• Adhere to Business Compliance requirement and Huntsman EHS codes.

Requirements

• The job holder should possess a basic degree in Chemistry or Chemical Engineering/Technology from reputed institute.
• Post graduation / MBA will be an added advantage
• Should have grip on MS PowerPoint, advance MS Excel and Data analysis tools will be required.
• The individual should have 7-10 years commercial experience in the relevant market segments.
• At least 5 years recent experience in technical sales of various Raw materials into Polyurethane Foam industry in India.
• Should have handled Key Accounts- MNCs and must have active contacts with various large-medium scale India customers in relevant market segments.
• Proven Track record of Sales growth, new business development, concept selling market development
• Must have good connect with Polyurethane foam industry understand its value chain-automotive, coatings, insulation, etc.
• Connect with textile formulators will be an advantage.
• Flair for new business development
• Commercial acumen Sales driven
• Value selling Technical Sales
• Take responsibility
• Can-do attitude Self motivated
• Distributor management
• Key account management
• Good Communication Skills -English, Local languages.
• Hands-on Advance MS Excel, Powerpoint, Power BI will be an advantage.
• Presentation skills would be added advantage.
• Market mapping

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