Sales Lead, SEA, Standard Polymers

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Job Title

Sales Lead, SEA, Standard Polymers 

Location

Singapore  

Reporting to the Sales Director, Standard Polymers, Asia Pacific, the incumbent responsible for the full P&L for respective product lines with the following responsibilities : -

• Distribution Management
  • Formulating and implementing distribution strategy within the country portfolio (Malaysia, Philippines, Indonesia, Bangladesh, Pakistan and Sri Lanka)
  • Select, evaluate and implement distribution model in each country including the decision to work between an agency and reseller model, the number of distribution partners and the allocation guidelines (by application or geographical coverage), the choice between local and regional partners…etc.
  • Define objectives for distribution partners and evaluate their performance on regular basis 
  • Develop scorecards for performance evaluation of the distribution partners
  • Collaborate with APAC Key Account Managers for Transplant business development.
  • Manage and arbitrate conflicts among distribution partners
  • In coordination with the related departments, provide regular trainings to distribution partners the compliance policies of INEOS Styrolution and ensure their business activities are compliant with the standard of INEOS Styrolution
  • Develop distribution channels outside the 6 countries in APAC to capture new business opportunities

• Strategy development and implementation
  • Collect and analyse market dynamics, trends, macroeconomics and competitions
  • Motivate and manage local / regional distribution partners to develop and implement the Standard APAC sales and marketing strategies and targets
  • Review and update the strategy regularly to catch up with the market changes catered to the respective local market need

• Sales and Customer Management
  • Analyse sales turnovers, profitability by products, key accounts and industries
  • Coordinate with other regional sales teams and key account managers to maintain / grow existing business and capture new business opportunities
  • Conduct regular customer visit to maintain business relationship and understand the short term and long term market trends in each country

• Pricing management
  • Propose and implement the aligned pricing strategy between key account managers, business management and regional Standard Management

• Credit management
  • Monitor the financial status of the distribution partners and alert related departments if anything abnormal being identified
  • Review open credit with reference to F&A guideline of INEOS Styrolution
  • Manage account receivables – “no overdue” principle and “no customer bankruptcy”

• Market intelligence
  • Collect market intelligence information from public information and report to relevant colleagues to support business decision in time
  • Propose proactive commercial strategies with reference to short term and long term market trends and changes

• Operational business planning
  • Collect information of macro trends and forecast of key industries
  • Report year to date sales performance and estimate full year sales forecast
  • Support budget preparation by forecasting sales, volume, target margins and market changes
  • Define target sales volume and margins to distribution partners
  • Implement approved yearly plan & targets with regular periodic review
  • Achieve finished goods inventory level targets

• Product management
  • Propose ideas of optimised product portfolio together with Business Management team
  • Coordinate with technical services to resolve quality issues and business development.
  • Support cost reduction activities to ensure higher profit
  • Collaborate with PS and ABS Technical Product Managers to develop new products to catch up with the requirement of new market & customer demands and applications
  • Monitor competitor’s activities
  • Support and coordinate with product stewardship team to address different regulatory and product compliance issues
  • Support any project defined by Standard Management APAC

Required profile :

Level of education and knowledge:

• University degree in Business Administration, Chemical Engineering, Chemistry, Polymer Science or equivalent
• Fluent in English and multi-language skills preferred

Experience in general:

• Minimum 5 years of experience in sales and distribution management.

• Experienced in setting up and managing distribution networks in Asia, particularly Southeast Asia

• Commercial experience in plastics industry and different market segments

Technical skills:

• Knowledge of products, technology & customer 
• General knowledge of economics, contract laws, corporate compliance (such as anti-bribery, anti-trust and anti-money laundering) and quality management

Competencies, Behavioral skills: 

• High level of compliance & business ethics
• Strong commercial and negotiating skills
• Excellent interpersonal and intercultural communication skill in both written and verbal
• General technical understanding of plastic products
• Good presentation skills with computer proficiency in spread sheet and presentation software tools
• Entrepreneurial behavior
• Strategic Thinking
• Innovative
• Influencing and Impactful
• Conflict Management
• Willing to accept challenges and behavorial/mentality changes
   

If you require further information please contact Li Choo Tan.

Of course, your application will be treated confidentially.

Human Resources

INEOS Styrolution APAC Pte Ltd., 111 Somerset Road, #14-16/21 TripleOne Somerset, Singapore 238164, Singapore