Application Manager - Chemical Market

Maintain and grow the existing customer business and develop prospective customers to meet

goals agreed with the reporting superior.

 Provide a high level of application technology expertise especially in chemical for Carmeuse

products and services within the territory customer and prospect base.

 Promote usage of high grade Quick Lime in Flue Gas Cleaning & Desulphurization, Paper & Pulp,

Specialty Chemicals, Chemicals, Additives, Plasticers, Coatings, Petrochemical and other related

industries.

 Develop product usage and value creation matrix and to market that to target customers.

Conduct lab and process trials for the products at customer end establish “Value In Use” concept

to create differentiation with competition and drive for better pricing.

 Coordinate and understand the new innovative products and application concepts being

developed and followed at Carmeuse global level to implement in the local industry (as and

when needed).

 Maintain long term business relationships as required to meet business goals.

 Follow- up and influence the evolution in standardization of lime & limestone applications with

the customers.

 Participate fully in all assigned marketing Cross Functional Teams and contribute actively to the

development and execution of the industry sector market plans for the region.

 Build and maintain a comprehensive customer and prospect database, measured in terms of

value & volume, for the assigned territory and market segments of operation, fully utilizing

digital / online management tools and resources available.

 Highlight all customer support requirements and ensure relevant resources are brought into play to resolve issues.

 Maintain a minimum active prospect list as agreed with Country & Key Account Manager and

measured by potential business volume and numbers of active prospect accounts.

 Maintain active memberships and participation in relevant industry associations and technical

support groups.

 Understand and report competitor strengths, weakness and activities.

 Negotiate contract conditions and pricing with customers in line with the agreed framework for

the region in coordination with Head of Sales, India & S&M Director.

 Fulfill all required budgeting, forecasting and reporting procedures.

 Actively involved in market study and research for new prospects and new applications.

New products/applications development

 Analyzes customer request.

 Closely collaborate with production, laboratory, marketing experts and R&D to develop new

products/application.

 Participate in laboratory and pilot tests.

Promotion activities

 Organize promotional actions- seminars, training, public presentations.

 Create promotional media-promotional leaflets, brochures, multimedia.

Responsibilities

 Promoting Value In Use Concept.

 Undertake Product lab & Industrial Trials.

 Establish differentiation with competitor product.

 Improve Gross Margin (Volume, price).

 Share knowledge with internal & external customers, bring in efficiency in organizational

activities.

 Development of new markets and products.

6. Key performance indicators

 Promotion of Value In Use concept and ability to convert that into price improvement.

 Ability to push for use of high-grade fluxes.

 Effectiveness of selling effort in terms of both overall activity and ability to progress the

sales cycle.

 Improve Gross Margin.

 Volume of business to existing accounts.

 Development of new accounts.

Basic requirements

1. Minimum Engineering Degree preferably in Chemical, Masters will be will be preferred.

2. Ideally minimum 14 ~16 years (preferably with about 7 ~ 8 years in a Manager’s role in a similar rôle,

exposure to conducting customer site lab and process trials, appréciâtes B2B industrial sales if

possible.

3. Has in person experience of leading customer and product support activities.

4. Should have managed technical / application support activities on Pan India basis.

5. English knowledge (written and spoken) / native country language.

Needed Knowledges

 Product & Technical application

 Marketing and Sales Account Management methods

 Legislation

 PC knowledge (Word, Excel, Power Point)

2. Needed skills

 Very strong Relation Building ability (ability to connect with key people across different

levels)

 Technical skills

 Customer oriented

 Negotiation skills

 Analytical skills

 Highly self-motivated and pro-active and able to work independently.

 Planning and organizational skills

 Communication & interpersonal skills

 Comfortable travelling extensively