At BASF Nunhems (vegetable seeds business), it is our ambition to make healthy eating enjoyable and sustainable. Together and in collaboration with partners we are eager to improve our vegetable varieties and solutions for our customers, the vegetable value chain and consumers worldwide. To further develop and grow this ambition we are looking for an Operational Excellence Lead.
Country Sales Manager – Corporate, South & Southeast Asia
Note : Relevant experience of Agri Input industry is a must.
Position purpose
- This position is the custodian of successfully implementing business development projects speedily with select Strategic Partner organizations, in alignment to BASF Nunhems outsourcing Strategy. This requires collaborative approach within and outside BASF Nunhems for scaling up businesses by leveraging distribution strength of partner companies. The area of influence outside BASF for this position is the Senior Management of Partner organizations and their Sales, Marketing, Development & Strategy teams.
- Enable the right foundation for South & Southeast Asia business in close coordination with regional M&S team. This includes facilitation for selection of right Customers, formulating business rules and model, and operationalizing the business.
- Ensure achievement of Regional sales budgets.
- Lead, coach and develop the sales team in developing and executing the business strategy, objective, target and plan in the region.
- Be responsible for ensuring compliance with respect to BASF’s license to operate, in accordance with the BASF Code of Conduct.
Major Accountabilities
As Country Sales Manager
- Lead, coach and develop the South Asia sales team.
- Lead and develop with Marketing team a business plan aligned with business strategy.
- Create an action plan for the area to meet the sales budget and secure proper resource allocation based on business plan.
- Responsible for the execution of the planning, sales and service process and sales efficiency
- Together with Marketing define and implement go to Market strategy, customer segmentation, distribution model, pricing building and consequent commercial policy.
- Represent the company towards external stakeholders (authorities, seed associations)
- Strengthen relationship with key influencers in the market.
- Lead and organize the Key Customer approach in the Southeast Asia. (including Produce Chain).
- Influence internal stakeholders in order to assure operational excellence (Supply Chain, CUSTRA, Finance, HR)
- Drive customer oriented and collaborative culture in Southeast Asia sales team
Marketing and promotion
- Evaluate the Regional Marketing Plan in the region. They should be in line with the M&S strategy, Country Business Plan and the Regional Marketing Plan and incorporates all marketing mix elements (price: price proposals for all products, forms, countries; product: proposals for the assortment; promotion: plans, budgets, actions; place: market/product combination; people: from hiring to firing) in order to contribute to the profitability for the assigned crop.
- Scan the market and identify opportunities and threats by means of market research and surveys as well as translate the consequences for the M&S division and incorporate together with the Marketing team into their plans and activities within the country in order to ensure country market development knowledge.
- Monitor the execution of the promotion plans in line with the marketing strategy and the marketing mix in order to create a unified and positive image of the company within the region.
Sales policy and sales management
- Define and apply Customers Segmentation model in the region to assure the right strategy and approaching to the different type customers to meet customers’ needs and improve customer satisfaction. Leading customer approach for multi crop customers and between crops and PCH. Leading implementation and managing of the strategy of KAM approach in the region.
- Apply pricing model in the region and define the catalogue price and pricing building for all crops in order to maximize the profitability. Monitor and continue vigilance on the exchange rate fluctuations.
- Define Rebate and Discount System in the region and approve the rebate and discount to customers.
- Design, implement and execute the distribution model in the region in order to maximize the market share, turnover and profitability.
- Design, advise, implement, execute and monitor the sales plan (set up per customer, area and crop) as well as adapt it and communicate these adaptations within the organization (stock, production) in line with the Regional M&S strategy and within Nunhems in order to maximize crop profitability.
- Advise and monitor regarding the cost budget, monitor and keep M&S budget costs under control in line with the company policy and within Nunhems in order to ensure profitability in the region.
Value Chain
- Support Value Chain manager to define value chain objective and leading value Chain team to detect and tap into new business opportunities, markets, channels, customers to enable long-term value creation by thoroughly mapping and understanding those industries: needs, value creation, players, product flows, trends, innovations. And develop opportunities into tangible potential.
- Spot possibilities and lead activities for innovative cooperation in the (fresh) food value chain. Establish long-term relationships with assigned key customers or prospects.
License to Operate:
- Be responsible for ensuring compliance with respect to BASF’s license to operate, in accordance with the BASF Code of Conduct means adherence to: 1. applicable laws and regulations, 2. internal guidelines and policies, and 3. ethical business practices
Customer Services:
- Collaborate with ‘Regional Manager Services APAC’. Advice, coach and lead customer service to ensure the smoothly execution of the process, maintenance of the ongoing relationship with selected customers and sales staff.
Skills, Experience & Qualifications:
- Master’s in business administration/agriculture with 15 years of experience in marketing & sales.
- 10 plus year experience in managing sales teams.
- Good understanding of the corporate & South Asia business environment.
- Good understanding of different cultures.
- Fluent in English with strong written and verbal communication skills
Key Figures:
- Market Potential : 500 Mio €
- Business Turnover : 9 Mio €
- Number of direct reports: 4 to 5
- Market complexity: High
INTERESTED IN THIS JOB?
Are you ready to step into this challenging position? Ready to join our ambition to make healthy eating enjoyable and sustainable for everyone worldwide? Come create chemistry with us, join our team and develop the future with us!
Send us your cv by clicking the ‘Apply’ button.
BASF is an equal-opportunity employer. We enthusiastically accept our responsibility to make employment decisions without regard to race, age, civil and social status, national origin, disability, sex, gender identity or expressions, or any other candidate or employee´s characteristic or group that is not related to their aptitude and suitability for the position. Our management is committed to following this policy concerning hiring, placement, promotion, transfer, demotion, layoff, termination, recruiting, pay, and other forms of compensation, training, and general treatment during employment.
