Director - Sales & Marketing - Chemical Industry (15-25 yrs)

The Director Marketing & Sales defines, articulates and implements the organisation's strategy for selling products or services. Develops forecasts and strategies to achieve sales at price levels to ensure profitability. Actively seeks out major customers and forms good relationships with key influencers and buyers. Keeps abreast of industry trends, market and competitors' activities, and serves as a business representative at major industry events, conferences or trade shows. Leads presentations for business development and is involved in meetings with key business stakeholders.

The Director Marketing & Sales drives sales through the development of strategies, customer relationships and innovative marketing techniques. Has a good understanding of market demand and customer purchasing behaviour. Maintains a strong customer focus in all customer dealings. Has strong influencing, problem-solving and negotiation skills.

Areas of Expertise:

- Deep understanding of the market, customer profiles, their needs and expectations.

- Full knowledge of the international market, the business potential areas and serviceable markets.

- Experience of designing and developing sales strategies, sales plan, KRAs and KPIs in alignment with larger business objectives.

- Capable of evaluating market potential, the nature and intensity of competition and their strategies as demonstrated in market.

- Knowledge of all the emerging sectors, related to different application and their potential considering short term and long-term business perspective.

- High business and commercial acumen, understanding international scenario, taxation, compliances, sanctions and other geopolitical issues.

- Strong knack of collecting data pertaining to geographies, markets, customers and competition, analyzing the same and drawing business and commercial conclusions.

- Deep understanding of right cross functional processes, ability to collaborate with all the functions timely and proactively to bring in overall efficiency and effectiveness in function and role.

- Should have the ability to critically look at existing processes, suggest and execute improvisation of the same in consultation with concerned functions.

- Understanding of tendering business, reading, analyzing , interpreting and critically looking at technical, commercial, and legal aspects ensuring achievement of business goals.

- Demonstrated acumen in business development, understanding of the deep changes in market / customer penetration, having full control of needs and expectations of the same.

- Experience of key account management, dealing with large, important and key customers and working with them closely as a business partner.

- High negotiation skills with protecting and safe-guarding customer sensibilities and their business requirement.

- Conversant with Value Selling concepts making all negotiations multidimensional focusing onto different aspects of customer value proposition rather than focusing on to only monitory aspects.

- Experience of protecting margins in every deal with a deep insight into different factors from the standpoint of supply chain, finance, EHS as well as all visualized and unforeseeable challenges.

Roles and Responsibilities:

- Studying the market, sector, geographies, and their business potential.

- Preparing short- and long-term business plans, budgets, and strategic objectives to ensure continued business profitability.

- Maintaining high customer connect at all hierarchical levels at customers' end.

- Constantly understanding and evaluating customer needs and working as their business partner.

- Demonstrating utmost responsiveness and service orientation to take care of customer requirements and expectations.

- Deeply evaluating and analysing various contracts, commercial offers, including validation of legal provisions, and ensuring targeted business margins with zero risk.

- Efficiently managing inter-functional collaboration and connect to facilitate end-to-end business transactions with functions like IT, SCM, Production, PPC, R&D, and Finance.

- Coordinating with the Research and Development team to align marketing and sales strategies with product innovation and technical advancements.

- Planning and executing customer visits, addressing their issues in a timely manner, and preparing reports.

- Organizing customer meets and visits meticulously and ensuring positive relationshipbuilding with all stakeholders.

- Attending conferences, doing proactive planning, issue compilation, agenda preparation, and preparing reports on business possibilities.

- Participating in monthly BU Apex meetings and Quarterly company Apex meetings, giving comprehensive presentations highlighting achievements, gaps, and business issues.

- Drawing the functional structure in sync with the business requirement and potential, focusing on geographies, markets, people, and interpersonal alignment.

- Collecting and updating data related to competition, emerging market scenarios, changing government regulations, and ensuring smooth business continuity.

- Strengthening the concept of key account management for deeper engagement with large-volume partners and gathering internal information to predict future business inflow.

- Maximizing sales revenue, NSV growth, market share, and customer satisfaction scores.

- Effectively managing CRM and other technology solutions for business development and enhancement.

- Developing internal sales processes and policies in alignment with various related functions to develop a structured commercial approach.

- Building channel partners, developing relationships with them, and keeping them engaged to push for company objectives in the market.

Specifications:

- Experience of handling a team of senior sales professionals.

- Excellent team player, high in interpersonal skill and leadership qualities.

- Excellent analytical abilities and business acumen.

- Excellent communication and presentable skills.

- Rational, data driven and deep understanding of numbers.

- Change Management zeal with highest positive outlook and approach towards various initiatives.