Sales - Account Manager

Main Tasks:

• Drive the business of assigned customers/territory aiming to meet or exceed business targets (cCM1 & Volumes) for respective customers
• Support specialised global business i.e. Gas Treatment and regional business team in preparation of techno-commercial proposals through a combination of technology licensing, marketing chemicals supply (both for initial fill and subsequently refill volumes)
• Implementation of respective SBU strategy in country and identify and implement business or value growth for respective customers/territory
• Continuously increase market and competitor intelligence and update customers and competitor’s data (supply/demand)
• Effective credit control and working capital management at customer to meet financial targets for DSO, DIV and overdue management
• Carry out market studies/ projects for respective end industry /customers for identifying future opportunities
• Negotiate and close deals or contracts with customers by taking complete customer accountability & leveraging knowledge of entire product value chain, supply capabilities and competition
• Ensure business compliance according to BASF policy

Customer Relationship Management

• Develop, align and execute mid- and long-term account plans
• Identify & translate market opportunities into business through cross BU cooperation & new working concepts / ideas
• To identify & develop, and implement differentiation strategies (including for defending refill volumes of Gas Treatment Business) to improve competitive advantage by understanding customer needs, gathering & sharing of market & competitor information – Ensure value pricing whenever applicable
• Develop lasting customer relationships to identify business trends in and beyond the customer scope or respective portfolio
• Identify and attract new customers, pursue new applications, and interact with corresponding process and product developers of the potential customers, leading to profitable future business
• Ensure high/wide customer contacts and regular visits to customers
• To build and maintain long-term relationships with Oil & Gas industry partners (licensors, engineering contractors, vendors) to enhance BASF’s business on a global scale
• To represent BASF in industry associations, conferences, trade shows, customer networking events
• To exchange information and collaborate with other BASF business units to present BASF’s collective offerings to the customers

Operational Tasks

• Provide operational guidance and coordinate the relevant functional departments to ensure value creation and customer satisfaction
• Use of NPS (Net Promotor Score) to continuously improve customer experience
• Accountable for Demand- and Sales Forecast and fulfilment supporting efficient planning of products and services to support production planning (return on assets) using tools like OMP DP and local merchandising business model
• To enhance work coherence, quality & efficiency by contributing actively in sales meetings, reporting and in developing customer training/communication materials for sales
• Ensure effective, open and speedy communications for faster decision making
• Ensure adherence to business initiatives /tool, e.g. OMP-DP, Salesforce, PMM, NPS, Customer Network/KAM, TransperenCI, CLM (contracting tool)

Job Requirements:

• Education: B. Tech Chemical Engineering (MBA Preferred)
• Working experience: 4-6 years in Gas Treatment or related field.
• General sales is mandatory and techno-commercial experience in Oil & Gas Industry / Gas Treatment would be added advantage
• Sales Skills: Able to find and connect with customers, build relationships, and close deals.
• Product Selling: Understand the product well and explain its value clearly to customers.
• Techno-Commercial Know-How: Combine technical understanding with business sense to offer the right solutions and support customer decisions.