Business Development Manager Lubricants

2 weeks ago

Singapore BRYLCHEM PTE. LTD. Full time

Position:
Business Development Manager, Lubricants & Energy, SEA

Reporting to:
Hierarchically to Managing Director, Singapore and functionally to APAC Business Group Director, Lubricants & Energy

Key Objectives


The Business Development Manager is responsible for identifying, developing, and converting new principals, new accounts, and new project opportunities to improve IMCD's market position in the Lubricants & Energy segment, and achieving positive financial growth in Southeast Asia.

In addition, he/she is responsible for managing local activities related to achieving sales goals in Singapore.

**Job Responsibilities

  • Fully understand IMCD's product portfolio in SEA and its benefits to ensure value selling.
  • Work closely with the Business Group Director Lubricants & Energy, MDs, and local sales teams to develop a product portfolio and fill product gaps in the region.
  • Give assistance to the local sales teams to prepare a customerfocused plan for developing regional work in line with the overall objectives of the Lubricants & Energy strategic business development plan. This includes identifying (hunting) key target customers and potential barriers interfering with achieving strategic objectives and proposing effective and appropriate solutions.
  • Support the local sales teams, meet potential customers when necessary, and ensure a robust pipeline of opportunities.
  • Manage relationships with (key) principals for the Lubricants & Energy segment and support the introduction of new principals/products to the markets together with the local sales teams.
  • Measure activities across the region (incl. sales) to ensure that they are in line with business aims and propose remedial action where appropriate.
  • Regional point of contact for assigned Principals for commercial (price, budget, customer inquiries, etc.) and technical questions.
  • Regularly report IMCD regional performance (volume/product/country + key business opportunities).
  • Participate in business reviews with the principal's commercial and technical teams.

Sole Contributor for Sales and Development - Singapore

  • Identifying key decision makers & develop strong relationship with customers to support retention and translate into new revenue opportunities, programs to retain and grow existing accounts.
  • Ensure profitability of the business by achieving monthly sales targets & market share through direct selling & monitoring performance against targets and by securing business with new & existing customers. Develop organic growth with both existing and new customers. Manage adequately stocks adaptors (working capital) of the product line.
  • Develop and implement segmentspecific sales actions plan for the assigned markets to achieve order, revenue and margin projections through valuebased solution selling. Lead and manage sales strategy formulation and execution for key accounts. Drive customized solutions manage and market opportunity pipeline.
  • Understand and keep track of changing key customer needs and business environments to ensure the most appropriate support is provided to fulfil key customers' needs.
  • Liaise with internal departments to maximize sales opportunities. Provide concise and adequate reporting and informationsharing on a regular basis. Maintain detailed customer profiling database and provide business analysis.
  • Create network with local contacts at key potential new Principals to drive opportunities for growth.
  • Report business activities, key projects, and competitive information to our principals on a regular basis. And ensure meeting the Principal's targets and formulate strategy with the principals to achieve growth projection.
  • Expedite solutions to customer problems and complaints to maximize satisfaction.

Supplier Expansion

  • Work closely with the Principals and their Technical staff to proactively innovate and respond to market needs, implement improvement plans and solve problems. A key success factor of this job would be interpersonal skills and relationship building both internally and externally.
  • Drive regular reviews with existing key principals to ensure strategic alignment and constant mutual growth
  • Lead supplier expansion initiatives including the acquisition of new suppliers or new products/regions/markets of existing suppliers to fill portfolio gaps in close collaboration with the Business Unit Managers and Business Groups
  • Research and identifies new markets that fits into the growth strategy defined for SEA region

Digitalisation

  • Establish a positive digitalization and support the implementation of tools like SalesForce, Einstein Analytics, MyIMCD as market leading B2B platform, Virtual visitor and a renewed IMCD website and/or other channels in close collaboration with the Digitalization manager
  • Helps direct development of customerfacing web platforms and digital experiences.

Business Development Roles and Responsibilities in SEA
Reporting to and

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