Business Development Manager Lubricants

**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 customer-focused 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 segment-specific sales actions plan for the assigned markets to achieve order, revenue and margin projections through value-based 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 information-sharing 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 pro-actively innovate and respond to market needs, implement improvement plans and solve problems. A key success factor of this job would be inter-personal 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 customer-facing web platforms and digital experiences.

**Business Development Roles and Responsibilities in SEA**

Reporting to and