Recruitment fraud and scam alert

Please be aware that Borouge has been receiving notices from candidates seeking clarification of job offers and recruitment propositions they receive. These job offers come from organisations or individuals who are falsely pretending to recruit on behalf of the Abu Dhabi Polymers Company (Borouge) or by people claiming to work for, or are affiliated, to Borouge. In return, they ask the recipients of the job offers to transfer a significant sum of money to pay for certain employment requirements such as visa, etc.

Please note that neither Borouge nor any of the legal organisations that recruit on our behalf ask for any money or payments from applicants at any point throughout the recruitment process. All the successful individuals who have been directly or indirectly provided with job offers from Borouge are always required to go through a formal recruitment process. All communications with this regard should originate from a verifiable Borouge email address (borouge.com) and not from an internet email addresses such as hotmail, yahoo or others.

What you need to do…

• Do not respond to unsolicited job offers from organisations or email addresses that you do not know or trust especially when you have not applied nor gone through any interview with Borouge yet

• Do not disclose your personal or financial details to anyone you do not know or trust or on a website you are not familiar with

• Be aware and look out for suspicious signs such as communications from non-Borouge email addresses, poor use of English and materials and requests for fees or money

As we extend our compassion to those who have been victimised or lost money in this way, Borouge cannot be held responsible for these scam actions.

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Job Details

BOR2590 - Head, Strategy & Sales Performance

Company Borouge Pte Ltd (Singapore)
Function Sales - Region Asia South
Job Group Sales & Marketing
Location Singapore
Contract Type Full Time / Permanent
Closing Date 30-Apr-2019
About the Role

Reporting to SVP, Regional Asia South, you will be responsible for leading the overall strategy development (and execution), and sales performance management activities for all sales volumes in Asia South regions (Indian Subcontinent, South East Asia and Australasia). You will be responsible for the development and monitor execution of Asia South strategy to support business growth in the short and long term, project management office, lead regional commercial excellence, pricing, performance management, and prepare corporate-regional communication to stakeholders. You will oversee the day-to-day business management activities of the strategy and commercial excellence manager and analyst responsible for maximizing profitability for the Asia South regions and Borouge overall.

You will be part of the Asia South Leadership Team and interact with different stakeholders, as well as prepare solid business cases for decision making. You will support and provide advisory to the Asia South Leadership Team in developing and managing local industry/government relationships to ensure strong presence and reputation of Borouge in the region in order to support business growth in the short and long term.

You will be also be responsible for corporate matters relating to the Asia South regions. These include liaison with the CEO’s Office, prepare stakeholders’ communication package, lead the Know Your Customer “KYC” initiatives, follow up on audit action points, and provide direct support to the SVP, Regional Asia South in any key initiatives identified. You will lead the management of the Asia South Leadership meetings, minutes of the meeting including follow up to ensure closure of actions points from the meeting.

Key Accountabilities

Lead Asia South strategy development, execution and report on overall results/progress
• Lead strategy development and strategy review activities to identify future volumes (mid to long term horizon), future value creation, commercial terms, service levels, sales channels and the associated go-to-market plans for each geography and each application in scope for the Asia South region
• Study and prepare the competition mapping and analysis
• Review and align strategic plans with all relevant stakeholders, synchronize Asia South regional strategy development activities with corporate strategy review and planning cycles, alignment with Marketing Centres, and extract key actions and accountabilities associated with the strategic plans
• Lead the execution and implementation of key actions to execute on the strategic directions, monitor progress and report regularly in various settings and formats on overall results/progress (Asia South Leadership meetings, Executive Team meetings, Owners’ workshops, Borouge Pte Board, Review sessions with CEO on Pricing / Strategy / Business Plan, Quarterly Business Updates, QBR, etc)

Lead integration and alignment of Asia South regional commercial functions (planning, pricing, customer contracts, credit, logistics)
• Lead the continuous alignment of all commercial functions relevant to the successful execution of the Asia South sales strategy, including planning, pricing, customer contracts, credit, and logistics.
• Identify any gaps and areas of improvement. Formulate improvement actions and lead/drive execution of actions to close the gaps and ensure stakeholder buy-in to successfully achieve the strategic end-goals.
• Facilitate alignment among functions and act as focal point for Asia South sales region in joint initiatives/projects
• Lead the regional commercial excellence initiatives such as CBM review, CRM, etc.
• Lead customers portfolio management such as Customer Plans, customer visits and activities tracking
• Lead the regional contracts management process, commercial terms alignment and compliance to Borouge Policy/Terms & Conditions.
• Document control and keep original records of commercial contracts with customers, including sign off of the business cases.

Lead the Performance Management of Asia South and manage Sales Performance Manager and Analyst
• Lead on regional pricing (price setting, tools and analytics)
• Lead on customer portfolio management, contracts management and business case analysis
• Manage review of monthly Profitability, Value Creation, CBM, and various key performance indicators with analysis
• Lead the integration of regional demand/supply/credit with price elasticity analytics
• Monitor overall market trends and price/volume dynamics and consolidate for reporting to executive management
• Manage sales performance manager and analyst, and set out their yearly/quarterly/monthly performance objectives and performance reviews

Lead Project Management Office for Asia South regional projects and manage project teams
• Oversee and steer the Asia South identified projects in sales, supply chain and commercial functions
• Support SVP Asia South Region in key decisions on resource allocation, priority setting and project milestones
• Identify key project managers as well as project core and extended team members
• Manage progress and execution of portfolio of projects and ensure timely and efficient execution within budget and according to the specific project objectives that were set out
• Report on overall project progress as well as project management resourcing/budgets to executive management
• Identify interdependencies with other functions and formulate risk mitigation actions
• Lead regional offices reviews such as business case for lease renewals, review business cases for establishment and/or continuation of local presence in market

Lead Asia South on corporate matters, liaison with CEO’s Office, stakeholders’ communication, KYC, audit follow up, key initiatives
• Oversee and manage all corporate matters relating to the Asia South region; act as liaison with the CEO’s Office
• Manage preparation of stakeholders’ communication package (paper presentation for Board, dignitaries, etc.), including be the focal point for the region with Global Communications, HR for various internal communication platforms such as Quarterly Business Update
• Lead the Know Your Customer “KYC” initiatives in the Asia South regions
• Lead regional Ethics and Competition Law compliance, and be the focal point of Asia South regions with Corporate Governance function
• Follow up to ensure timely closure of audit action points
• Manage the Asia South Leadership meetings, including minutes of meeting and follow up on timely closure of action items
• Provide direct support to the SVP of Asia South in any key initiatives identified

Manage external meetings/contacts and support public events for Asia South region
• Manage the development of content in publications and presentations of public events in close collaboration with relevant Borouge corporate affairs and communications/PR functions – occasionally present, participate or facilitate external contacts and event activities, and represent Borouge brand and company interests in line with our code of conduct and company brand values
• Participate in industry-specific conferences, fairs and exhibitions; support the development of content and marketing strategies for such events and align company stakeholders around the strategic objectives and to ensure integration with overall strategy

Lead Asia South’s monthly sales performance, market intelligence, regional commercial excellence activities
• Lead Sales Performance Manager to drive sales teams in selling out monthly allocated volumes at maximized value creation and net margins; consolidate sales performance across all sales areas (geographies, applications, products, sales channels, prime/non-prime) for regular reporting and review with SVP and Asia South management team
• Manage overall price performance and adherence to price setting and direct changes through Sales Performance Manager and Analyst; identify market intelligence and regional price improvement levers and mandate their implementation
• Manage overall performance of contractual volumes; define contract management strategy by geography and application and lead Sales Performance Manager to implement in their respective areas
• Lead review of overall value creation, net margins, logistics variable cost, market share and customer complaints against Asia South targets and formulate improvement actions
• Monitor portfolio of offered services and achieved service levels (commercial services, logistics services, technical services, etc) in the Asia South regions and recommend changes as necessary
• Lead optimization of customer portfolio and drive customer action plans (CAP) and customer business models (CBM) reviews for Asia South regions
• Track overall monthly performance from customer visit reports across the region and by marketing centre segments
• Manage optimization of commercial terms (payment terms, incoterms, rebates and others) in close collaboration with Business Centre’s Commercial Excellence and Credit Team

Lead Asia South region planning integration with strategy
• Lead alignment between business planning cycle and strategy review cycle; drive alignment activities to ensure consistency between both; ensure necessary stakeholder alignment and monitor implementation and cascading/aggregation of agreed business plans
• Review performance of sales and operations planning cycle against the strategic directions of the Asia South regions; formulate improvements and monitor progress of planning performance against sales targets

Lead development of Asia South reporting, KPIs, dashboards and target setting
• Lead the design, development and implementation of reports, KPIs, dashboards and targets for Asia South regions in close collaboration with the Regional Controller, the SVP/VPs and other relevant stakeholders; facilitate alignment discussions and ensure integration with corporate KPIs
• Drive regular dashboard/KPI reviews and support insight-based actions to improve performance; track and monitor execution of actions and regularly follow-up with action-holders on progress and completion
• Prepare and present as needed updates, business cases and other inputs/feedback from Asia South regions to the Asia South Leadership Team, the Executive Team, the Quarterly Business Review, the Supply Chain Steering Committee, Owners’ workshops, Borouge Pte Board and any other relevant forums or platforms

Qualifications & Experience • Master or bachelor degree in marketing, science, engineering or finance/economics
• Supplementary degree in business management and/or negotiation/pricing tactics, or equivalent from demonstrated years of experience
• Outstanding financial literacy and deep understanding of B2B commercial terms (payment terms and credit facilitations, incoterms, customer types, transaction types etc)
• Thorough understanding of polymer industry market dynamics, its various sales channels and the factors that influence demand and profitability
• Excellent knowledge of Borouge products and applications
• Fluency in business English and commercial vocabulary, written and oral
• Minimum 10 years of polymer industry experience, out of which minimum 5 years in a strategy or commercial function.
• Demonstrated track record of analytical competence (modelling, root-cause analysis, contribution margin analysis etc.); outstanding analytical skills and advanced capabilities in MS Office (Word, Excel, Outlook)
• Demonstrated project management track record and successfully leading project management office
• Proven ability to write reports, and develop presentations and deliver to senior audience
• Proven ability to lead and motivate teams and coach team members
• Strong commercial savviness and advanced negotiation abilities in B2B sales
• Good basic knowledge of SAP (R/3 and BW)
• Excellent communicator and can adapt communication style to various settings
• Passionate team player who can align various stakeholders on a common purpose
• Structured/organized and ability to follow through on actions; results-oriented and pro-active; can develop and manage own agenda and is self-driven
• Flexible management style to deal with all levels of an organization – mature in senior settings
• Adhere to company ethics policy, ensures compliance with agreed commercial terms and follows leadership decisions
• Build, grow and maintain a wide portfolio of senior relationships both internal and external

Information for Internal Candidates
  • I understand the job scope and meet the requirement for this role
  • I have been in my current role for at least 2 years and did not receive any disciplinary warnings for the past 12 months
  • My performance for the past year was "Solid Performer" or above

Note: you will be required to attach the following: 1. Resume/CV
2. Passport-size photograph

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Our data protection officer may be contacted at lesliefaisal.d'cruz@borouge.com.

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Last updated: 27 February 2020