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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

BOR2728 - Manager, Strategy & Sales Performance, Asia South

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

Reporting to the Head of Strategy and Sales Performance (Asia South), you will be responsible for supporting implementation of Commercial Excellence & Pricing initiatives on the regional and local level in South-East Asia (S.E.A.) & Indian Sub-Continent (S.E.A.).

Based on the Business Center’s corporate program, you will define together with the regional and local teams a clear roadmap of tangible actions to improve sales performance and track progress. 

You are responsible for monitoring Asia South business growth in short term by managing regional sales performance and commercial excellence activities. You will oversees activities by sales sub-regions which are responsible for maximizing profitability for the Asia South region and Borouge overall. 

You are responsible for day-to-day business management including volume and price optimization, as well as improving sales performance of the frontline team by analyzing activities and driving initiatives that address both top-and bottom-line optimization for your area of responsibility. You will closely collaborate with the sales teams and support other business functions in their interfaces with Asia South sales region.

 

Key Accountabilities

Lead Regional Comex implementation for volumes/markets under own responsibility and support annual business planning

  • Lead the cascading and detailing of strategic plans for respective areas of responsibility
  • Provide feedback and support to corporate and regional strategy development activities
  • 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 within own scope and integrate with overall AS strategic plan
  • Review and align strategic plans with Head, Strategy & Sales Performance and other relevant stakeholders, and extract key actions and accountabilities associated with the strategic plan
  • Support respective business planning activities and participate in workshops and team meetings, write and review business plans and strategy briefs, conduct quality and integrity checks and report on outcomes and progress
  • Define performance milestones, KPIs and targets to implement the strategic objectives for volumes/markets under own responsibility. Integrate with overall KPI matrix and performance dashboards

 Manage day-to-day business volumes/prices

  • Drive optimization of monthly volumes and prices through close collaboration across all relevant functions
  • Continuously analyse sales value drivers (top-line and bottom-line) and identify improvement levers
  • Drive monthly decision making processes to implement value improvement and monitor progress
  • Steer respective sales teams in selling out monthly allocated volumes
  • Review progress on monthly allocation, value creation, net margin optimization, logistics variable cost optimization and service levels
  • Consolidate across all sales areas (geographies, applications, products) for regular reporting and review with Head, Strategy & Sales Performance and SVP of AS Region
  • Conduct regional price monitoring and review of price policies of respective applications/products/geographies and cascade down/fine-tune pricing policies where needed
  • Consolidate regional market feedback and align with Business Centre Pricing team on price setting and weekly/monthly/quarterly price review
  • Evaluate and decide on customer pricing requests and develop pricing recommendations, within regional DOA
  • Evaluate and decide customer contract requests and develop recommendations for commercial terms, within regional DOA
  • Support customer contract and price negotiations; provide financial analysis and commercial options

 Planning and reporting on commercial excellence initiatives performance and continuous improvement

  • Prepare and deliver reports and presentations to management and leadership team related to sales performance of own areas of responsibility and to the progress on improvement actions
  • Analyze and report on sales performance across a variety of dimensions, such as but not limited to geography, size, type, sales channel, payment terms, point of distribution, transport mode, contractual terms, etc
  • Identify and implement continuous improvement opportunities for sales performance
  • Support other business initiatives and reporting needs, related to sales for the region (in close collaboration with other functions such as but not limited to Business Centre, Marketing Centres, Supply Chain, Finance, etc.)

 Support overall sales improvements

  • Support projects and initiatives that drive step-change improvement in sales efficiency and effectiveness (e.g. setup of local sales offices, opening new sales channels, developing new customer services or commercial terms, etc.)
  • Support and drive a continuous value optimization culture, running a variety of initiatives on pricing excellence, planning excellence, logistics variable cost optimization and net pocket margin maximization

 Ensure compliance with corporate processes and document control

  • Monitor compliance with corporate business processes and advise on improvements/gaps
  • Act as focal point for managing portfolio of documents related to corporate processes in areas under own responsibility, such as but not limited to: customer contracts, customer action plans (CAP), customer business model (CBM) requests, contract business cases, etc
  • Manage document renewal/amendments needs based on document-specific timelines or pre-defined reviewing cycles as per corporate processes
  • Manage integration and alignment of Asia South regional commercial functions (planning, pricing, customer contracts and credit
  • Identify gaps and areas for improvement with a view to Formulate improvement actions and drive execution of actions to close the gaps and ensure stakeholder buy-in to successfully achieve commercial excellence goals
  • Support the regional contracts management process, commercial terms alignment and compliance to Borouge Policy/Terms & Conditions
  • Manage overall price performance and adherence to price setting and changes with Sales Performance Manager and Analyst – identify market intelligence and regional price improvement levers and support their implementation
  • Manage overall performance of contractual volumes – defining contract management strategy implementation by geography and application and supporting Sales Performance Manager to implement in I.S.C. & S.E.A
  • Support regular review of overall value creation, net margins, logistics variable cost, and customer complaints against Asia South targets and assisting to formulate improvement actions
  • Monitor portfolio of offered services and achieved service levels (commercial services, logistics services, technical services, etc.) in the Asia South region and supporting recommended changes where necessary
  • Manage optimization of customer portfolio and drive customer action plans (CAP) and customer business models (CBM) reviews for Asia South region
  • 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

 Generic Accountabilities

  • Interface to Business Center Commercial Excellence team to ensure transparency and continuous flow of information between BC and AS region
  • Regional anchor for Commercial Excellence: facilitating initiatives to regional / local needs, and ensure that sustainable transformation is embedded in the local organization of S.E.A. & India
  • Project management: lead regional deployment & manage local teams to ensure volume impact delivery
  • Analytics: conduct country specific quantitative and qualitative analysis for I.S.C. & S.E.A
  • Selected initiatives (e.g., CRM, pricing, etc.) - Support execution by Defining the project target state, work plan and actions focusing on volume impact together with BC team
  • Tracking and reporting: Support local teams in implementation, track progress and communicate to BC Commercial Excellence team


 

Experience & Qualifications
  • Master or bachelor degree in management, marketing, engineering or finance/economics
  • Supplementary degree or diploma in business management and/or pricing tactics, or equivalent
  • Solid financial literacy and deep understanding of B2B commercial terms (payment terms and credit facilitations, incoterms, customer types, transaction types)
  • Minimum 6 years of polymer/petrochemical industry experience, out of which minimum 3 years in a commercial and support function. Must have worked in sales with on ground experience of 1-2 years
  • Demonstrated track record of analytical competence (e.g. financial modelling, root-cause analysis, contribution margin analysis etc.)
  • Outstanding analytical skills and advanced capabilities in MS Office (esp. Excel)
  • Must have travelled widely in India & S.E.A. with understanding of and cultural affinity to local customs
  • Proven ability to create commercial reports, and develop presentations for delivery to senior audience
  • Strong business savviness and advanced commercial skills to support B2B sales in S.E.A. & I.S.C
  • Good knowledge of SAP (BW) & CRM software proficiency
  • Thorough understanding of polymer industry market dynamics, its various sales channels and factors that influence demand and profitability
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

Welcome to Borouge Career Portal

Our Mission is  Value creation through people and innovation

and Our Vision is to be the recognised leader in creative plastics solutions that

have a positive impact on society today and tomorrow

 

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Borouge respects your privacy. This Privacy & Cookie Policy outlines how we manage and protect your personal data. It is meant to help you understand what information we collect, why we collect it, and your rights with regard to such information.

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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