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

BOR3133 - Senior / Manager, Commercial Performance

Company Borouge Pte Ltd (Singapore)
Function Sales - Region Asia South
Job Group Regional Asia South
Location Singapore
Contract Type Full Time / Permanent
Closing Date 17-Jan-2022
About the Role

Reporting to the Head of Strategy and Sales Performance (Asia South), the Regional Sales Performance Manager is 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 Centre's corporate program, he/she will define together with the regional and local teams a clear roadmap of tangible actions to improve sales performance and track progress.

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

This Manager is 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 his/her area of responsibility. The person closely collaborates with the sales teams and supports 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 plans
  • Review and align strategic plans with Head of Strategy & Sales Performance and other relevant stakeholders, and extract key actions and accountabilities associated with the strategic plans.
  • Support respective business planning activities -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, KPls 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 of 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 reviews
  • Evaluate and decide on customer pricing requests and develop pricing recommendations
  • Evaluate and decide customer contract requests and develop recommendations for commercial terms
  • 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
  • Analyse and report on sales performance across a variety of dimensions, such as but not limited to geography, size, type, sales channel, payment terms, incoterms, 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 & 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.
  • Supporting 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.
  • Managing optimization of customer portfolio and drive customer action plans (CAP) and customer business models (CBM) reviews for Asia South region.
  • Tracking 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


Experience & Qualifications

Minimum 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.

Minimum Experience, Knowledge & Skills

  • 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.
  • Solid financial literacy and deep understanding of B2B commercial terms (payment terms and credit facilitations, incoterms, customer types, transaction types).
  • Fluency in business English - written and oral.
  • Thorough understanding of polymer industry market dynamics, its various sales channels and factors that influence demand and profitability.
  • 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).
  • Proven ability to create commercial reports, and develop presentations for delivery to senior audience.
  • Good knowledge of SAP (BW) & CRM software proficiency.
  • Must have travelled widely in India & S.E.A with understanding of and cultural affinity to local customs.


Internal Applicant Statement
    By applying for this job posting, I understand and acknowledge the following required HR criteria:
    • 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.

    I understand that information relating to the above criteria and provided in this application would be shared with the interview panel as part of the HR interview process requirement.

    With this application, I also understand, acknowledge and consent to the collection, storage, transfer (including offshore transfer), processing, disclosure and erasure of my personal data in accordance with, and for the purposes set out in, this statement and the Data Protection Notice for Employees. I also understand that giving or withdrawing this consent does not affect any of the terms and conditions of my contract of employment or services contract.

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

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Borouge Website Privacy & Cookie Policy

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.

Borouge is a group of companies based in the United Arab Emirates and Singapore, with multiple offices across the globe. In this Privacy & Cookies Policy, when we refer to the Borouge Group, this means all of our affiliates, subsidiaries, related entities, and any of our branches and offices, including without limitation Abu Dhabi Polymers Co Ltd, Borouge Pte. Ltd., and Borouge Sales and Marketing (Shanghai) Co. Ltd.

The specific Borouge Group company responsible for your personal data may vary depending on the jurisdiction in which you are located. Generally, Abu Dhabi Polymers Co Ltd will be responsible for personal data collected from individuals located in the United Arab Emirates, and Borouge Pte. Ltd. will be responsible for personal data collected in all other jurisdictions.

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The websites of the Borouge Group's holding companies, the Abu Dhabi National Oil Company and Borealis AG, are operated independently of the Borouge Group's website and will be covered by the policies of these respective entities.

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Depending upon your use of our website, we may collect some or all of the following personal and non-personal data (please also see section below on our use of Cookies and similar technologies):

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Specifically, we may use your data in order to:

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Your personal data may also be disclosed for the purposes listed above to the following third parties:

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Where you have provided personal data to us and wish to withdraw your consent for our collection, use, disclosure, storage or processing of such data, you may contact our data protection officer to notify us of such withdrawal.

You may request access or for corrections to be made to your personal data in our possession. Depending on the jurisdiction in which you are located, you may also have other rights. You should contact our Data Protection Officer if you wish to exercise any rights in relation to your personal data.

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

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A cookie is a small file of letters and numbers that we store on your browser or the hard drive of your computer if you agree. Cookies contain information that is transferred to your computer's hard drive. Our websites use cookies to distinguish you from other users of our websites. This helps us to provide you with a good experience when you browse our websites and also allows us to improve our websites.

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Our websites may contain links to other websites some of which may also use cookies. This Privacy & Cookies Policy does not cover non-Borouge Group websites which will be subject to their own privacy and cookie policies. We do not have access to or control over cookies or other features used by such websites. Please contact them directly for more information about their privacy practices.

Last updated: 27 February 2020