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