Job Purpose
- The incumbent would be responsible for sales and commercial leadership for the business, encompassing Go-to-Market strategy, sales & marketing, customer engagement and portfolio growth. The role has a direct impact on P&L performance of the overall business and will be the main business stakeholder for operations, site management, customer engagement and portfolio growth. The role focuses on building a customer- and application-led specialty chemicals business, delivering sustainable growth while ensuring operational excellence, safety, cost competitiveness, and margin expansion.
Key Responsibilities
Sales Strategy & Business Growth
- Responsible for sales and realization improvement and growth. Shall drive revenue growth and market expansion for oilfield chemicals
- Lead domestic and international sales strategies, with a strong focus on Middle East markets, oilfield operators, and service companies.
- Expand the customer base through key account acquisition, penetration, and long-term partnerships.
- Lead complex commercial negotiations, long-term supply contracts, and strategic alliances.
- Identify opportunities to diversify into new products, applications, and downstream chemical solutions based on market demand.
Customer Acquisition & Key Account Management
- Build long-term partnerships with key end customers, formulators, and global specialty chemical buyers.
- Lead key account strategies, contract negotiations, and long-term supply agreements.
Site & Operations Management
- Provide overall leadership to manufacturing and site operations, ensuring alignment with business objectives.
- Ensure safe operations, statutory compliance, quality standards, and environmental norms across sites.
Technical & Portfolio Leadership
- Work closely with R&D, application development, and technical services to develop customer-specific solutions.
- Translate customer and market needs into new product development, formulation improvements, and process enhancements.
Governance, Reporting & Stakeholder Management
- Shall lead the cross functional business leadership team including direct reports and Operations, Purchasing, HR and Finance which will report functionally.
- Review BU performance through dashboards covering sales, margins, costs, working capital, OTIF, and customer satisfaction.
Market Intelligence & Competitor Analysis
- Monitor market dynamics, customer demand patterns, pricing trends, and competitor strategies.
- Establish robust dashboards covering revenue, margins, customer profitability, OTIF, and working capital.
Key Deliverables
- Achievement of annual revenue, EBITDA, and ROCE targets.
- Expansion across priority end-use industries and geographies.
- Improved plant performance, asset utilization, and cost efficiency.
- Strong customer retention and growth through application-led selling.
Qualifications & Experience
- Bachelor’s degree in chemical engineering / industrial chemistry / chemistry (mandatory)
- Postgraduate qualification such as MBA / PGDM in Sales, Marketing, Operations, or General Management preferred.
- 18+ years of progressive leadership experience in Specialty Chemicals or Inorganic Chemicals manufacturing and marketing.
- Demonstrated Business Unit or P&L ownership, covering revenue, margins, cost management, and working capital.
- Hands-on exposure to manufacturing site management, including safety (Process Safety & EHS), quality systems, statutory compliance, and capacity optimization.
- Experience working with technical sales, application development, and key account management
- Ability to manage cross-functional teams across Sales, Operations, Supply Chain, Technical Services, and Finance.
