Associate Director of Sales

To formulate, execute, and oversee the strategic sales plan and business development initiatives for the Specialty Material Business across the Middle East. The incumbent will drive high-level customer engagement, maximize share-of-wallet, and ensure the consistent achievement of volume and margin targets in a highly competitive regional market

• Formulate and oversee implementation of sales plan for India Middle East.
• Increase diversity of sales revenue in spot market defending and increasing share of wallet in an increasingly competitive market, crowded with new entrants.
• Differentiate offerings to offset pressures on product margins, in a market moving towards commoditization.
• Accurately capturing unmet tangible/intangible needs of the customer and relaying it to marketing/NPD teams to create appropriate solutions.
• Staying abreast of global trends and suggesting timely interventions to aide decision making.
• Anticipate bottlenecks in value chain through precise forecasting & order planning to ensure fulfilment
• Analyse and monitor sales & stock performance of channel partners & facilitate effective relationship with end customers

Job Challenges:
High growth and competitive middle east market. Expectation of world class customer centric approach techno-commercial application-based sales approach

Accountability

Supporting Actions/ Tasks

• Conduct ongoing competitor intelligence, market research, and customer deep-dives for all direct accounts.
• Structure, negotiate, and close annual contracts to secure projected regional volumes and margin baselines.
• Facilitate multi-level, cross-functional engagements between internal stakeholders and client executive teams.

• Manage monthly and quarterly pricing cycles and volume commitments for spot orders across direct accounts and channel networks.
• Defend product margins and maximize profitability in a crowded spot market facing commoditization pressures.
• Regular interaction with key stakeholders and engagement

• Qualify prospects and convert pipeline opportunities into long-term commercial accounts.
• Coordinate technical interactions and orchestrate product qualification processes for new material lines.
• Systematically capture unmet customer needs and relay actionable feedback to the Marketing and PD&D teams.

• Collaborate daily with Customer Service, Logistics, and Manufacturing Plant personnel to guarantee supply reliability.
• Communicating customer requirements effectively to ensure adherence to contract/order and subsequent communication to customer
• Champion customer requirements internally to improve regional Net Promoter Scores (NPS)
• Review, analyze and study customers account regularly
• Ensure budgeted collections, tax forms & realizations from market de-risking the business against contingent situations

• Providing 3-month unconstrained rolling forecast in BY Monthly constrained/interim forecast
• Bi-annually providing annual forecast

• Supporting leadership team with developing area specific plans/strategy.
• Represent Birla Carbon at key regional industry forums