Senior Manager, Sales Home Care ASEANA

Job description

We are a leading chemical company, with the best teams developing intelligent solutions for our customers, and for a sustainable future. We connect and develop people with diverse talents all over the world. For you, this means a variety of ways to progress. Not only your performance but also your personality matter to us, regardless of gender, age, ethnicity, orientation, and background. At BASF, careers develop from opportunities . Objectives Take full commercial responsibility for the Home Care business in ASEAN and ANZ (ASEANA), delivering sustainable and profitable growth. Own the regional commercial P&L, including sales volume, pricing strategy, profitability, working capital, discretionary costs, inventory management (DIV), and receivables management (DSO). Develop and execute regional business strategies aligned with global and Asia Pacific growth ambitions. Strengthen BASF's market leadership position through strategic account management, customer partnership development, and new business acquisition. Lead and develop a high-performing sales organization, fostering a customer-centric, performance-driven, and compliant culture. Establish strong cross-functional collaboration to ensure execution excellence across the value chain. Ensure full compliance with BASF standards, local regulations, trade controls, and chemical industry requirements across ASEAN and ANZ. M ain Tasks 1. Commercial Leadership & P&L Management Own and deliver regional commercial targets covering sales volume, revenue, contribution margin, profitability, working capital, and cash-flow related KPIs. Define and implement pricing strategies to optimize market share, profitability, and value capture. Drive rigorous management of discretionary spending, inventory levels, and accounts receivable to achieve financial targets. Establish robust forecasting processes and monitor business performance through regular reviews and corrective actions. Identify business risks and develop mitigation plans to ensure sustainable performance delivery. 2. Business Strategy & Market Development Develop and implement the ASEANA Home Care commercial strategy in alignment with global business objectives. Drive market expansion initiatives across priority countries, market segments, and customer groups. Lead commercialization of new product launches and innovations in collaboration with Product Management, Marketing, Technical Service, and R&D teams. Evaluate and optimize go-to-market models, distribution networks, and sales channels to maximize business effectiveness. Develop strategic growth plans for key markets and customer segments. 3. Strategic Account Management Build, maintain, and strengthen relationships with Local, Regional, and Global Key Accounts. Act as executive sponsor for strategic customers and lead engagement with senior customer stakeholders. Drive account planning processes and establish multi-year growth partnerships. Lead complex commercial negotiations, contract discussions, and strategic supply agreements to defend and expand BASF's supply share. Ensure high levels of customer satisfaction through proactive issue resolution and value-added partnership development. 4. Market Intelligence & Business Insights Monitor and analyze market trends, customer requirements, competitive activity, regulatory developments, and macro-economic conditions. Translate market intelligence into actionable commercial strategies and growth initiatives. Identify emerging business opportunities and potential threats to support proactive decision-making. Provide regular market updates and strategic recommendations to regional and global leadership teams. 5. Cross-functional Collaboration Foster strong collaboration and alignment between Sales, Marketing, Product Management, Technical, R&D, Supply Chain Management, Operations, and other business units. Ensure customer strategies are fully supported through effective cross-functional execution. Lead resolution of supply, product, service, and operational challenges impacting business performance. Promote knowledge sharing and best-practice exchange across countries and functions. 6. People Leadership & Talent Development Lead, coach, and inspire the regional sales organization to achieve ambitious commercial objectives. Establish annual targets, performance objectives, and development plans for team members. Conduct regular performance reviews and provide ongoing coaching and feedback. Develop succession plans for critical positions and strengthen organizational capabilities. Attract, retain, and develop top talent while fostering an inclusive and high-performance culture. 7. Compliance, Governance & Risk Management Ensure full compliance with BASF Code of Conduct, EHS standards, trade compliance requirements, product stewardship requirements, and local regulations. Oversee import/export activities and commercial transactions in accordance with applicable laws and company policies. Ensure compliance with chemical-specific regulations across all countries within the ASEANA region. Implement preventive measures to achieve zero non-compliance incidents and safeguard BASF's reputation. Promote a strong culture of safety, ethics, and operational excellence. Education and Qualification Education Bachelor's degree in Chemistry, Chemical Engineering, Business Administration, Marketing, or related discipline. Professional Experience Minimum 10-15 years of commercial experience within specialty chemicals, ingredients, Home Care or related industries. Proven leadership experience managing regional sales organizations across multiple countries. Strong track record of P&L ownership and profitable business growth. Demonstrated success in strategic account management and complex commercial negotiations. Experience managing distribution networks and regional market development initiatives. Technical & Functional Competencies Strong strategic and commercial acumen. Advanced pricing and profitability management skills. Strong understanding of Home Care market dynamics and value chains. Excellent negotiation, influencing, and stakeholder management skills. Experience working within matrix organizations and cross-functional environments. Leadership Competencies Strategic Thinking Customer Focus Results Orientation Entrepreneurial Mindset People Development Collaboration & Influence Accountability Change Leadership Language Fluent in English & Bahasa Indonesia is required. Additional ASEAN language capabilities are advantageous. Travel Requirement Travelling across ASEAN and ANZ markets as required