Commercial Account Manager Surface Treatment

WELCOME TO BASF CHEMETALL

BASF Chemetall is a global leader in surface treatment technologies and part of the BASF Group. Our Abu Dhabi location serves as a key center for supporting customers across the Middle East, delivering innovative chemical solutions for industries like automotive, aerospace, and metal processing.

WHAT YOU CAN EXPECT

• Implement business development strategies for Surface Treatment in the Middle East
• Collaboration on internal projects in the framework of the overall strategic road map of the company
• Responsible for sales in the designated territories and/or segments across GCC countries
• Responsible for the commercial management of customers and customer projects in the UAE sales region
• Key target is to increase market share in Surface Treatment market segments within the assigned territory
• Ensure the continuous development and improvement of the indirect channels’ partners / distributors, short-mid and long-term focus
• Price and margin management to achieve business targets and management of customer contracts
• Conscious decisions during negotiations to win or retain a customer
• Evaluation of end-customer requirements prior the solution set-up
• Preparation of offers and market observation as well as carrying out market and competition analyses including contract management
• Aligning customer expectations and supply chain stock / position to ensure timely supplies to customers
• Commercial interface to Segment and Regional Marketing Management EMEA & SA
• After acquisition of the customer, provide after sales support (techno-commercial) to have a repeat business
• Collaboration to reduce overdues and optimize inventory value
• Steers and maintains contract databases, draws up reports, meeting minutes and action plans. Comply with the reporting timetables.

KPIs

• cCM1 Margin growth
• Revenue Growth: Measure the increase in sales revenue over a specific period
• Project pipeline. Number and quality of initiated activities. Maintain good spread of projects in various stages of completion.
• Customer Acquisition: Track the number of new customers acquired within a given timeframe
• Lead Conversion Rate: Evaluate the percentage of leads that are converted into actual sales
• Sales Cycle Length: Measure the average time it takes to close a sale from the initial contact to the final purchase
• Customer Satisfaction: Feedback from customers on Troubleshooting and problem solving

Technical, Professional Knowledge & Skills:

• Strong entrepreneurial drive and sales hunter personality
• Relationship management and negotiation skills
• Project and Conflict Management Skills with external and internal interfaces
• Presentation and proactive communication at all levels of seniority and departments
• Ability to work and adapt to a multi-cultural work environment
• Interpersonal collaboration skills to work in complex and virtual teams

IT and Language Skills

• Microsoft Office advanced user skills (i.e. Powerpoint, Excel, Word, Outlook)
• SAP or Salesforce user skills is an advantage
• Good command on Arabic (preferably Native) and English
• Hindi, Malayan or German language are an advantage

WHAT YOU OFFER

• Experience of minimum 5 years in sales of that 3 years in Surface Treatment or coatings, ideally in the Middle East
• Experience in Metal Working Fluids, can coating or plastic recycling is an advantage
• Commercial background on sales and/or business development within passion to learn and grow.
• International experience is an advantage
• High willingness to travel in the Middle East

Diversity is our greatest strength!

Become a part of our success and develop the future with us - in a global team that embraces inclusion and equal opportunities irrespective of gender, age, origin, sexual orientation, disability or belief.