Our Client is a foreign Global MNC in the Chemical and Engineering sector
Reports to Commercial Manager, Singapore
Purpose of the Position
To interface with the assigned key customers o who are supplied by long-term contracts and manage the relationship, profitability, contract and operational supply-demand changes including invoicing and payment collection and develop further business opportunities with the customer and extend contracts when coming for renewal.
In addition to assigned key customers, interface with the assigned key suppliers who supply raw material and utilities by long-term contracts and serve as the commercial partner to procurement, evaluating options to optimize and sweat the contracts, including validating invoices from such suppliers before payment
To interface with government agencies such as JTC, NEA as required to develop new projects and business opportunities with existing or new customers with objective to progress company’s interests.
o Be the lead point of contact for assigned customer accounts in industrial or electronics segment with accountability for developing and maintaining relationships, managing contractual matters with customers, in coordination with internal members in operations
o Track the revenue and profitability from the customers including applying contractual bonus/penalties and forecasting for forward planning
o Enforce contract and pricing without deviations and negotiate when necessary in company’s interest taking guidance from senior management
o Work with regional commercial team to develop and grow the long-term gases supply in Singapore
o Prepare necessary analysis and present results related to pricing, productivity, contract enforcement, and profitability for monthly reviews
o Monitor trends in local industry and customer’s end-markets and anticipate developments and advice management for positioning for profitable growth with existing and new customers
o Drive customer projects working alongside operations and technical team to bring to conclusion
o Lead the monthly account review/operation performance meeting with customers and internal operations and technical team and ensure effective management of issues
o Lead commercialization of investments in Onsite projects working closely with the regional Project Development Team, key stakeholders and internal functions
o Manage customer expectations and feedback during plant outages and negotiating favourable outcome to company on customer penalties arising from supply interruptions
o Work with other functional teams to manage customer communications during plant crisis & Turnaround
o Work closely with regional and global teams to share and implement best practices
Required Key Skills (Functional/Technical)
o Demonstrated success in leading & managing customer accounts in industrial segments
o Proven performance including goal setting, development & learning
o Leadership capabilities with strong communication, analytical and conceptualisation skills.
o Strong people and team engagement with ability to work collaboratively in teams as well as ability to work with country leadership and global and regional teams.
o Excellent influencing and facilitation skills, experience in managing cross functional groups and developing strategic relationships and networks (both internal and external)
o Good commercial skills & experience with contracts negotiation relating to industrial customers & sound knowledge of drivers of profit and loss
Required Qualifications/Experience (External Candidate)
o Qualified Engineering degree preferably in Chemical or Mechanical Engineering with added post- graduate qualification in business or marketing
o Related experience in Industrial Gas / chemical business & knowledge of industrial gases an advantage
o Minimum of 5 years’ experience in integrated gas/chemical/electronics business of which minimum of 3 years in a relevant commercial role
o Key leadership attributes e.g. Strong Communication and Interpersonal skills, pro-active
o Ability to work under pressure and manage multiple priorities with tight timeline.
o Strong experience with customer relationships development.