Business Development Manager, Asia O&P BASIC FUNCTION: The purpose of the job is to lead and drive business development activities for creating a sustainable business shares in sophisticated application segments whereby relationship and value sales approaches across the value chain are required in addition to transactional sales approach. Reporting to Sales Director AP Sales and ADTS, this Business Development Manager has primary responsibility for prioritizing and creating opportunities for sophisticated segment(s), leading to creation of systematic action items, expediting movement across the commercialization path. RESPONSIBILITIES AND ACCOUNTABILITIES: • Drive the selected regional development and penetration of RACO & HECO PP, HDPE specialties for sophisticated industrial market segments. • Responsible for upholding the highest quality movement of the prospects through the opportunity pipeline to make sure the team can work on high priority by assigning actions and resources. • Perform business analysis of new business opportunities including sales and market share projections, chance of success assessment; and Identify what it takes to bridge the gaps and to bring home the business. • Paint the picture of the competitive profile and customer requirements for targeted application segments so as to create a proposal of penetration strategy. • Liaison and lead the x-region, x-value chain business development initiative. • This candidate needs to have substantial customer interactions with multiple levels of touch points. • Interface with the Marketing Manager to provide market feedback and to support dedicated marketing initiatives. • Enhance the interaction with AD/TS managers by participating in their periodical meetings in order to better identify and follow up initiatives and to accelerate speed-to- market. • Facilitate monthly business review so that timely and accurate information is provided. • Act in full compliance with LyondellBasell policies and ethical principles of doing business. PERSON SPECIFICATION: Education: • University degree in Engineering, Chemistry, Business Management, MBA preferred. Functional Competencies: • In-depth knowledge of and more than 15 years exposure to the AP Regional Plastics/ Polyolefin industry. • Experienced in Business Development initiatives & Sales at multiple touch points of the customer organizations and across the approval chain. • Hands-on in Sales Opportunity Pipeline and Project Management. • In depth knowledge of a highly competitive and fast changing market, technical dimensions and good knowledge of Plastics/ Polyolefin market as a whole. • Experienced in the mechanics of building and operating Key Account Plan and Strategy, based on superior insights of the customer current concerns, needs, as well as future business plan of the Key Accounts. By working with the team, he or she guides the commercial team to outline the cross functional interaction at the account to drive value in line with the business strategy. • Product and Technical Knowledge
- Looks for opportunities to continuously learn about LYB products and services to be able to clearly articulate these in a strong value proposition for the customer. • Negotiating
- Can negotiate skillfully in tough situations with both internal and external groups. Can settle differences with minimum “noise”. Can win concessions without damaging relationships. Can be direct and forceful as well as diplomatic. Earns trust quickly of other parties to the negotiations. Has a good sense of time-bounded action accomplishment. CORE COMPETENCIES: INSTILLS TRUST AND EXEMPLIFIES INTEGRITY ? Shows personal commitment to upholding policies, practices and all aspects of the Code of Conduct ? Honors agreements and commitments, even when working through competing priorities ? Challenges questionable conduct or proposals and in addition to reporting them formally, integrates learnings into their own actions and behavior DRIVE RESULTS ? Challenges the status quo to drive continuous improvement with a strong drive to achieve superior results ? Proactively consults with others and leads internally focused initiatives for successful completion ? Acts with a sense of urgency to complete tasks ? Sets high standards for own performance DEMONSTRATE COURAGE ? Proactively takes on the unknown and under ambiguity ? Raises difficult issues to ensure they are addressed ? Offers ideas or opinions candidly even if it means taking a personal/professional risk ? Delivers difficult messages candidly and respectfully COLLABORATES ? Demonstrates the ability to recognize the value of specific information and identify parties with a “need to know” ? Openly shares information with others as appropriate ? Demonstrates the ability to effectively use a situational communication style and/or persuasion skills to accomplish business objectives through others without direct authority. ? Encourages unity and teamwork rather than “us vs. them” thinking BUILDS EFFECTIVE TEAM ? Participates in constructive dialogue with the team, ensuring multiple perspectives are considered and proactively impacts strategies and decisions within their area of support ? Places the team’s priorities above personal objectives and open to constructive feedback to increase team effectiveness ? Supports team decisions and promotes team spirit ? Involves others appropriately when working on team projects ? Mentors less experienced BDA consultants in problem solving and decision-making skills/techniques CULTIVATES INNOVATION ? Brings forth creative ideas and innovative solutions ? Proactively identifies problems and/or situations not obvious to others and/or not learned from previous experience ? Explores multiple alternatives to resolve an issue and/or improving work processes ? Is open to and builds upon new ideas and solutions offered by others ENSURE ACCOUNTABLITY ? Monitors progress of performance and course corrects when necessary ? Takes ownership of own work ? Takes responsibility for successes and failures in own work and follows through on commitments ? Strives for continuous improvement and offers ideas on how to make things better CUSTOMER FOCUS ? Conducts research to better understand the customer’s business to help anticipate and meet their needs ? Committed to identifying ideas and solutions to improve customer service ? Partners with customers to resolve problems ? Internalizes and leverages customer feedback to meet their future needs (is one step ahead of the client) Languages: Fluency in written and spoken English and Chinese/Mandarin.
