COMMERCIAL - Commercial Head - Specialties

To meet our challenges, we are looking for a Commercial Head - Specialties based in Mumbai.

Position Purpose:

Lead the Specialty Business by setting and executing strategy to deliver top- and bottom-line targets, expand priority markets and key accounts, and strengthen market share. Build a high-performing, customer-centric organization that leverages competitive insights, innovative go-to-market and pricing, and cross-functional collaboration to drive sustainable growth.

Your experience and talents will make the difference to:

• Formulation and implementation of the strategy for the specialty business, ensuring the delivery of top-line and bottom line targets.
• Periodic monitoring and performance tracking to achieve Business plan. This would include monitoring parameters like Sales Realization, Market share, Receivables, customer call rates / visit reports etc
• Monitor competitor activities in terms of new developments, price movements. industry trends etc. for specialtyproducts across India and Globally
• Lead special projects/market surveys; identify new segments and customers which can help in enhancement of revenues and profitability
• Provide strategic plan with reference to key clients and market sectors to achieve long term product and geographic expansion
• Work with the marketing team to create innovative marketing and branding activities, campaigns, exhibitions etc.
• Implement customer retention strategies and create and execute a client relationship management strategy
• Develop and maintain high-level customer relationships, ensuring coordinated action and facilitating customer technical issue resolution
• Create a competitive yet revenue-building product pricing strategy across customer segments
• Lead negotiations with key decision makers at the customer end
• Recruit and develop talent at various levels within the business; mentor and train at appropriate levels to generate focus of the entire business on top-line and bottom-line goals
• Create and maintain a culture of innovation, enthusiasm, empowerment and teamwork across the business, to have an overall positive impact

Leadership Skills and Strategic Mindset

• Possess analytical skills and decision making abilities to achieve the organization’s objectives
• Value driven, have impeccable integrity and high personal ethics
• Strategic yet hands on and have the ability to lead and guide the team
• Has the energy to work in a dynamic environment, and yet possesses the maturity and good-counsel
• Ability to manage key customer relationships and develop growth
• Well-developed commercial acumen and solution oriented approach
• Have focus on innovation, commitment to excellence and strong achievement orientation
• Be a self-starter with a high energy level, and entrepreneurial mindset

Stakeholder Management

• Ability to manage both internal and external stakeholders
• Ability to collaborate across multiple cross-border groups and be comfortable in a matrix reporting structure

People Management

• Ability to drive change and positively influence others
• Strong interpersonal and people skills, including a high level of personal impact and an inclusive and approachable style

Communication Skills

• Have strong communications and negotiation skills to manage internal and external relations
• Ability to influence without authority, strong negotiation and listening skills

What we will love about you:

• Overall 15+ years of progressive experience in a commercial / business development role; with recent 3+ years in leading a BU of an MNC organization with specialty products for the food industry
• Deep experience in Business Development, Key Account Management, New Client acquisition, contracts and pricing mechanisms.
• Demonstrated track record of building business and enhancing profitability i.e. consistently meeting or exceeding revenue and profitability targets in a competitive environment
   

And also …

• Experience in food specialties
• Experience in cross functional/ diverse assignments
• Experience in a MNC with matrix reporting structure and collaborating with multiple stakeholders
• International work experience