Job title | VP of Global Sales | Grade | |
Stream | OQ Refineries & Petroleum Industries | Function | OQM – Global Sales |
Location | Muscat | Budget control | *OPEX and/or CAPEX and/or Revenue amount as relevant* |
Reporting to | Managing Director OQ Polymer Marketing | Direct reports | 4: - Head of Regional Sales APAC (Northeast Asia), and SEA (Southeast Asia / Asia Pacific)
- Head of Regional Sales Manager ISC (India Sub-Continent)
- Head of Regional Sales Middle East & Europe (UAE, Türkiye, GCC & Levant)
- Head of Regional Sales Oman / Pakistan / Africa
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Job purpose Managing, developing, and implementing in alignment with the OQ RPI and OQ Group, the global sales strategic plans for OQ Polymer Marketing in the OQ Global sales regions, NEA (North East Asia), and SEA (South East Asia), ISC (India Sub-Continent), ( Europe, Middle East, UAE, Türkiye, GCC & Levant), (Oman, Africa, Pakistan, Egypt) markets driving the development and execution of strategic sales initiatives to maximize revenue growth, expand market share in key areas, optimize resources, as well as strengthen customer relationships on a global scale through; (1) Effectively carry out profit-making activities (formulation & implementation of sales strategies, preparing MIS reports of Polymers products (2) Managing the Global sales workforce. (3) Conduct in-depth evaluations of markets and product portfolio; to sustain the development of profitable sales and share of target markets and its netback forecasts by implementing functional and organizational strategies (4) Drive customer engagement initiatives including Customer segmentation initiatives, focusing resources, improving the retained customer quality, enhancing target customer satisfaction, loyalty, and retention. . The position will act in accordance with the Group’s Mission, Vision, Values & Strategies, as well as, policies, guidelines, and international standards, supported by an IT Technology platform, HSE standards, Omani’s government & other legal justifications, and best international practices in consonance with national objectives. |
Main Accountabilities Scope | Processes | Regions | - Strategic Sales Planning
- Global Sales Leadership
- Customer Relationship Management
- Market Analysis and Insights
- Cross-functional Collaboration
- Reporting
| - NEA (Northeast Asia),
- SEA (Southeast Asia)
- ISC (India Sub-Continent)
- Middle East & Europe (UAE, Türkiye, GCC & Levant)
- (Oman, Africa, Pakistan, Egypt, Row)
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Accountabilities: Strategic Sales Planning | - Develop and execute the Sales long-term strategic plan for the specific region and its netback forecasts in alignment with the function and organization strategies.
- Lead the development and execution of annual sales plans.
- Drive market penetration and expansion strategies to increase market share and drive revenue growth in existing and new markets.
- Creating the annual sales forecasts by estimating total portfolio (products) sales, gross and operating profits as well as expenses for the sales departments worldwide.
- Identify key targets (regions, customers) and optimally deploy resources (sales, agents, and distributors) to sell out volumes.
| Global Sales Leadership | - Provide inspirational leadership and direction to the global sales team, setting clear goals, expectations, and performance metrics.
- Drive Regional Heads and sales personnel to plan and implement objectives for achieving sales and gross profits related with market trends for present/future growth.
- Foster a high-performance culture focused on accountability, collaboration, and continuous improvement.
- Develop and mentor sales talent, empowering them to achieve their full potential and drive results.
- Approve pricing changes to products in regions.
- Hiring and monitoring the performance of all the Regional Sales personnel, holding sales meetings, and conducting sales training.
| Customer Relationship Management | - Cultivate and maintain strong relationships with key customers, stakeholders, and partners at the global level.
- Drive customer engagement initiatives including Customer segmentation initiatives such as CAP’s, SLA’s and ICP, driving the focus on resources, improving the retained customer quality enhancing target customer satisfaction, loyalty, and retention.
- Driving the implementation of the actions highlighted in the Customer Action Plan to ensure growth at partner and high potential regular customers.
- Act as a trusted advisor to customers, understanding their needs, challenges, and opportunities, and delivering tailored solutions to meet their requirements.
- Coordinating the appropriate supply of products and ordering/acquiring product’s inventory accordingly.
- Lead negotiations with key customers/distributor accounts and resulting in profitable contracts.
| Market Analysis and Insights | - Conduct market research and analysis to identify emerging trends, competitive threats, and opportunities for growth.
- Monitor industry dynamics, regulatory changes, and macroeconomic factors impacting the polymer marketing sector.
- Utilize market insights to inform strategic decision-making, product development, and go-to-market strategies.
| Cross-functional Collaboration | - Collaborate closely with internal stakeholders, including marketing, product development, supply chain, and finance, to align sales strategies with overall business objectives.
- Foster cross-functional teamwork and collaboration to drive integrated solutions and maximize customer value.
- Champion a customer-centric approach across the organization, ensuring alignment of sales strategies with customer needs and preferences.
- Drive the implementation of agreed cross functional SLA’s to enhance customer satisfaction and retention
| Reporting | - Provide accurate volume forecasts every month to the Sales & Operation Planning processes.
- Present regular and ad-hoc management reports on new opportunities, highlight critical issues and challenges, and provide strategic insight to ensure effective decision-making.
- Develop Sales business plans reports at Polymer Marketing including the sales channel strategy, forecasting sales targets, and identifying growth opportunities in key market segments to ensure the achievement of the annual sales plan.
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Key interactions Internal: sales, marketing, finance and supply chain as well as operations, high level management including OQ executive leadership External: Customers, channel partners, industry organisations, government entities universities, licensors, vendors and consultancies. value chain partners- end users, brand owners and machinery manufacturers |
Notable Working Conditions. Office environment, intensive computer screen use, frequent travel for customer, value chain partner and operations site visits |
Education requirements | - Bachelor’s degree in Engineering, Business, Marketing, Management or similar.
- Master’s degree (MBA) including marketing, communication, business Science, Polymers, and other fields in Business or similar
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Language | English. Solid understanding of technical terminology is a must. |
Background and experience | Competencies and skills |
- 15+ years of relevant experience in Global Sales in Global polymer markets.
- Progressive sales experience in the polymer marketing industry, with at least 8 years in a senior leadership role overseeing global sales operations.
- Experienced in sales negotiations with customers/distributor key account management and contract design and implementation
- Experience executing Sales long-term strategic plan for EMEA – APAC regions and its netback forecasts in alignment with the function and organization strategies.
- Experience in Sales channel strategy to ensure the achievement of the annual sales plan.
| Soft: - Strong leadership capabilities with a demonstrated ability to build, develop, and motivate high-performing sales teams.
- Strong management skills to lead all aspects of the Global Sales process.
- Analytical thinker with the ability to develop and execute innovative sales strategies to achieve business objectives.
- Excellent communication, negotiation, and people skills, with the ability to build strong relationships with customers and internal stakeholders.
- Results-oriented mindset with a focus on driving measurable results and exceeding sales targets.
- Able to work collaboratively with all involved.
- Excellent interpersonal skills and multi-cultural sensitivity.
- Experienced in resource control and general management.
Technical: - Computer literate with expertise in MS Office.
- In depth knowledge of Polymers & Chemical companies and their processes.
- Proven record of driving revenue growth, market expansion, and customer acquisition in a competitive global market environment.
- Clear understanding of regulations related to sales activities in all territories.
- Experienced in needs based, value focused selling techniques
- Strong Financial literacy
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