Dow—Senior Sales Leader

Job description

Description: At Dow, we believe in putting people first and we’re passionate about delivering integrity, respect and safety to our customers, our employees and the planet. Our people are at the heart of our solutions. They reflect the communities we live in and the world where we do business. Their diversity is our strength. We’re a community of relentless problem solvers that offers the daily opportunity to contribute with your perspective, transform industries and shape the future. Our purpose is simple - to deliver a sustainable future for the world through science and collaboration. If you’re looking for a challenge and meaningful role, you’re in the right place. About You and this Role As a Senior Sales Leader to be based in Navi Mumbai, India - you will be the commercial leader who can turn market insight, customer needs and business priorities into profitable growth. In this role, you will lead the Industrial & Chemical Processing and Personal Care sales teams in India, shape market and customer strategy, and share accountability for business results, including revenue, volume, margin, pricing, customer retention, working capital and forecast accuracy. You will combine strategic direction with hands-on leadership by building senior customer relationships, developing new business, guiding complex negotiations, strengthening sales execution and coaching a high-performing team. You will collaborate across commercial, technical, operational and functional teams to resolve barriers, commercialize innovation and deliver consistent customer experience Responsibilities - Define and execute commercial strategies for the Industrial & Chemical Processing and Personal Care markets in India, aligned with regional and global business priorities - Deliver revenue, volume, margin, pricing, customer retention, working capital and forecast commitments through sound portfolio choices and disciplined execution - Lead customer segmentation, strategic account planning, new customer acquisition, channel effectiveness and development of a balanced growth pipeline - Build senior-level customer and value-chain relationships, develop differentiated value propositions and lead complex pricing, contract and commercial negotiations - Drive sales discipline through account plans, opportunity and forecast reviews, customer relationship management systems, performance data and timely corrective action - Coach and develop Sales Professionals while aligning marketing, technical, product, supply chain, customer service, finance, credit, quality and regulatory teams to deliver business and customer outcomes Qualifications - A bachelor’s or master’s degree in Chemical Engineering, Polymer Engineering, Materials Science, Surface Coating Technology, Chemistry or a closely related technical discipline - A minimum of 15 years of progressive experience in business-to-business sales, technical sales, business development, marketing or commercial leadership within specialty chemicals, silicones, personal care ingredients, industrial materials, process industries or related markets - Proven experience leading Sales Professionals, including setting goals, coaching performance, developing talent and delivering results through direct and cross-functional teams - Demonstrated experience delivering profitable growth through strategic account development, new business creation, pricing and margin management, portfolio choices and complex commercial negotiations - Experience working with customers, channels and value chains across manufacturing, industrial, consumer, chemical processing, personal care or related markets in India Preferred Qualifications - A master’s degree or MBA in Marketing, Strategy, Finance, General Management or a related field - Direct commercial experience in Industrial & Chemical Processing, Personal Care, Specialty Chemicals, Performance Materials or closely related markets - Experience commercializing innovation, managing distributors or channel partners and leading growth initiatives in emerging markets or a global matrix organization Your Skills - Commercial and financial acumen, including the ability to use revenue, margin, price, mix, working capital and return measures to guide decisions - Strategic account management, including customer segmentation, account planning, opportunity development and executive relationship management - Value selling and negotiation, including development of differentiated value propositions, pricing actions and complex commercial agreements - Sales performance management, including pipeline governance, forecasting, customer relationship management system adoption and corrective-action planning - People leadership, including goal setting, coaching, performance management, talent development and succession planning - Cross-functional leadership and executive communication, including the ability to align diverse stakeholders and communicate complex commercial topics clearly Additional Notes - The role requires extensive travel across India and collaboration across regional and global time zones - Relocation assistance is not provided for this role Benefits – What Dow offers you We invest in you. Dow invests in total rewards programs to help you manage all aspects of you: your pay, your health, your life, your future, and your career. You bring your background, talent, and perspective to work every day. Dow rewards that commitment by investing in your total wellbeing. Here are just a few highlights of what you would be offered as a Dow employee: - Equitable and market-competitive base pay and bonus opportunity across our global markets, along with locally relevant incentives. - Benefits and programs to support your physical, mental, financial, and social well-being, to help you get the care you need...when you need it. - Competitive retirement program that may include company-provided benefits, savings opportunities, financial planning, and educational resources to help you achieve your long term financial-goals. - Employee stock purchase programs (availability varies depending on location). - Student Debt Retirement Savings Match Program (U.S. only). - Dow will take the value of monthly student debt payments and apply them as if they are contributions to the Employees’ Savings Plan (401(k)), helping employees reach the Company match. - Robust medical and life insurance packages that offer a variety of coverage options to meet your individual needs. Travel insurance is also available in certain countries/locations. - Opportunities to learn and grow through training and mentoring, work experiences, community involvement and team building. - Workplace culture empowering role-based flexibility to maximize personal productivity and balance personal needs. - Competitive yearly vacation allowance. - Paid time off for new parents (birthing and non-birthing, including adoptive and foster parents). - Paid time off to care for family members who are sick or injured. - Paid time off to support volunteering and Employee Resource Group’s (ERG) participation. - Wellbeing Portal for all Dow employees, our one-stop shop to promote wellbeing, empowering employees to take ownership of their entire wellbeing journey. - On-site fitness facilities to help stay healthy and active (availability varies depending on location). - Employee discounts for online shopping, cinema tickets, gym memberships and more. - Additionally, some of our locations might offer: - Transportation allowance (availability varies depending on location) - Meal subsidiaries/vouchers (availability varies depending on location) - Carbon-neutral transportation incentives e.g. bike to work (availability varies depending on location) Join our team, we can make a difference together. About Dow Chemical International Pvt Ltd Dow Chemical International Private Limited (Dow India) aims to be the most innovative, sustainable, inclusive customer-centric materials science company. The company is committed to delivering the right solutions to its customers’ challenges. With broadest technology sets spanning performance materials, industrial intermediates, and plastics Dow India delivers differentiated science-based products and solutions in high-growth segments, such as packaging, infrastructure, automobile, and consumer care. A Great Place to Work® Certified company with approximately over 1000 employees, its operations comprise of manufacturing sites, innovation center, established centers of excellence, and commercial office. As a responsible corporate, the company supports its Corporate Social Responsibility (program) with technology expertise and employee volunteerism. Dow India works with non-profit partners towards the empowerment of differently abled, women, and children in communities where it operates. The company aims to redefine the societal blueprint, by supporting holistic sustainability and circular economy initiatives. As part of our dedication to inclusion, Dow is committed to equal opportunities in employment. We encourage every employee to bring their whole self to work each day to not only deliver more value, but also have a more fulfilling career. Further information regarding Dow's equal opportunities is available on www.dow.com.