Primary Objective
Driving profitable growth in the Chemical sector by focusing on key verticals such as Paint, Petrochemicals & Polymers, Pesticides and Specialty Chemicals, with a sharp focus on EBITDA delivery in 2026. This IC role blends deep domain expertise with hands-on execution, requiring full ownership of customer relationships and commercial discipline. The incumbent will lead a focused, high-impact team and spearhead cross-BU integrated solutions designed to address the unique challenges of chemical logistics.
Key Responsibilities
1. Business Growth & P&L Ownership
- Achieve revenue and EBIT targets across enterprise and strategic chemical industry accounts.
- Lead high-value customer acquisitions, major RFPs, and critical deal closures within the chemical vertical.
- Drive sector-focused growth initiatives to enhance EBITDA contribution.
- Retain 70%+ of enterprise accounts by volume and profit contribution.
2. Strategic Sales & Market Penetration
- Identify and capitalize on new business opportunities across key chemical sub-sectors.
- Own the end-to-end sales process: lead generation, presentations, proposals, negotiations, and deal closure.
- Utilize CRM systems for pipeline management and sales governance.
3. Customer and Market Development
- Build and maintain strong relationships with senior stakeholders including CXOs, procurement leaders, and supply chain heads in the chemical ecosystem.
- Stay abreast of chemical industry regulations, safety standards, and market trends to proactively spot growth opportunities.
- Represent the company at chemical industry events and forums to strengthen market presence.
4. Collaboration & Cross-BU Integration
- Drive integrated solutions by collaborating with at least two Business Units (BUs) to offer comprehensive chemical supply chain services.
- Ensure compliance with commercial documentation, quote approvals, and pricing governance as per company protocols.
- Partner with platforms like Trade Finance to deliver value-added solutions tailored to chemical clients.
5. Commercial Excellence & Reporting
- Lead contract negotiations focusing on profitability and meeting client expectations.
- Monitor and report on key sales KPIs such as pipeline health, win ratios, EBIT margins, and client retention rates.
6. Client Engagement & Retention
- Develop and manage CXO-level relationships with procurement and supply chain executives.
- Conduct Monthly and Quarterly Business Reviews (MBRs/QBRs) to enhance client satisfaction and identify upsell potential.
- Coordinate with internal teams—operations, finance, and customer service—to guarantee smooth onboarding and service delivery.
Qualifications
- Bachelor's degree in any field.
- Minimum 6 years of experience in logistics with at least 4 years in Logistics Sales.
- Strong commercial acumen with experience managing large P&Ls and sector portfolios.
- Hands-on experience with enterprise/strategic account development and cross-functional collaboration.
- Attributes: Attention to detail, execution-focused, persistent, and highly customer-centric.
- Strong understanding of Contract Logistics.
