Job Description

Position title: Operating Unit Commercial Manager- West GAPAC


Reports to: Head of Operating Unit


Type: Hybrid


Location: Mumbai



At dsm-firmenich, being a force for good is not optional. Diversity, Equity & Inclusion is a shared responsibility woven into our daily work to not only benefit our People, Customers & Communities but also drive business value. Equal access to opportunities is a given, belonging is a shared feeling, authenticity is celebrated.


Purpose of the position

• Business driver for designated area of responsibility, responsible to deliver specific sales & profitability KPI's.
• Key stakeholder in Implementation and monitor of the commercial strategy for the area of responsibility in line with Global industry and pricing strategy.
• Ensure execution of commercial strategy and day to day operation and monitoring up to date market information and position ANH OU West in terms of price and especially supply and carry out allocation of material to the respective markets.
• Ensure that all commercial activities in the area of responsibility are fully compliant with DNP policies.



The markets served within West GAPAC (Thailand, Vietnam & South Asia) Region represent a mixture of developed markets and emerging markets with growth potential. The markets are open to global competitors and global pricing. Price pressure is present for nearly all products and new competition from emerging economies (e.g. China, India) are entering and attacking the whole product portfolio. Consequently, the market volatility is increasing significantly, and a pro-active and flexible adaptation is required to cope with the fast-changing market environment. Major customers are feed processors, integrators, and premixes. Many of them further consolidating and implementing sophisticated central purchasing policies.


Your key responsibilities:

• Accountable for the Essential Products P&L within the Operating Unit & key stakeholder in Demand Planning process.
• Actively participating in Integrated Business Planning (IBP) efforts to enhance forecast accuracy and support improvements in the supply chain. This is crucial for the company and should foster a more customer-centric approach across the organization.
• Actively participating in Integrated Business Planning (IBP) efforts to enhance forecast accuracy and support improvements in the supply chain. This is crucial for the company and should foster a more customer-centric approach across the organization.
• Drives the compliance of distributors & due diligence for West Gapac.
• Analyze the sales data, suggest corrective actions and drive the sales team to achieve the topline and bottom line.
• Effectively manage product allocation in case of tight supply to minimize the risk of damaging business
• Responsible to deliver specific sales & profitability Kpi's, Tracks KPIs (i.e., sales, profitability, share of wallet, forecast accuracy) and initiates corrective measures.
• Coordinates cross-regional/operating units/functional team activities for the key accounts .Content creation for premix strategy within the operating unit with business development and marketing initiatives to drive the growth of premixes.
• Ensures effective execution and coordination of the Essential Products strategy across operating units/markets, follow the agreed tactics

You Bring:

• Degree in business administration and/or science. Excellent sales track record
• Minimum 5 years of relevant sales and/or commercial management experience, preferably within associated industry/market and/or experience in global function at HQ (PM, Marketing Manager)
• Experienced in management of projects and teams.Able to operate at all levels of an organization
• Profound understanding of the industry in terms of own and customer business, market/industry trends, product knowledge, own and competitive strengths
• Managerial and social knowledge and experience. Good leadership
• Excellent communication and social skills

Equal Opportunities Commitment


dsm-firmenich is fully dedicated to inclusion because when people feel engaged and empowered, their creativity and innovation drives unprecedented progress. We aim to build a workplace where opportunity really is equal, so everyone can thrive. We do not discriminate - there's a place for everyone at dsm-firmenich.


dsm-firmenich is an Equal Opportunity and Affirmative Action Employer. dsm-firmenich people are as diverse as our customers. For us that includes a commitment to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.


We are committed to providing reasonable support for disabled applicants in our recruiting process. Should you need assistance, and are comfortable to share this, please let us know.

About dsm-firmenich


As innovators in nutrition, health, and beauty, dsm-firmenich reinvents, manufactures, and combines vital nutrients, flavors, and fragrances for the world's growing population to thrive. With our comprehensive range of solutions, with natural and renewable ingredients and renowned science and technology capabilities, we work to create what is essential for life, desirable for consumers, and more sustainable for the planet dsm-firmenich is a Swiss-Dutch company, listed on the Euronext Amsterdam, with operations in almost 60 countries and revenues of more than EUR12 billion. With a diverse, worldwide team of nearly 30,000 employees, we bring progress to life(TM) every day, everywhere, for billions of people. www.dsm-firmenich.com