Commercial Excellence Lead, APAC & AfMEI

Basic Function

APS has been on a transformation journey since end of 2022. The goals is to drive business Transformation to be able to reach the profitability of APS in line with the business potential as reached in the March LyondellBasell Capital Markets Day event.

The overall strategy has been defined and can be summarized in its vision statement of “APS at your service” (see graphic below). The objective of this journey is to improve the customer centricity of APS as a business and drive higher growth and improve profitability. 

Commercial Excellence is one of the most powerful levers for consistently drive the transformation, excel “APS at Your Service” and execute the APS customer centricity. Given the APS vision and strategy defined, the APS Commercial Excellence organization will play a key role in supporting the regional and business Commercial teams to establish the right capabilities (op. model, processes, tools) and execution path across all organizations. Below a summary of the APS Commercial Excellence view. 

The Regional Commercial Excellence position will have critical responsibilities to partner with the APS Regional Commercial and Business leaders, own, lead and execute several Commercial Excellence projects and be the key partner to drive the right Commercial teams’. 

RESPONSIBILITIES AND ACCOUNTABILITIES:

• Play the leading role in support of definition of Regional Commercial Excellence end state and strategic approach to achieve Commercial Transformation goals
• Develop expertise on Commercial business processes and identify gaps and opportunities on commercial processes in partnership with the commercial teams to define process improvement projects and meet transformation business requirements
• Drive mapping of business process and requirements and defines how process is enabled within the tools
• Play key role in drive of Regional Commercial Excellence projects - e.g. Pricing Excellence, Growth Funnel, Sales Excellence, SF.com enhancement, Marketing Campaigns
• Act as subject matter expert to share detailed knowledge and insights with Commercial teams on key commercial areas to drive Commercial Growth, global synergies and partner with global Commercial Excellence team to achieve best practices 
• Translate best practices into detailed process and tool requirements and deploy across businesses, market segments and areas/countries
• Support Commercial teams on right approach to achieve Commercial goals and partner with cross functional teams - Strategy, Innovation, VEP… - to ensure right support and alignment with APS goals
• Lead setup of right rhythms across Commercial teams to ensure right approach and execution of Regional Commercial Excellence initiatives
• Partner with global Commercial Excellence and Global Digital team in development of analytical insights around market, customer and competitors to define recommendation improvements that drive value and commercial effectiveness
• Play a big role in partnership with LYB CCE team and other external consultant firms in design and development of Commercial Excellence projects 
• Responsible to perform pipeline analytics for a variety of purposes (strategic sessions, growth & market penetration, tactical initiatives)

PERSON SPECIFICATION:

The position may require international travel.

Education:

• Bachelor's University Degree in one of the following areas - Business, MBA, Marketing, Business / Administration, Economics, Engineering, Finance, Science, Business/Management, Management 

Work Experience:

• 10 + years of Commercial work experience (e.g. Sales, Marketing, NBD…) as well as experiences in Industrial industry such as plastics, chemical, and / or refining.
• Experience in international corporate setting is an advantage
• Strong prior experiences on Strategy and Project Management 
• The individual must have demonstrated track record of working effectively within a well-respected, consumer oriented industrial organization.

Critical Competencies/Behaviors:

• Functional/Technical/Analytical Skills 
  Has the functional and technical knowledge and skills to drive job accomplishments. Analytical skills critical around growth funnel, pricing, market and customer dynamics. Translates best practices into detailed process and tool requirements and deploy across regions/countries. 
• Build Partnerships
  Developing and leveraging relationships with colleagues, customers, suppliers, and stakeholders to achieve results. 
• Experiences in partnering with different functions (Commercial, Innovation, Finance, Strategy…) to collect insights, feedback and balance it to define the right approach to meet the Commercial Excellence Transformation outcomes. Solutions must be in the best interest of the Company as a whole not only the specific businesses, regions and functions supported.
• Deliver Results 
  Executing plans and work to ensure that strategic priorities yield measurable results and safe outcomes
  for the organization, employees, and customers. 
• Ensure timely deliverables and accurate profit and cost outcomes. Continuously looking for best practices and opportunities to work more efficient. 
• Drive Innovation 
  Generating novel solutions and impactful improvements that create sustainability and measurable value for existing and potential customers. 
• Grow Capabilities
  Creating a work environment where all employees can develop and realize their full potential, allowing the organization to meet current and future business challenges. 
• Promote Inclusion
  Taking action to ensure that the capabilities and insights of all individuals are valued and included in ways that lead to organizational success, equitable outcomes, and a sense of belonging. 
• Execution
  Strong individual contributor skillsets and strong partnership to ensure can drive execution to meet project and actions outcomes
• Priority Setting 
  Spends his/her time and the time of others on what’s important; quickly zooms in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.
• Integrity and Trust 
  Is widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; admits mistakes; doesn’t misrepresent him/herself for personal gain.
• Communication Skills
  Excellent communication skills, both oral and written are essential. Possesses high level of communication skills  require so as to build relationships at all levels.
• Is able to write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effective results.
• Presentation Skills 
  Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, and managers; is effective both inside and outside the organization, on both data and controversial topics; commands attention and can manage group process during the presentation.

Skills

• Owns high safety culture standard, effectively fosters positive working relationships and great team spirit.
• Present the team in an ethical and responsible way.
• Owns sufficient managerial skills (technical skills and soft skills).
• Maps business process and requirements and defines how process is enabled within the tools 
• Documents business requirements and process flows perform gap analysis against critical business requirements 
• Acts as a consultant and leverages competitive industry /market information and recommends improvements that drive value and commercial effectiveness
• Ability to work autonomously while reporting adequately to manager. 
• Ability to multi-task, consistently meets deadlines, and performs self-review of work product for accuracy and quality in a dynamic environment. 
• Ability to work comfortably and navigate the requirements of a matrix organization.
• Highly self-sufficient and knowledgeable and able to employ quality analytics to facilitate:  (1) making decisions (2) providing quality information to allow management to make sound decisions and (3) serving as a resource / mentor for other analysts across the globe 
• Own a pro-active attitude taking the lead in small or medium sized projects.
• Ability to work with middle and top management including giving presentations to senior leaders.
• Ability to work extended hours during various times of the month/year.

Languages:

English, fluency is a must, additional Asian languages are preferable 

Competencies