Business Segment Leader
SABIC
مجموع سنوات الخبرة :29 years, 9 أشهر
Accountable for defining and executing strategy for growth and for delivering commercial performance for SABIC’s healthcare segment, a specialty business with $52m turnover operating on a global scale. SABIC is one of the world’s largest petrochemicals producers with combined revenue of $50bn in 2013.
• Devised a “product differentiation” strategy for the business and developed a 5-10 year growth plan through a detailed review of internal resources, capabilities as well as carefully evaluating market opportunities and threats. Growth strategy involves increasing penetration in Europe and expanding sales to China, India and MENAF regions. The strategy was approved by the SBU leadership team.
• Delivered respectively 33% and 27% increase in volume and revenue over 2013-14 by coordinating the day-to-day execution of monthly plans, closely monitoring progress against targets, making timely adjustments as appropriate as well as through leadership and motivation of the segment team. On track to deliver over 40% growth from 2014 to 2015.
• Delivered over $12m extra contribution margin over commodity base product from 2013-14 through driving pricing strategy in a manner that delivers optimal value over commodity along with a tight monitoring and control of cost-to-serve.
• Led a team of 5 direct reports (2 account managers and 3 technical marketers) and directed cross-functional teams (Sales, supply chain, back office support) with over 20 people through leadership and motivation in a manner that empowers individuals within guidelines, inspires entrepreneurial behaviour and fosters learning from failure.
• Established strong connection and network with leading global OEMs in the pharmaceutical and medical sector by carefully building relationship in a manner that maximises long-term mutual benefits. Global OEMs include Novartis AG, Sanofi-Aventis, GlaxoSmithKline or Bayer Healthcare.
• Enhanced the segment’s product offer by bringing to market 6 new products since 2013. Currently steer 3 major development initiatives to support the delivery of differentiation strategy through 2025 in co-ordination with the Technology and Innovation team.
Responsible for delivering growth performance for SABIC’s polymer medical portfolio into the global $78bn pharmaceutical packaging market, one with the highest entry barrier but high-added value for polymer.
• Developed detailed 3 year Sales and Marketing plan approved by management steering committee.
• Grew pipeline of new sales by 100% within 12 months from inception as a result of improved value proposition, enhanced customer experience and implementing marketing plan including a complete redesign of promotional materials and rising awareness at key industry events such as K 2013, GPCA, Innopack Europe.
• Launched the development of 5 new products to improve existing offer to substantially narrow the gap with competition and reposition SABIC within the top-3 global suppliers.
• Fully met sales revenue target in 2012.
Full P&L responsibility, accountable for steering INEOS’ Polypropylene business with $1.7bn sales and over 1.2 million tons p.a. production on a day-to-day basis for the delivery of EBIDTA and cash-flow performance in line with approved strategy. INEOS is a world leading manufacturer and marketer of petrochemicals including Olefins, Aromatics and Polyolefins.
• Helped develop and implement 5 year strategic plan for continued cash-flow and EBIDTA improvement approved by the Board. The plan included closure of 3 loss-making plants across 3 European sites.
• Steered the delivery of forecasted sales volume and agreed price targets through leadership and day-to-day co-ordination of sales across a team of over 40 people covering the European and export markets. Decision making involves approval of price deviation and re-allocation of volume in order to deliver monthly volume targets to meet agreed annual budget.
• Redefined product offering based on in-depth review of internal capability, competition, market trends and profitability, which led to 5-7% improvement in gross margin per sales by repositioning business towards more attractive market segments such as Healthcare, pipe and caps & closure.
• Improved cash-flow by 25-30% over 2008-2011 as a result of keeping working capital below 10% of sales through tight control of operating stock and reducing to minimum slow moving stock. This helped the business protect performance during economic downturn.
• Developed a 30, 000 tons p.a. export business to India over 2009-2012 through exploiting export opportunities in a timely manner and capitalising on favorable arbitrage window to maximise gross margin. Revenue increased by $44m p.a.
Accountable for managing the supply/demand planning operation for a combined 1.2 million tons Polypropylene sales p.a. for BP Chemicals, a leading global petrochemicals producer part of the BP plc.
• Improved forecast accuracy by 20% as a result of conducting a work-flow review of the demand management process which uncovered double counting and data integrity issue. This led to substantial reduction in slow moving stocks which result in 15% reduction in required working capital.
• Spotted discrepancies in stock information which uncovered a wrong reporting by the Finance team. Advised Business and Finance team on stock reconciliation and stock consolidation which led to more accurate and consistent financial information.
Responsible for providing technical support to over 20 customers on behalf of the European polymer business.
• Nurtured and grew business with total revenue over $150m p.a. by providing effective technical and development supports to customers. This involved managing complaints, resolving customer problem and traducing customer needs into development initiatives.
• Made a review of BP chemicals’ position in the PP copolymers market based on detailed analysis of sales and market data. This helped senior management redefine strategic area of growth leading to a quick repositioning of the business towards more attractive markets such as automotive and construction pipe.
• Advised and trained over 70 members of the Marketing & Sales team on product range and performance with recommendations on selling argument where required.
Ran the lab compounding unit with responsibility for a team of 3 and operating budget over $1m. Accountable for delivering 1-3 year development projects for the Polymer technology licensing business.
• Project-managed over 7 product development initiatives involving over $2m R&D budget. This involved making analysis, finding innovative solutions, building development plan and making reports. This helped BP Chemicals to consolidate its leading position in polymer technology licensing as a result of improved product offering.
• Implemented on-time and on-budget new state-of-art compounding line worth $1.5m in 2011. This led to BP strengthening its expertise and services in compounding which subsequently improved its credibility and position in the licensing business.
Reporting to the Associate Professor of the Polymer Laboratory unit, responsible for:
• Lecturing polymer physics to undergraduates
• Carrying out study and academic research for projects involving Corporate funding
• Published 6 scientific publications in various international scientific journals over 1994-1996
Thesis title: "Application of ultrasound techniques to the study of Polymeric gels"