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Manager, Strategic Account Management (Refinish Coatings)


Job Field: Business Development
Location: Shanghai, CN, 200000
Company: BASF Asia Pacific
Job Type: Experienced
Job ID: EN_CN_20892

We are the world's leading chemical company because we offer intelligent solutions for our customers and for a sustainable future. We have over 110,000 employees connecting around the world. For you, this means an almost unlimited range of job opportunities, career development and lots of potential to continue learning . At BASF we believe strongly in the power of connected minds.


BASF has been a committed partner to Greater China since 1885. With major investments in Nanjing, Shanghai and Chongqing, BASF is one of the largest foreign investors in the Chinese chemical industry, and maintains the BASF Asia Pacific Innovation Campus in Shanghai as a research and development hub for the Asia Pacific region. Objectives:

  • Leads the Strategic Account Management (SAM) team; Leads local strategic account management activities by driving all global Original Equipment Manufacturers (OEMs) based in China, multi shop operators (MSO), independent Business & Planning, insurance company, accident management & local governments strategic planning requirements that influence our automotive refinish business. Leads global strategic account management activities with local OEMs.
  • Acts as a coordinator for global, regional, and local strategic account management; monitors and records market changes and demands, collect and provide a full market analysis on competitive and customer data, while continuously translating what these advancements mean to our business.

Main Task:

  • Lead the SAM team, including building-up the competencies, recruiting, training, performance management and employee development
  • Lead strategic long-term business relationships with OEMs headquarters
  • Identify and maintain strategic long-term business relationships with respective influencers (all decision makers) with the aim of contributing at a high level to the local leadership team business activities and strategy.
  • Derive local account strategies from regional account strategies and be responsible for local implementation in alignment with Regional Business Unit management.
  • Take responsibility for the sales process in the relevant country including management of virtual teams. Contribute and be responsible for the implementation of local strategic account contracts, translating and sharing pricing conditions, supply chain & customer service requirements for the assigned account, managing interfaces with Sales and Marketing.
  • Influence decision makers in a complex environment within and outside BASF on all levels, drive actions/decisions – even without disciplinary responsibility.
  • Deliver strategic and operational information to the regional and local leadership teams by identifying the needs of the major influencers and how they impact our business.
  • Establish, maintain and develop industry contacts and attend business functions, seminars and group meetings that lead to strategic development and sales.
  • Maintain up to date awareness of industry trends, technical & training development, market intelligence to help define the positioning of BASF value selling offer and report as part of the leadership team.
  • Collect customer data, information, feedback and expectations to prepare for presentations, seminars, workshops to promote BU strategies, products and services.
  • Work with other value chain managers to maximize our impact to grow the business in a professional and collaborative way whilst staying true to the agreed company strategy.
  • Maintain market intelligence on influencer trends, activities and competitor interactions. Regularly update and align short term strategic activities.
  • Report and present up to date information on newly developing trends with influencers and market demands by regularly visiting customers and industry contacts and share information with team members.


  • Education: Bachelor Degree in Business Administration, communication, marketing, or equivalent refinish market experience; MBA is a plus.
  • Minimum ten years marketing or sales experience showing increasing responsibilities. Automotive, or distribution oriented background is a plus.
  • Demonstrated understanding of solution selling practices
  • Experience key account management including negotiation skills pricing, profit analysis
  • Proven ability to influence-cross functional teams without formal authority
  • Exceptional written and spoken English and Chinese
  • Advanced capabilities in Microsoft Office

Job Segment: Manager, Performance Management, MBA, Management, Human Resources

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