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Head of Commercial Strategy - Petchems - ICIS

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Strategy
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Reed Business Information
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REE00C29 Requisition #

Head of Commercial Strategy - PetChems

Role Title: Head of Commercial Strategy - PetChems, ICIS

Reports To: Director of Strategy, ICIS

Location: London, Singapore or Houston

 

ICIS is a division of RELX Group, a FTSE 20 company with revenues of $10 billion in 2018 and an

employee base of over 30,000 people across 40 countries. We exist to help businesses in the energy,

petrochemical and fertilizer industries make strategic decisions, mitigate risk, improve productivity

and capitalise on new opportunities. At ICIS we make some of the world’s most important markets

more trusted and predictable by providing data services, thought leadership and decision tools.

Thousands of decisions are taken across supply chains every day using our intelligence and we make

this possible through a global presence that delivers the targeted insights customers require in a

rapidly changing world. We shape the world by connecting markets to optimise the world’s valuable

resources. With a global team of more than 600, ICIS has employees based in London, New York,

Houston, Karlsruhe, Milan, Mumbai, Singapore, Guangzhou, Beijing, Shanghai, Dubai, Sao Paulo,

Seoul, Tokyo and Perth.

 

Purpose of Role:

The Head of Commercial Strategy - Petchems leads the business in achievement of its growth

objectives within Petrochemicals by developing, evolving and executing the business strategy for

Petchems, enhancing product and service offerings and market delivery. The role coordinates the

future direction of ICIS Petrochemicals and ensures the successful delivery of short, and long term

revenue growth and profitability.

Via a detailed understanding of market conditions, dynamics, competitors and customer objectives

the role is responsible for the identification of future opportunity, new markets and ventures. The

Head of Commercial Strategy - Petchems is also responsible for the execution of business objectives

as detailed in the Petchem use case. This also includes the identification and evaluation of market

partnerships, alliances, benchmarks and M&A.

 

Key Accountabilities:

Developing the business strategy for Petchems

• Instigates analysis and research of the Petchem market and brings understanding to the

Executive team and wider business on trends, threats, competitor intelligence, business models

and new market opportunities. This includes a detailed understanding of customer workflow and

needs.

• Coordinates the creation, evolution, communication and execution of the PetChem strategy and

goals to exceed both short, and long term, business objectives.

• Co-ordinates and agrees with Executive Team and Director of Strategy business priorities and

maintains business and operational plan.

• Continually assess Petchem portfolio in terms of changing market requirements and works with

Business Development team, Director of Strategy and ICIS CEO to identify and nurture potential

acquisitions, benchmark opportunities, partners, government and industry alliances to accelerate

strategy execution and capitalise on new revenue streams.

• Ensures ongoing communication of business strategy and commercials plans. Coordinating with

other business areas as appropriate to align with the wider business strategy. This includes

monthly updates on all business cases, new investment requests, progress in new market sectors

and geographies along with full, ongoing strategic visibility to entire ICIS business.

 

Commercial Leadership

• Coordinates with Sales, Product, Marketing and CEO on commercial market focus, market

positioning and sales execution to exceed revenue and new sales objectives.

• Regularly monitors the trading positions of Petchem products/services and in conjunction with

management teams’ takes action to ensure resource is focused in the place of most potential,

cost, revenue, profit and margin goals are delivered.

• Identifies market alliances to enhance both strategy and commercial execution.

• Agrees annual KPI’s as a management team and reports monthly against target for market

(geographical and sector) and product/services lines including new business initiatives.

• Sets an agenda to constantly challenge process/resource efficiency and extraction of market

opportunity.

 

Project Management

• Establishes and manages meetings to lead key project and project teams and agenda and

deliverables management within PetChems

• Supports change and strategic projects

• Conducts regular strategic reviews of key projects and performance

• Reviews legal documentation and ensures position fit’s with both commercial strategy and

compliance obtaining legal advice as required.

 

Research

• Responsible for the understanding, interpreting, assessing and evaluating of information key

strategic and marketing information. Sourcing information from a variety of sources.

• Work with business development and customer insight to deliver research initiatives across ICIS

 

Customers

• Develops relationships with customers, partners and industry bodies to maintain products and

brand profile

• Spends time with customers to understand their needs, requirements and potential future

product enhancements or deliverables

• Acts as a brand champion/public face in the marketplace for products in area of responsibility

 

Skills and Behaviours

• Senior management level experience in strategic planning & execution

• Strong commercial acumen and with a track record of delivering commercial success with

positioning in both existing and new markets via go-to-market effectiveness

• Ability to manage and influence highly effective senior leaders and professionals

• Experience of detailed commercial negotiations and ideally M&A

• Passionate about a world-class customer experience

• Curious and willing to ask questions to challenge the status quo in order to provide improved

customer, employee and business outcomes

• Solid understanding of technology and data delivery

• Excellent communication skills and ability to influence people at all levels across all disciplines to

ensure successful outcomes (both internally & externally)

• Significant experience in analytical and metric thinking and planning and strong research ability

• Driven, passionate, motivated individual

• Ability to drive performance and influence culture and outcomes

• Strong and demonstrated experience in effective negotiations

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