Job Purpose
- The BU Head is responsible for sales and commercial leadership of the Specialty Chemicals business, encompassing Go To Market strategy, sales & marketing, customer engagement and portfolio growth. The role has a direct impact on P&L performance of the overall business and will be the main business stakeholder for operations, site management, customer engagement, and portfolio growth.
- The role blends deep technical expertise in oilfield chemicals with strong commercial, operational, and leadership capabilities to scale the business profitably across domestic and international markets (with a strong focus on the Middle East). The incumbent will position the organization as a trusted, reliable, and innovative partner to oilfield operators and service companies, while ensuring operational excellence, cost competitiveness, and sustainable margins.
Key Responsibilities
Sales, Marketing & Business Development
- Responsible for sales and realization improvement and growth. Will be directly impacting the overall P&L of the business. Shall drive revenue growth and market expansion.
- Lead domestic and international sales strategies, with a strong focus on Middle East markets.
- Expand the customer base through key account acquisition, penetration, and long-term partnerships.
- Lead complex commercial negotiations, long-term supply contracts, and strategic alliances.
- Identify opportunities to diversify into new products, applications, and downstream chemical solutions based on market demand.
Technical Leadership & Customer Value Creation
- Provide technical leadership and application expertise to support high-value customers, trials, and field applications.
- Ensure effective problem-solving, troubleshooting, and performance optimization at customer sites.
- Work closely with R&D and product development teams to customize formulations and develop differentiated solutions.
- Track competitor technologies, pricing, and offerings to maintain competitive advantage.
People Leadership & Organization Building
- Build, lead, and develop cross-functional teams spanning Sales, Technical Services, Operations, and Support functions.
- Strengthen technical capability, commercial discipline, and customer orientation within the BU.
- Drive a performance-driven culture with clear KPIs, accountability, and talent development.
- Act as a visible leader representing the BU internally and externally.
Governance, Reporting & Stakeholder Management
- Technical & Domain Expertise
- Business & Commercial Acumen
- Proven ability to manage P&L, pricing, margins, and cost structures.
- Strong experience in technical sales, key account management, and international markets.
- Understanding export logistics, supply chain dynamics, and contract management.
Key Skills & Attributes
- Technical & Domain Expertise
- Business & Commercial Acumen
- Proven ability to manage P&L, pricing, margins, and cost structures.
- Strong experience in technical sales, key account management, and international markets.
- Understanding export logistics, supply chain dynamics, and contract management.
Leadership Competencies
- Strategic thinking and execution discipline
- Strong stakeholder and customer management skills
- Analytical, data-driven decision-making
- High learning agility and adaptability
- Ability to lead complex, cross-functional teams
Key Deliverables
- Achievement of revenue, margin, and EBITDA targets for the BU.
- Sustainable growth in domestic and Middle East markets.
- Improved capacity utilization, OTIF performance, and operational efficiency.
- Successful launch of new products and solutions aligned with market needs.
- Robust 3–5 year BU growth and investment roadmap.
Qualifications & Experience
- Bachelor’s degree in chemical engineering / petroleum engineering / chemistry (mandatory).
- MBA / Postgraduate qualification in Marketing, Strategy, or International Business (preferred).
- 18+ years of experience in specialty chemicals, with exposure to technical sales, operations, or business leadership roles.
- Prior experience in oilfield services companies or chemical manufacturing organizations is strongly preferred.
Candidate Profile
- Prior experience in selling drilling or oilfield chemicals.
- Exposure to Indian and Middle Eastern markets.
- Candidates currently working in the Middle East with established networks.
- Ability to scale and institutionalize a revived business with operational discipline and commercial rigor.
