Global Sales Head / Head – Global Business Development (Aroma Chemicals & Specialty Ingredients)

 

Job Description (JD)

Global Sales Head – Aroma Chemicals & Specialty Aroma Ingredients

Base: Pune / Mumbai | Global B2B

 

1. Position Snapshot

Parameter Details

Job Title Global Sales Head / Head – Global Business Development (Aroma Chemicals & Specialty

Ingredients)

Base Location Pune / Mumbai (frequent global travel required)

Reporting To MD/CEO / Commercial Director (as per

organization structure)

Go-to-Market Model Direct key accounts + distributors/agents (hybrid)

Team Scope Global key account managers / regional sales /

export & channel partners (current + future build)

Core Mission Scale profitable global revenue while protecting

compliance, quality, and long-term customer

trust.

 

2. Role Purpose

To build a scalable, profitable global revenue engine for the company’s PEA and CNMD platforms and

their derivative portfolios, plus adjacent aroma ingredients—driving market penetration, basket

expansion, pricing power, disciplined contracting, and predictable customer experience. The role must

operate with high commercial rigor, documentation discipline, and ethical governance, aligned to global

customer expectations.

3. Product Portfolio (Grouped by Parent Product / Platform)

The Global Sales Head will drive growth for the full portfolio (including but not limited to) and must

ensure that all customer-facing product positioning, claims, and end-use narratives remain aligned to

approved specifications, SDS/TDS, and applicable customer/regulatory requirements.

A. PEA Platform (Phenyl Ethyl Alcohol Family) – Parent: Phenyl Ethyl Alcohol (PEA) |

CAS 60-12-8

Core Parent Product

• Phenyl Ethyl Alcohol (PEA) – CAS 60-12-8

PEA Esters (PEA → Ester derivatives)

• Phenyl Ethyl Acetate (PEAC) (In-house) – CAS 103-45-7

• Phenyl Ethyl Propionate – CAS 122-70-3

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• Phenyl Ethyl Benzoate – CAS 94-47-3

• Phenyl Ethyl Iso Butyrate (PEB) – CAS 103-48-0

• Phenyl Ethyl Salicylate – CAS 87-22-9

• Phenyl Ethyl Phenyl Acetate (PEPA) – CAS 102-20-5

PEA Ethers (PEA → Ether derivatives)

• Phenyl Ethyl Methyl Ether (PEME) – CAS 3558-60-9

PEA-linked Aldehyde Blends / Formats (Commercial grades anchored on PEA)

• Phenyl Acetaldehyde in 50% / 75% / 85% PEA (as applicable) – CAS 122-78-1

• Phenyl Acetaldehyde Dimethyl Acetal – CAS 101-48-4

PEA-adjacent Aromatic Alcohols (Cross-sell family)

• Phenyl Propyl Alcohol (PPA) – CAS 122-97-4

B. CNMD Platform (Cinnamic Family) – Parent: Cinnamic Aldehyde (CNMD) | CAS 104

55-2

Core Parent Product

• Cinnamic Aldehyde (CNMD) – CAS 104-55-2

CNMD Derivatives / Close Family

• Cinnamic Alcohol (CALC) – CAS 104-54-1

C. Styrene Platform / Intermediates

• Styrene Oxide (SO) – CAS 96-09-3

D. Styrallyl Family

• Styrallyl Acetate (STAC) – CAS 93-92-5

• Styrallyl Propionate – CAS 120-45-6

E. Benzyl Platform (Benzyl Derivatives Family)

• Benzyl Acetate – CAS 140-11-4

• Benzyl Acetone (BA) – CAS 2550-26-7

• Benzyl Benzoate – CAS 120-51-4

• Benzyl Propionate – CAS 122-63-4

• Benzyl Salicylate – CAS 118-58-1

F. Nerolin Family

• Nerolin Bromelia – CAS 93-18-5

• Nerolin Yara Yara – CAS 93-04-9

G. Rose / Floral Specialty Basket

• Rose Oxide – CAS 16409-43-1

• Rose Crystal Ex Benzaldehyde – CAS 90-17-5

• Pommerol – CAS 56011-02-0

• PADMA – Internal product name (commercial definition as per internal product master)

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H. Other Specialty Ingredients (Portfolio Expanders)

• Aldehyde C16 (Strawberry Aldehyde) – CAS 77-83-8

• Hydratropic Aldehyde – CAS 93-53-8

• Citronellyl Nitrile – CAS 51566-62-2

• Phenoxy Ethyl Iso Butyrate – CAS 103-60-6

• Triacetin – CAS 102-76-1

• Diphenyl Methane (DPM) – CAS/spec as per internal product master

 

4. Target Industries & Customer Segments

Primary segments:

• Flavour & Fragrance (F&F): global fragrance houses, flavour houses, compounders, blenders,

ingredient distributors

• Personal Care / Cosmetics / Skin Care: fragrance and sensorial ingredient applications; formulation

houses and contract manufacturers

Selective / opportunity-led segments (only where compliant and customer-driven):

• Pharmaceuticals & allied: ingredient/intermediate opportunities aligned to documentation, quality,

and regulatory suitability

• Animal Nutrition / Feed: functional ingredient opportunities where permitted and supported by

customer qualification requirements

 

5. Key Strategic Outcomes (12–24 months)

• Profitable global growth across the PEA platform, CNMD platform, and portfolio families (benzyl,

styrallyl, rose/floral, specialties).

• Basket penetration: move customers from 1–2 SKUs to multi-family sourcing partnerships.

• Key account dominance through structured QBR governance and long-term agreements.

• Channel scale with control: distributors that grow responsibly without eroding pricing discipline.

• Forecast reliability and strong S&OP integration to protect service levels and margins.

 

6. Role Scope & Decision Rights

• Own global sales strategy, execution cadence, channel strategy, and account growth plans for the full

portfolio.

• Drive pricing execution discipline within the approved authority matrix; enforce deal governance and

exception controls.

• Provide commercial inputs into S&OP and capacity planning; partner with operations to protect OTIF

and customer experience.

• Influence portfolio priorities with R&D and manufacturing based on market pull, competitiveness,

and margin logic.

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• Own commercial risk management: customer concentration, credit exposure (with Finance), claims

trends, and contract coverage.

 

7. Key Responsibilities (Detailed)

A. Global Strategy & Product-Family Growth

• Build and execute a global go-to-market strategy by product platform/family (PEA family, CNMD

family, benzyl family, styrallyl family, rose/floral basket, and specialty expanders).

• Drive portfolio mix improvement by increasing the share of derivatives and specialty products (not

only parent molecules).

• Define family-wise positioning: segment fit, value narrative, documentation pack, and channel

strategy for each family.

• Translate strategy into an annual operating plan with targets by product family × region × customer

tier and quarterly milestones.

B. Key Account Management (KAM) & Basket Expansion

• Own top global accounts with formal account plans covering stakeholder map (Procurement, R&D,

Quality, Sustainability), volume growth, and risk mitigation.

• Institutionalize QBRs to review performance, resolve issues, align forecasts, and expand product

family penetration.

• Execute a structured cross-sell roadmap (e.g., PEA parent → PEA esters/ethers → benzyl/styrallyl →

rose/floral specialties).

• Accelerate approvals and repeat ordering for higher-value derivatives through disciplined trial-to

contract conversion.

C. New Business Development (Global) – Pipeline that Converts

• Build a conversion engine: target list → outreach → sampling → trials → qualification → commercial

closure → repeat orders.

• Create customer qualification playbooks by segment (F&F, personal care, pharma/allied, feed),

including documentation and audit-readiness requirements.

• Expand channel-led reach (where needed) with tight governance: territories, pricing corridors, and

customer registration/controls to prevent price erosion.

• Maintain win/loss discipline to strengthen conversion effectiveness and reduce cycle times.

D. Pricing, Margin Architecture & Contracting

• Implement pricing governance across product families: floor price logic, approval matrix, exception

management, and annual price-review cadence.

• Protect and improve contribution margins by controlling discount leakage and addressing non-price

leakage (claims, urgent freight, packaging, payment terms).

• Lead LTAs/annual contracts: volume commitments, lead times, service levels, documentation SLAs,

and claims/change-control processes.

• Partner with Finance to monitor customer profitability, credit risk exposure, and cash impact of

commercial decisions.

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E. Forecasting, S&OP Interface & Customer Experience

• Own forecast quality at product-family level (not only total revenue), enabling improved planning

and service performance.

• Drive predictable customer experience through proactive communication, lead-time reliability, and

disciplined escalation management.

• Lead strategic customer escalations; ensure closure cycles are time-bound, root-caused, and

preventive actions are implemented.

F. Team Leadership & Commercial Operating System

• Build a high-performance sales organization with clarity across KAM (strategic accounts), hunters

(new segments/regions), and channel managers.

• Institutionalize operating cadence: weekly pipeline reviews, monthly forecast calls, pricing exception

reviews, QBR governance, and claims closure reviews.

• Coach teams on portfolio/family-based selling and professional documentation discipline.

• Embed ethical selling, anti-bribery posture, and conflict-of-interest controls as non-negotiables.

 

8. Qualifications & Experience

Must-Have

• MBA (International Business / Sales & Marketing / Strategy).

• B.Sc./M.Sc. Chemistry or B.E. Chemical Engineering / Science Graduate.

• 15–25 years in global B2B sales of aroma ingredients / specialty chemicals / F&F ingredients (or

closely related industries).

• Proven track record in key account growth, new customer acquisition, and distributor/channel

management.

• Comfort with export business fundamentals and global customer expectations on documentation

and supplier qualification.

Preferred

• Experience with audit-heavy customers where documentation, responsiveness, and change-control

discipline are critical.

9. Competency Framework (Success Behaviours)

Commercial Mastery

• Thinks in segments and value pools, not only products; builds region and customer-tier strategies.

• Defends pricing with logic and value articulation; avoids unmanaged discounting.

• Plans and executes with commercial discipline and clear accountability.

Strategic Account Leadership

• Builds trust across Procurement, Quality, R&D, and Sustainability stakeholders; runs QBR

governance.

• Converts service excellence into pricing power and repeat business.

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Execution Excellence

• Runs an operating cadence with clean CRM/pipeline hygiene and accurate forecasting.

• Drives closure velocity and structured problem solving for escalations.

Leadership & Integrity

• Coaches and develops teams; builds bench strength and succession.

• Demonstrates strong ethical backbone and actively prevents conflicts of interest.

 

10. KPIs / Scorecard (Global, Product-Family Led)

KPI Category Measures

Growth & Mix Revenue by platform/family; basket penetration (# SKUs and #

families per strategic customer); new customer acquisition →

repeat conversion by segment

Profitability & Pricing Power Gross margin % and contribution margin by family and

customer; price realization vs corridor; discount exception rate

Execution & Customer Experience Forecast accuracy by family; pipeline coverage ratio; claims

rate and closure time; contract coverage % of recurring

revenue

Cash & Risk DSO/overdues control (with Finance); customer concentration

risk managed through diversification; governance compliance

(audit readiness)

 

11. 90-Day Success Plan (Practical Expectations)

Days 0–30: Diagnose + Stabilize

• Review current customer base, revenue mix, margins, claims, and overdue profile.

• Create a top account map and pipeline map; establish weekly cadence for pipeline and escalations.

• Identify top growth opportunities and top leakage points (pricing, claims, freight, payment terms).

Days 31–60: Execute Quick Wins + System Build

• Close high-probability opportunities across key accounts and new accounts (mix of parent and

derivative families).

• Implement pricing governance and deal approval discipline; reset distributor scorecards where

applicable.

• Improve forecast quality and align with S&OP on family-level demand signals.

Days 61–90: Scale Plan + Contract Coverage

• Present a 12-month global GTM plan with targets by region and product family, including channel

strategy.

• Launch QBR calendar and structured KAM program; improve contract coverage for recurring

revenue.

• Deliver a margin and customer experience improvement plan jointly with operations and quality

leadership.

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12. Ideal Candidate Profile

A globally credible, execution-strong sales leader who can run a disciplined commercial engine and win

with portfolio selling—building long-term partnerships across the PEA and CNMD platforms while scaling

derivatives and specialty products through strong governance, customer trust, and operational

excellence.

 

Annexure A: Product Portfolio Reference (Family-wise)

Reference list for internal use; customer-facing catalogs must align to the latest approved product

master and documentation.

Platform / Family Product CAS Notes

PEA Platform Phenyl Ethyl Alcohol

(PEA)

60-12-8 Parent

PEA Platform – Esters Phenyl Ethyl Acetate

(PEAC) (In-house)

103-45-7 Derivative

PEA Platform – Esters Phenyl Ethyl Propionate 122-70-3 Derivative

PEA Platform – Esters Phenyl Ethyl Benzoate 94-47-3 Derivative

PEA Platform – Esters Phenyl Ethyl Iso Butyrate

(PEB)

103-48-0 Derivative

PEA Platform – Esters Phenyl Ethyl Salicylate 87-22-9 Derivative

PEA Platform – Esters Phenyl Ethyl Phenyl

Acetate (PEPA)

102-20-5 Derivative

PEA Platform – Ethers Phenyl Ethyl Methyl Ether

(PEME)

3558-60-9 Derivative

PEA Platform – Aldehyde

formats

Phenyl Acetaldehyde in

50/75/85% PEA

122-78-1 Commercial grades

PEA Platform – Aldehyde

formats

Phenyl Acetaldehyde

Dimethyl Acetal

101-48-4 Derivative

PEA-adjacent Phenyl Propyl Alcohol

(PPA)

122-97-4 Cross-sell family

CNMD Platform Cinnamic Aldehyde

(CNMD)

104-55-2 Parent

CNMD Platform Cinnamic Alcohol (CALC) 104-54-1 Derivative

Styrene Platform Styrene Oxide (SO) 96-09-3 Intermediate

Styrallyl Family Styrallyl Acetate (STAC) 93-92-5 Derivative

Styrallyl Family Styrallyl Propionate 120-45-6 Derivative

Benzyl Platform Benzyl Acetate 140-11-4 Derivative

Benzyl Platform Benzyl Acetone (BA) 2550-26-7 Derivative

Benzyl Platform Benzyl Benzoate 120-51-4 Derivative

Benzyl Platform Benzyl Propionate 122-63-4 Derivative

Benzyl Platform Benzyl Salicylate 118-58-1 Derivative

Nerolin Family Nerolin Bromelia 93-18-5 Specialty

Nerolin Family Nerolin Yara Yara 93-04-9 Specialty

Rose/Floral Basket Rose Oxide 16409-43-1 Specialty

Rose/Floral Basket Rose Crystal Ex

Benzaldehyde

90-17-5 Specialty

Rose/Floral Basket Pommerol 56011-02-0 Specialty

Specialty Expanders Aldehyde C16 (Strawberry

Aldehyde)

77-83-8 Specialty

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Specialty Expanders Hydratropic Aldehyde 93-53-8 Specialty

Specialty Expanders Citronellyl Nitrile 51566-62-2 Specialty

Specialty Expanders Phenoxy Ethyl Iso

Butyrate

103-60-6 Specialty

Specialty Expanders Triacetin 102-76-1 Specialty

Internal Product Master PADMA As per internal master Internal product name

Internal Product Master Diphenyl Methane (DPM) As per internal master Confirm CAS/spec before

external use

 

Annexure B: Commercial Claim & Documentation Guardrails

These guardrails are critical for credibility with global customers and to avoid non-compliant claims. The

role is expected to enforce them through disciplined commercial governance.

Claim Governance (Non-Negotiables)

• No therapeutic/medical claims (e.g., antibiotic/curative) unless a customer’s regulatory pathway is

defined and internal approvals are documented.

• All end-use narratives must be supported by the latest approved SDS/TDS/specification and

customer-specific requirements.

• No deviations in grade, impurity profile, or labeling without formal change-control and customer

approval.

• Marketing collateral must be version-controlled and approved (commercial + QA/Regulatory where

applicable).

Standard Customer Documentation Pack (as applicable)

• Certificate of Analysis (COA) with batch traceability

• Safety Data Sheet (SDS) and Technical Data Sheet (TDS)

• Regulatory statements / compliance declarations (e.g., REACH, IFRA, allergens, SVHC/POPs as

relevant)

• Country-of-Origin, HS code, and export documentation support for Exports/Imports

• Supplier audit support pack: quality system overview, change-control summary, and

grievance/claims workflow