Regional Commercial Manager APAC
3 weeks ago
Description
:1. Job Purpose:
(the statement of job purpose in one or two clear and concise sentences)
What:
Lead Sales and TS for the TPU APAC Business Team whose main objectives are to achieve sustainable growth in the largest and fastest TPU market.
Why:
Identify and grow in profitable segments to ensure fast return on future asset in APAC. Build local capabilities, in line with global strategy. Set-up regional commercial processes to deliver long-term profitable growth.
2. Principal Accountabilities:
(the major end results the job is expected to achieve)
Responsibilities:
To ensure that all work undertaken is carried out in full compliance with Huntsman’s EH&S procedures and policies and strive for continuous improvement in safety performance. Monitor compliancy to legal obligations. Use EH&S as a commercial tool to differentiate versus local TPU manufacturers. Lead the APAC Sales team to meet sales and profit objectives in both long and short-term. Propose yearly sales and fixed cost budget. Capture new business (> 35% CM). Analyze and define sales and market requirements. Ensure that technical service, research and product development meet these local requirements. Define the business plan for profitable and sustainable growth. Design new sales organization to match business targets. Implement new processes (reporting, pricing, product launch). Lead the implementation and execution of Key Account Management for selected accounts. Provide support to the team to build relationship at the customers CEO or company owners’ level. Manage sales channels (direct vs distributors). Manage supporting regional functions such as Communication, Supply Chain and logistics, Finance, Credit control and HR departments to ensure that they meet the requirements of the business on a short- and long-term basis. Build capabilities of the sales team. Attract, develop and retain talents. Ensure that the required manning and know-how is available and continuously developed to meet the changing business demands. Create a strong team spirit within the region. Develop and drive strong networks both internally (manufacturing sites and development team mainly) and with customers & external organisations to compliment business growth and increase the speed and professionalism of market development.3.Special Features:
Significant Working Relationships
The Commercial Manager must be able to work across a wide range of internal personnel in a manner which builds trust, buy-in and understanding. The incumbent must also be able to show adaptability to cultural differences and be able to excel in difficult circumstances. The level of interactions includes high level managers/directors at customers and potential partners as well as in Huntsman Polyurethanes division.Major Challenges
Major challenges for this position include the ability to change the nature of current business, by defining a long-term commercial strategy and to build a team with the relevant capabilities to implement it. These efforts need to be done in a complex environment, relying on other region’s manufacturing capabilities and technical expertise. There will be a high level of competing demands requiring a high level of maturity in order to effectively deal with the stress of the job. Understanding the drivers of the TPU industry and gain insight into the trends that will shape the future business. Managing constraints (scarcity of product, expertise, funding) will be required. The incumbent must be able to effectively manage team interactions within the APAC business team as well as other regions though their time spans and interest may not always be exactly aligned.4. Knowledge / Experience / Skills Needed
(education, experience, skills and training required for the job)
Training and Education
The ideal candidate should be educated to degree level in a technical discipline preferably in a chemical or engineering related field with a postgraduate qualification in marketing.
Skills and Knowledge
The candidate should have an in-depth knowledge of the thermoplastic industry (material/processing). A solid understanding of TPU is necessary, especially capabilities and limitations in the materials battlefield, with the value that can be achieved for Huntsman and the customer. The candidate must have the ability to manage numerous activities as well as be able to multi-task and set priorities in a complex environment. A thorough understanding of marketing concepts and the ability to apply these competently across a range of different industries and business models. Ability to lead a cross-cultural team and establish solid link with European and American colleagues is a must.
Fluency in English is a must. Basic knowledge of Mandarin preferred as well as other Asian language.
Experience
Ideally the candidate, in addition to the education above should have a minimum of 15 years commercial/marketing/technical experience in the thermoplastic industry, with a track record of delivering valuable results.
The incumbent should possess in-depth knowledge of industrial marketing techniques. The candidate must have customer experience as well as an excellent appreciation for industry drivers and strategic issues. The incumbent, due to his/her experience, must be able to translate strategic issues into sound tactical implementation.
Additional Locations:
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