- Our Client, a global leader in chemistry, producing specialty material solutions used across most major industries and consumer applications.
Job Purpose:
- Lead the Sales & Business in the Vietnam market ensuring successful achievement of the AOP sales volumes.
- Represent the business in a honest, professional manner ensuring the business is well placed for future growth.
- Align the Vietnamese Business with Company Business Line Strategy. Develop tactics to delivery on the controllables and meet the volume and profitability objectives.
- Ensure coordination with Senior Sales Director and Business Leaders in successfully accomplishing overall objectives.
- Build, maintain and strengthen relationships with customers and distributors across Vietnam.
- Operate ethically and ensure the business is conducted in line with our ethical business standards.
Responsibilities:
- Lead the Company Business to meet all corporate business and profitability objectives.
- Be the conduit between Company & Customers. Hold regular interactions with customers to understand their needs, the market demand and latest market trends.
- Communicate and share market information in a timely manner with the Senior Sales Director and RPMs including demand swings, customer updates, competitive threats, forecasts, pricing strategies for the Vietnamese market.
- Contribute towards achieving the total AOP (budget) target for the Business working closely with the Business Line. Provide full support in accomplishing volume and margin targets.
- Make timely decisions that keep the organization objectives moving forward.
- Undertake regular travel for customer meetings and relationship building in Vietnam.
- Managing Accounts Receivables – Timely collections and monitor monthly past dues to ensure payment is made on time.
- Must have active participation in the Asia Sales Meetings.
- Participate actively in Industry events where Vietnamese customers are present.
- Close coordination with RPMs, supply-chain, marine, credit dept to ensure timely shipment of product, timely vessel nominations and vessel firming to ensure on time delivery to customers.
- Provide forecasted volume updates to Business (Senior Sales Director & RPM’s) on a regular basis.
- Applying knowledge of business and the marketplace to advance the Business Line goals.
- Must be able to make sounds business decisions and be a good problem solver.
- Must thrive in a multicultural team environment.
- Ensure all local laws are adhered too and that business is conducted in an ethical manner.
Outputs and KPIs:
- Lead and grow the acetyls Business line in Vietnam.
- Contribute to achieving the yearly AOP Volume, Revenue, Variable Margin Targets.
- Manage and maintain long term Customer relationships
- Understanding of the Business, Market Networking & Intelligence.
- Build, Maintain, Sustain company credibility & respect with Customers in the Vietnam market.
- Deliver the Sales strategy for the region
- Delivered on AOP
- Develop specific Account Plans and market plans to deliver the AOP and improve over all commercial excellence in Vietnam.
- Volume growth
- Price optimization
- Develop new business opportunities
- Reduce DSOs – days sales outstanding
- Variable margin growth
Requirements:
- Must have good written and oral English skills.
- At least 10 years hands-on experience in one of the following industries: bulk and packaged chemical business, emulsions sales, adhesives industry, paint industry, cigarette filter industry.
- Must have experience managing sales to distributors and end users, working as part of a team, work autonomously, negotiating with customers to get the order.
- Good understanding of the Vietnamese petrochemical industry and / or the cigarette filter industry, bulk chemicals handling experience, experience in the commercial aspects of business, ie negotiation skills, closing an order, accurate documentation, managing international shipping of bulk and packaged freight, some understanding of DG regulations would be helpful, basic financials understanding.
- Must show high degree of business maturity and display good common sense and problem-solving abilities.
- Must have the ability to use common Microsoft programs, ie word, excel, power point.
- Results focused, data driven, strong negotiation skills, customer focused, good business acumen, intellectual horsepower, learning agility, strategic agility, cross-cultural agility, multi-cultural awareness, sound decision making ability.
- Broad knowledge and perspective of the region and industry and able to anticipate future trends or consequences accurately.
- Good networking capability internally and externally.
- Can negotiate skillfully in tough situations both internally and externally.
- Ability for developing strong customer relationship and management.