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Position: Head of Sales – South East Asia
Location: Manila, Makati
Summary:
Focuses on achieving market financial goals which includes but is not limited to: revenue through gross profit, and market share by developing and executing business plans, working closely with Marketing, Finance and Operations and ensuring effective coverage of territories and execution of agreed marketing/trade strategies. Where applicable, this role is responsible for achieving channel and customer profitability as well as market/category share goals. In other words, the delivery of the country/ies P&L is the core deliverable of the role.
The role requires developing and implementing an effective and coordinated business development plan with in support of organizational and regional/business unit strategies (i.e. multiple markets as applicable) and other globally or regionally driven efforts (e.g. Modern Trade). The role is also a customer facing role representing the corporation with recognized customers and/or relevant organizations, partners and suppliers within the market/s.
The role is ultimately responsible for the development and training of his team of direct reports and key distributor personnel for markets under his/her business unit. Succession planning is also a key responsibility area for this role. He/she must keep abreast of current trade trends, market conditions and marketing, finance, supply chain and business development enablers through continued education and training.
The Head of Sales - SEA is expected to leverage and grow partnerships with key customers both in modern and traditional trade (as relevant) for the markets under the business unit. He/she is the main liaison for the Marketing, Finance and Operations regional or sub-regional support teams.
Major Duties/Responsibilities:
MARKET STRATEGIES
BUSINESS DEVELOPMENT OPERATIONS
Collaborating with MARKETING, FINANCE and SUPPLY CHAIN
PEOPLE MANAGEMENT
Competencies:
Strategic Agility
Thinks strategically by clearly anticipating future trends, challenges, and consequences, creating breakthrough strategies and plans to achieve a competitive advantage, and proactively adjusting strategies and plans to sustain a competitive advantage.
Business Acumen
Understands how businesses work including how strategies and tactics work in the marketplace. Maintains working knowledge of competitors as well as current and possible future policies, practices, trends, and information affecting his/ her business and organization.
Drive for Results
Pushes self and others to exceed goals and achieve breakthrough results. Recognizes the key actions necessary to achieve results; establishes and communicates the priorities to others; and maintains own and others focus on achieving the important goals. Demonstrates persistence in overcoming roadblocks to achieving results and encourages others to do the same
Problem Solving and Decision Making
Uses a systematic process to solve difficult problems including gathering and examining information from a variety of sources; identifying the root cause of problems; drawing appropriate conclusions; generating viable solutions; and, weighing the pros and cons to arrive at a final decision. Makes decision in a timely manner, sometimes with incomplete information and under tight deadlines and pressure.
Team Leadership
Motivates team or project members to perform at their highest potential by understanding their individual needs, soliciting their input, empowering them to achieve breakthrough results, holding individuals accountable for own actions, and recognizing individual contributions and achievements. Takes an active role in developing others, including hold development discussions, constructing development plants and monitoring progress toward goals, providing stretch tasks and assignments, providing timely, honest, and “actionable” feedback, and taking corrective action as necessary.
Process Management
Identifies the processes required to accomplish work tasks; simplifies and integrates processes and work tasks to enable efficient workflow; utilizes best practices to organize people and activities; measures results against key metrics; uses resources efficiently.
Geography Supported – Philippines, Thailand, Singapore, Malaysia, Indochina, Brunei
Team - 2 Business Development Managers, 2 Associate Sales Managers, 2 Customer & Channel Strategy Managers
Minimum Education and Experience Requirements:
Education: Candidates preference with MBA but not limited to. He or she must know and understand current trade trends, market conditions and sales enablers through continued education and training.
Experience:
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