Territory Manager, Functional Products (Indonesia, Thailand & Vietnam)

Role Purpose:                           

The position is responsible for managing the customers China, Japan, Korea and Taiwan. The Territory Manager shall ensure that the Company is getting the full value out of the customer relationship through continuous growth and development as partners. This happens through challenging the status quo and selling win/win solutions. Actively communicate, safeguard and promote clients’ and team’s interest within the key accounts management team and leadership team in Asia. This is a main contributor role, covering the sales of Functional Products in Indonesia, Thailand, and Vietnam.            

Responsibilities:

o   Sales Performance:

• Sell products to established customers and new prospects within territory to meet or exceed stated annual goals as outlined in Management By Objective and drive for sales performance results.

• Develop and implement a sales strategy for identified target customers and distributors, and establish a robust projects & opportunities pipeline to ensure sustainable growth for the territory.

• Negotiate new contracts and / or supply agreements.

• Handle opportunity management, from identification of opportunity to commercialization.

• Further develop sales, marketing, and personal skills through internal development programs and external training programs.

o   Managing Customer Relations:

• Make sales calls in professional manner to maintain company image and maximize sales performance.

• Use man-day plan as guide for time management.

• Identify and establish an in-depth relationship with key decision makers; develop a good understanding of their needs, key issues, and concerns; establish good working relationships with key contacts with customer.

• Visit all key customer locations as needed with the appropriate regional personnel to provide continuity across regions and to ensure a consistent message from the Company

• Coordinate all Company interactions with customer including management visits, R&D programs, technical service support, etc

• Conduct all sales activities to meet Company standards for professionalism, ethics and safety.

o   Internal Administration Responsibility

• Maintain knowledge of and follow company procedures and policies regarding pricing, deliveries, sales terms, forecasts, records, reports, use of company car, etc.

• Specific duties include regular communication with sales manager, customer sales reports in the Company’s Customer Relationship Management system, monthly reports, expense reports, monthly forecast in SAP.

• Maintain account information and input new opportunities into Salesforce.com, distributor monthly scorecards, target accounts, itinerary, monthly plan, review territory/customer pricing accuracy weekly to ensure accurate pricing for invoices.

• Review open sales orders daily, e-mail and v-mail response daily and follow up on Business Team issues.

• Meet sales commitments, and prepare yearly budget.

• Work with customer service and help resolve customer service issues.

• Facilitate resolution of supply, quality, and pricing issues when necessary.

• Develop a good understanding and utilize internal resources as appropriate

o   Customer, Market & Product Knowledge

• Develop a sound understanding of the target industries including key technologies.

• Industry trends, market shares, etc; become recognized as an industry and territory expert.

• Develop a good understanding of customers’ business, products, manufacturing capabilities and needs, market position, culture, methods of doing business, etc.

• Identify and communicate customer requirements and new opportunities for our products.

• Develop a good understanding of competitors and their products, strengths and weaknesses, strategic intent, etc.

• Become an active member and participant in key trade organizations and shows.

• Develop a good understanding of the competitive landscape, i.e. products, technologies, production capabilities & capacities, R&D and prices, in each market area. Then, communicate to key internal company contacts in leadership, business, R&D, etc.

• Develop a good understanding of end-use applications and surface active agent requirements

• Develop an excellent understanding product lines including product specifications and physical characteristics, product benefits, formulation requirements.

o   Strategic Thinking & Others

• Develop an excellent understanding of Company’s strategy, capabilities, and strengths in each market area and communicate to key contacts in purchasing and R&D to ensure that they know Company’s product line, global assets / capabilities, core technologies, key contacts, etc.

• Provide key inputs to the regional 5-year strategic plan, as necessary.

• Develop a growth strategy for the territory as aligned with the regional 5-year plan.

• Grow opportunity pipeline for stated key focus market segments and focus products, driving opportunities to commercialization.

o   Contacts – external/internal

• Works in close collaboration with the General Manager, and ensure continued interface with all Sales responsibility areas and keep close relationship with the Asia team and Global team.

• Respond to customers and distributors to answer their requests regarding products and explores all new sales opportunities.

Requirements

• Must possess at least Bachelor degree, preferably in Chemistry or other related majors. Marketing will be advantageous.

• Have sales and commercial related experiences.

• Significant experience in chemicals and surface active agent industries and have knowledge of the markets.

• Requires strong interpersonal skills and teamwork.

• Proven negotiation skills and decision making.

• Be prepared to work after office hours on some occasions.

• Minimum 40% of travel is required.

Core Competencies

• Customer Focus.

• Ownership.

• Effective Communication

• Environmental, Health & Safety Commitment

• Continuous Improvement

Level Competencies

• Business & Financial Acumen.

• Influencing & Negotiating.

• Strategic Thinking and Agility.

• Judgement and Decision Making