上海招聘

POSITION: SALES DIRECTOR, ASIA

REPORTING TO: COMMERCIAL DIRECTOR

LOCATION: SHANGHAI, CHINA


POSITION CHARTER:

The incumbent is responsible for interpreting the marketing strategy of the business by creating and delivering the sales strategy for the markets in Asia, product range and the designated market segments. His or her fundamental responsibilities are developing future growth, and provide vision, direction, and leadership. The specific duties include:

? Developing strategy, tactics, sales plans and profit targets;

? Delivering sales by developing strong and lasting relationships with channel partners;

? Identifying and reporting on business opportunities in target markets;

? Acting as an ambassador and role model for the business;

? Taking responsibility for profit and loss;

? Increasing market share in existing markets and maximize new business development opportunities;

? Achieving targets for revenue, profitability and sales growth;

? Provide clear direction to his direct reports and the whole team;


The incumbent is responsible to work with the Head of Operations and the Head of Technical Support to ensure and continuously improve the supply chain and technical capabilities to deliver superior performance that will result in total customer satisfaction.


SCOPE AND RESPONSIBILITIES:

Develop strong channel partners in new market segments through a distributors' network to penetrate the market and to increase market share;

Develop the specialty chemical market by identifying key accounts and with strong collaboration with Arizona Chemical's technical support and supply chain to serve the customers well by ensuring that matters relating to execution of sales are attended to promptly and qualitatively;

Work and support the sales leader of every market segment closely to ensure the conversion of Sales Plan from Sales Strategy using the 4P marketing mix, and also covering plans that relate to execution and support;

Deliver and implement the Sales Plan and Profit Target; this means having to work closely with segment sales managers and key account managers and offer support by investing and allocating the right resources and also recognizing their contributions; and also to ensure that spending is always under control so that the profit target is also achievable

Manage the growth and development of the sales organization with key focus on; the development of individuals and high performance teams;

Ensure alignment with company's key processes and initiatives that include: global strategy development, business planning and reporting; new product development and commercialization; sales and operational planning; organization development; corporate governance;


EXPERIENCE:

The successful candidate will need to demonstrate the ability in strategic thinking and decision making; lead, develop and inspires others to achieve high performance. He is results-orientation and the ability to balance both short and long term needs. The candidate is able to demonstrate strong leadership, communicate with impact and build strategic business relationships internally and externally. The candidate will also have to demonstrate cultural and interpersonal sensitivity, build trust and respect and act ethically. Furthermore, the successful candidate must have a business partnering mindset and must be able to become actively involved in the business.

The ideal candidate will have at least 15 years of work experience in selling upstream specialty chemical solutions in China and the SEA regions. He should be able to build and lead a high performance sales team in every market of Asia. He should have strong customer connections in industries of paper, rubber, paint and coatings, personal care, consumer products, bio-energy and chemical intermediates. He should be able to provide solutions to partner the customers in product development.

The ideal candidate has to be able to work in an unstructured environment because Arizona Chemical expects their employees to be able to think out of the box to provide the most effective solutions that will benefit both the corporation and the customers. He should be someone who is able to think globally in offering solutions and who would not think twice to act immediately by calling on the customers to offer assistance.

The ideal candidate should possess a degree in Chemistry or related technical field. He has to be fluent in English and Chinese.


PERSONAL ATTRIBUTES:

This is reproduced from Arizona Chemical Company's skills competencies model:

Advanced Skills:

Conflict Management

Steps up to conflicts, see them as opportunities; read situations quickly; good at focused listening; can hammer out tough agreements and settle disputes equitably; can find common ground and get cooperation with minimum noise.

Business Acumen

Knows how businesses work: knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business.

Intellectual Horsepower

Is bright and intelligent; deals with concepts and complexity comfortably; described as intellectually sharp, capable, and agile.

Negotiating

Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

Problem Solving

Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn't stop at the first answers.

Strategic Skills:

Comfort Around Higher Management

Can deal comfortably with more senior managers; can present to more senior managers without undue tension and nervousness; understands how senior managers think and work; can determine the best way to get things done with them by talking their language and responding to their needs; can craft approaches likely to be seen as appropriate and positive.

Composure

Is cool under pressure; does not become defensive or irritated when times are tough; is considered mature; can be counted on to hold things together during tough times; can handle stress; is not knocked off balance by the unexpected; doesn't show frustration when resisted or blocked; is a settling influence in a crisis.

Creativity

Comes up with a lot of new and unique ideas; easily makes connections among previously unrelated notions; tends to be seen as original and value-added in brainstorming settings.

Dealing with Ambiguity

Can effectively cope with change; can shift gears comfortably; can decide and act without having the total picture; isn't upset when things are up in the air; doesn't have to finish things before moving on; can comfortably handle risk and uncertainty.

Interpersonal Savvy

Relates well to all kinds of people, up, down, and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact, can diffuse even high-tension situations comfortably.

Organizational Agility

Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and reasoning behind key policies, practices, and procedures; understands the cultures of organizations.

Perspective

Looks toward the broadest possible view of an issue/challenge; have broad-ranging personal and business interests and pursuits; can easily pose future scenarios; can think globally; can discuss multiple aspects and impacts of issues and project them into the future.

Established in 1930, Arizona Chemical is the world’s leading biorefiner of pine chemicals. We provide natural pine-based materials to our customers in many diverse markets including adhesives, inks, coatings, roadmarking, tires & rubber, personal care, lubricants, fuel additives, mining and oilfield.

Since the beginning, we have been committed to making the world healthier, cleaner, safer and more efficient.

We refine sustainable pine chemicals for every day products. With our world's largest distillation capacity, unparalleled global sourcing position, and advanced technology, we supply the highest quality products for our customers across the globe.

Through our sustainable chemicals, we enable our customers to go green while they in turn provide you with thousands of products for use in your daily life. You can find Arizona Chemical products in the adhesives and inks used in the packaging of your breakfast cereal and for the newspapers, books and magazines that you read. You may find them in the fresh pine aroma of your air freshener and in your household cleaners. Your child’s favorite rubber duck may contain our rubber emulsifiers and adhesives containing our tackifiers can be used to make their diapers. Your car tires are made safer and more efficient with our high performance tackifiers, and, if you drive a diesel vehicle there’s a good chance that the fuel you use contains our lubricity improvers that protect your engine whilst helping to reduce harmful emissions. When you drive home on a rainy night, our resins in the white lines on the road help to keep you on track and safe. Furthermore, the decorative paints in and around your house may contain Arizona Chemical binders.

At Arizona Chemical, we are the world’s leading innovator in sustainable chemical solutions. We develop market innovations and provide unique green solutions. We drive purposeful change, excel and have fun doing it.

Arizona Chemical employs over 1,100 people worldwide and has its principal executive offices in Jacksonville, Florida, United States and in Almere, The Netherlands.
We have five manufacturing locations in the U.S. and five in Europe. Our research and development facilities are in Savannah, Georgia, and Almere. We have a growing presence in Asia and a worldwide network of sales offices in 65 countries.

Arizona Chemical values the innovation that diversity brings to our company. We seek talented people dedicated to teamwork, customer satisfaction, the environment, safety and world-class operations for profitable growth and success.

Working at Arizona provides a value proposition that addresses all elements of your career experience.