1. Job Purpose:
To develop, lead and manage all Footwear sales activities of Asia Pacific to ensure that the profitable business growth is accelerated, and commercial success is achieved with a strategic objective of becoming *** in Footwear globally.
2. Principal Accountabilities:
61 To ensure the desired sales strategies are successfully accomplished by managing and directing the APAC Footwear sales team.
61 To lead the commercial resources to ensure that efforts are aligned to the largest value generation opportunities and are consistent with the business and market strategies.
61 To work closely with TS and Marketing team in order to identify the right opportunities and those are taken through the opportunity funnel process and adequate focus is given to materialize new business opportunities across in order to provide continuous diversification of the business, increase the market share significantly and become *** in APAC PU/TPU Footwear market.
61 To get himself and team involved in developing strategic sales plan and execute the strategic sales plan for Global Footwear in order to achieve the agreed sales targets of APAC and to expand the company’s customer base in order to become *** in the PU Footwear market.
61 To get actively involved in developing the Footwear strategy for the region and implement the strategy effectively by meeting the KPIs.
61 To establish sales objectives by forecasting and developing annual sales quotas for APAC, projecting expected sales volumes and profit for existing and new products.
61 To maintain sales volumes, product mix and selling price by keeping updated with supply and demand, changing trends, economic indicators and competitors.
61 To determine annual gross profit plans by implementing marketing strategies, analyzing trends and results. Look at growth opportunities in new markets and customers. Work with marketing to evaluate these opportunities and execute plans in line with this evaluation.
61 To understand the value drivers of the business and identify profitable commercial opportunities to grow revenue and market share.
61 To develop and maintain an excellent understanding of the key customers/target audience to ensure that their needs are being met and that their business is retained.
61 To maintain and improve professional and technical knowledge by attending external networking events and establishing professional networks.
61 To develop a high performance APAC FW team by providing excellent leadership and developing people capability in order to exploit the full potential of each member of the team and put the business on high growth trajectory.
61 To Manage key accounts in the region (moulders, OEMs, distributors). Build relationship at all levels at customers (senior management, R&D, purchasing) and establish link with related partners (machine suppliers, institutes, trading associations).
61 Build a team to capture new opportunities. Attract, develop and retain talents. Ensure that the required manning and know-how is available and continuously developed to meet the changing business demands.
61 Plan effective use of resources (Technical Service). Coordinate activities with Global Footwear Organisation. Build a strong internal network with customer service, supply chain, marketing, technical development and finance.
61 To coordinate all OEM moulders transplant and work as a team to support the business growth with OEMs.
3. Special Features
The PU Footwear business involves a variety of market segments which are quite differentiated in business nature, the job holder would need to fully utilize market assessment, technology, and sales resources to achieve valuable results in chosen market and market segments.
The PU Footwear business involves “mature” market, as well as “emerging” market dynamics. The job holder would need the ability to manage both markets in the most efficient way. Therefore he/she must understand local customs and cultures and must have the ability to effectively bridge the gap between the local reality and the needs of the corporation.
The level of interactions will include senior level relationships with external customers and internally within Huntsman Corporate and other regions.
The ability to switch between strategic long-term issues and short-term tactical delivery will also be a key attribute.
4. Knowledge / Experience / Skills Needed
Education:
University degree or equivalent in an appropriate discipline such as Chemistry or Engineering, at least 10 years commercial experience with 3 years at a senior level with responsibility for negotiating major contracts and experience of leading sales team.
Know-how/Behaviors:
Excellent knowledge of PU technology and applications, preferably having Footwear experience, well-developed and proven commercial acumen, driving continuous improvement, high focus on cost management, strong customer intimacy, resiliency and drive, cultural awareness, high entrepreneurship, dealing with ambiguity, strong level of integrity, strong inter-personal skills.
Required Huntsman competencies:
83 Achieving Valuable Results
- Focuses on key activities prioritizing the important task
- Gives regular feedback on progress
- Sets clear challenging goals
- Identifies and manages the most efficient process to get things done
- Measures performance against goals
- Provides direction and guidance to help others achieve their business goals
83 Building Teams
- Actively listens and responds to others’ needs and suggestions
- Ensures each individual is aware of the impact and importance of their work on achieving overall objectives
- Helps others maintain self esteem in difficult situations
- Gives individuals freedom to meet goals in their own way
- Recruits staff of the right caliber for the business needs
- Integrates people into teams when needed
83 Using Resources
- Eliminates unnecessary activities
- Co-ordinates resources and activities effectively
- Identifies and organizes resources needed to accomplish tasks
- Distributes work in a well-planned manner
- Delegates both the routine and the important to increase effectiveness
- Manages others well from a distance making things happen without being there
83 Developing Others
- Holds development discussions with individuals
- Ensures all members of the team have quality development plans
- Provides challenging tasks and assignments that relate to planned development areas for individuals
- Provides feedback and coaches in a manner that encourages learning
- Selects new team members on a basis of their potential contribution to the team
- Provides recognition when people grow and develop as much as immediate performance
- Predicts what people are likely to do in different situations
83 Personal Conviction
- Walks the talk, personal behavior is consistent with expectations communicated to others
- Constructively challenges colleagues and more senior people on critical issues
- Pushes self hard when faced with tough challenges
- Maintains effectiveness in tough locations and conditions
83 Customer Focus
- Takes responsibility for resolving customer concerns
- Anticipates and responds to future customer needs
- Implants a drive for quality throughout the team