Job Description

A) Purpose

• Formulate strategies to direct and lead the Distribution team’s sales and marketing activities to achieve the targeted sales volume and margin. This position is also accountable for developing pricing strategies, overseeing product development, overseeing distribution and supply chain optimisation and monitoring industry trends to identify opportunities and provide direction for developing a new distribution line of products and services.

B) Special Aspect

1. To develop the sales and marketing staff's skills and competencies and ensure staff training and developments are comprehensively organised and effectively implemented.
2. To gain insightful knowledge of competitors and respond to market changes proactively. Being a new entrant into the market set against a more established and experienced group of competitors, one has to be creative and proactive to market conditions at all times to grab the market. Fast and sound decision-making ability is essential.
3. Must be energetic and have strong networking skills for intelligence gathering. A solid interpersonal relationship is essential.

C) Distribution Department Marketing Strategy

1. Determine the Distribution Department strategy by leading the development of sales and marketing plans in line with client integrated business strategies to maximise value creation through sales and marketing of products.
2. Proactively monitor and assess competitor initiatives and take tactical decisions to counter, protect and enhance the Company's position.

D) Market Intelligence

• Direct the development of market intelligence through continuous acquisition and analysis of relevant market trends, environment scanning and supply forecasting as a basis for business strategy and decision-making to ensure maximum profitability from client products and services.
  Seek new business opportunities within the Sales target list locally and regionally across all business units.

E) Sales Report

• Deliver agreed-on revenue and shared objectives on a monthly, quarterly and annual basis; achieve the monthly KPIs.
• Review and track progress against revenue and targets; analyse sales/revenue reports; recommend and propose changes to existing plans and operating budgets; implement approved changes.
• Provide monthly reports, data, research and market intelligence to the Management highlighting business performance, competitive landscape and recommendations for increasing revenue.
• Monitor, review, encourage and guide the whole of Sales and Marketing to achieve its plan and the individual staff's KPIs.

F) Sales Negotiation

• Develop effective product pricing strategies by capitalising on market intelligence and balancing
• Develop negotiation strategies by setting desired quantities, optimum specifications, and pricing targets to ensure fruitful and effective conclusions to all sales negotiations to sustain and enhance the Company's high profitability.

G) Capability Building

• Drive the development of a competent workforce that will enhance and sustain staff capabilities in achieving high-performance delivery by instilling values of integrity, and providing leadership, coaching and guidance.
• To implement internal successions to ensure internalisation of the right behaviours, mindset and capabilities when personnel execute their jobs.
• Develop teamwork, demonstrating shared goals and values. Provide leadership guidance and support to all staff in other country's branches when involved with sales accounts.

H) Customer Relationship Management

1. Foster and sustain effective working relationships and rapport with the government authorities, business and management institutions, national and key industry players and service providers to keep abreast with the latest developments in the relevant markets and capitalise on insider status and strategic alliances to capture opportunities for new business ventures.
2. To enhance stakeholder confidence in client products and services.
3. Ensure all customer visits, opportunities, and other customer information are updated into CRM according to therequirements and expectations.
4. Proactively work with the Finance Department to ensure all payments for sales accounts are collected within theagreed timelines per the credit terms the customer has with the Company.

Job Requirements

• Fifteen (15) years of working experience, with at least ten (10) years relevant experience in general/senior management capacity; leading the Sales and Marketing department.
• Proven to have experience as a General Manager of Sales and Marketing in the trading &distribution industry.
• Track record of building and developing a solid and high-performance Sales and Marketingteam in the fertiliser or petrochemical distribution industry.
• Commercial distribution knowledge.
• Has exposure to International Markets, such as China, Singapore, Vietnam, and other market niches.

Skills