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Director, Sales, APAC, MT

Date: May 14, 2019

Location: Shanghai, 31, CN, 200031

Company: W. R. Grace & Co.

Job Description

Major Responsibilities 

  • Owns Annual Operating Plan (AOP) objectives and executes business plan to penetrate target markets in APAC region and drive revenue to meet/exceed forecast.    
  • Set specific sales and technical service targets, budgets and objectives for each territory and monitor ongoing sales activities instituting adjustments when necessary to meet objectives
  • Establish and refine sales strategies, plans and forecasts with emphasis on developing and tracking accurate metrics to monitor progress.
  • Responsible for Asia Pacific execution of global MT strategy, including specific objectives for growth and profitability.
  • Develop and implement a business plan, including specific work plan items to meet stated objectives
  • In conjunction with marketing, develop appropriate roll-out strategies for new products and develop and implement counter competitive strategies
  • Identify key customers and /or strategic partners and relationships at major accounts, and develop and implement aggressive plans to enhance the division’s position with them and grow.
  • Partners with marketing to benchmark products, pricing and service levels of the competition.  Provides any customer supplied industry trends and competitive information to Marketing
  • Collaborate with Grace Integrated Business Management (Gibm) to forecast volume and revenue.
  • Interface with Order Fulfillment, Customer Service and Logistics to ensure an exceptional customer experience.
  • Be a manager of change within the organization to support global initiatives for the MT business and Grace.
  • Further use, development of Grace sales tools such as Salesforce.com, account planning, value selling, etc.
  • Establish and monitor the region’s sales and expense budget
  • Represents the Company at regional conferences and trade shows.
  • Hire, lead and develop a high performing team
  • Develop local talent pipeline and succession plans; provide coaching and training to the sales organization and develop leadership skills of the organization.
  • Identify future needs and plan for human assets (skills, talent, location, etc.) to deliver annual and multi-year growth plan goals.
  • Lead with a safety culture where no one is hurt on the job.

Required Experience

  • Bachelor’s degree in technical or business discipline from an accredited university or an equivalent combination of education and experience.  Masters/MBA preferred. 
  • 15+ years of progressive sales experience in manufacturing industry; chemical industry a plus.
  • Strong business and financial acumen
  • Demonstrated broad-based commercial expertise and a successful track record in the development and execution of regional commercial strategies.
  • Proven ability to lead a multi-cultural team in a matrix organization
  • Outstanding leadership with a demonstrated competency of managing sales through times of growth, change, and ambiguity
  • Demonstrated experience using sales analytics and funnel management techniques to drive productivity and ensuring appropriate sales activity with visibility of the pipeline to senior management for forecasting and business planning
  • Experience working closely with Marketing on programs to support the sales organization
  • Proven experience developing team members to achieve optimal team productivity levels
  • Demonstrated management guidance and initiative implementing business plans and territory plans while remaining closely involved in the overall business, customer relationships, and the details of sales transactions
  • Solid knowledge of and experience in formal sales training (i.e. Sandler Sales Approach, Customer-Centric Selling, Strategic Selling, and/or Value Selling)
  • Strong problem solving and analytical skills
  • Proven sales methodology and process skills for complex sales situations
  • Experience utilizing sales automation tools such as Salesforce.com
  • Ability to speak and write fluently in English; Multi-lingual preferred Mandarin
  • Willingness to travel throughout the APAC Region at approximately 50% of the time

Preferred Qualifications

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