The posting
The opportunity is for a seasoned Sales head to drive Thailand business objectives. Reporting to the Regional Business Head, the incumbent will be responsible for driving the strategic objectives of Gulf in the identified market with a focus on expanding through organic and inorganic growth options and targeting high potential customers and increasing market share across the region. The person will provide necessary direction and work closely with local Sales Managers/ distributor network to help drive their sales and strategic business development objectives. This is a hands-on role and will require senior level relationship and leadership capabilities. The incumbent needs to ensure that the business strategies are implemented in a way that meets global short- and long-term business development goals.
Scope of Work -
Strategic:
- Develop and oversee implementation of Clients' sales strategy and business development plans to own and achieve targets in consultation with the business Regional Head
- Responsible and fully accountable to manage B2B In-Direct & Direct Lubricants along with B2C business in the assigned territory. Strengthen core capabilities like supply chain, distribution network, across the whole value chain of the market
- Transform the existing business to gain significant market share in the Thailand region
- May get involved in expansion projects to be executed from the current location
- Assess market for PCMO products and requirements. Setting up IWS for retail boost and branding exercise
- Build and develop viable distribution network through Retail network expansion nationwide.
- Mentor distributors in the effective execution of the sales process and improve overall distributor capability. Maintains strong business relationship with customers.
- Analyse data and create reports to identify areas of business growth. Monitor local and federal regulations as per the country requirements to better understand business landscape.
- Proactively develops and executes plans to achieve Collection targets with strong understanding of Credit cost and exposure
Commercial:
- Support distributors in implementing approved sales and marketing plan/programs for respective market to achieve volume and profit goals
- Product Knowledge & Training: Maintain deep knowledge of Clients' lubricant products, including product specifications, benefits, and application guidelines.
- Conduct product demonstrations and training sessions for customers and sales teams.
- Create quarterly rolling volume forecast by SKU in the region
- Accountable for collection plan and highlight risks and adversities. Identify risks within the company and problem solve to find solutions
- Win new business and shape market opportunities.
- Build alliances and partnerships with branded or workshops basis agreed marketing plan for the region
- Work within specific territory to develop an effective annual business plan, which focus on key activities needed to support execution of plan
Operational:
- Lead effective marketing initiatives to support the business both trade and digital media in coordination with the marketing team. Responsible for innovation in sales initiatives, sales promotion, incentive schemes, market development, advertisement, and promotional activities
- Lead in negotiations and become a significant stakeholder for key accounts.
- Monthly / Quarterly (reviews) monitoring of volume, product mix and margins of respective distributors. Process orders, track sales, and manage inventory levels to ensure product availability.
- Help drive operational and process efficiencies in the respective region.
- Collaboration with other internal stakeholders (Finance, logistics, Supply chain teams) to achieve enterprise goals.
- Prior people management experience should be a value add
- Compliance & Reporting: Ensure that contracts with third parties and employees comply with the corresponding legal regulations while protecting the company. Ensure compliance with company policies, industry regulations, and safety standards.
- The role will involve extensive travel at short notice for business purpose in and outside the assigned market/ region.
Key Skills & Attributes
The successful person will need to demonstrate the following skills and attributes:
- Professional experience of at least 15 years, with relevant functional Lubricant industry experience
- Read, write and speaking ability of English and Thai is a must.
- Strong understanding lube business and a proven record of accomplishment to demonstrate business knowledge in the region. Experience in B2B sales and working with automotive professionals is a must.
Essential Criteria
- Able to make presentation with good audience interaction and having good negotiation skills. Commercially astute and customer focused
- Must have solid commercial lubricants background.
- Valid drivers license and reliable transportation
- Degree holder in business or relevant discipline.
- Professional experience with relevant functional experience.
- Experience with a proven track record across the various sectors in the Lubricants industry.
- Self-initiated, passionate operational leader with ability to bolster stakeholder confidence
- Action-oriented, entrepreneurial, flexible, and innovative approach to operational management.
- Strong oral and written communication skills; comfortable with public speaking.
