Overview
Key strategic leadership and operational management role for OPPD. Develop and actively drive aligned principal management to create sustainable & profitable growth. Foster long-term value creation by developing a globally harmonized principal & product portfolio strategy. Drive sustainable growth with innovative leading manufacturers by industry segment, region, area and country. Create market segment specific strategies, assess risks & opportunities, and future portfolio gaps. Create & implement a future-orientated sustainability strategy for the business division. Leadership & accountable for the overall global divisional business and its long-term development, with full P/L responsibility in all market segments. Actively promote, support and lead the distribution business in the region, whilst identifying market opportunities and customers' needs in close cooperation (matrix organization) with regional & area managers.
Key Responsibilities
Strategy Development and Implementation
Define & agree on the regional objectives and strategies in line with budgets & agreed regional growth plans.
Develop & implement global product portfolio & principal business strategies, including portfolio expansion in each region, area and country.
Develop the global business plan, 5-year budget and 12-month rolling forecast, in coordination with the regions.
Divisional Management
Lead and steer the sales activities of distribution products in close cooperation with the regional management.
Actively perform payment term optimization with principals.
Provide input & guidance in the regional negotiation of purchase prices and terms.
Monitor business performance in volumes sold, margins achieved, results achieved, cash needed, return on capital expenditure (ROCE) & CAGR by region, area, and country.
Assess new principals within region & area while maintaining, fostering and developing principal portfolios in line with segment & market opportunities, using sales synergies, focusing on defined long-term strategies.
Manage projects related to addressing new segment-trends, activate global customer value development, global and regional pipeline improvement, price optimization, inventory optimization, cross-fertilization & knowledge transfer of activities.
Organize and lead regular product training with new and existing principals as required.
Develop and lead the commercial sustainability strategy and portfolio development, ensure regulatory compliance and necessary certifications.
Conduct regular SWOT analysis and BCG-Matrix portfolio management.
Define & steer inventory guidelines to improve working capital with regional management & supply chain management via regular monitoring & review to steer minimization. Communicate action plans to reduce slow moving / redundant stock.
Communication
Develop & foster relationships with key partners & principals.
Develop regular open performance reviews with principals and regional teams.
Develop & execute long-term joint marketing plans for segments / product lines in existing and new regions together with key principals.
Lead and support price & contract negotiations.
Develop joint exhibition programs and inhouse customer seminar strategies with principals.
Through regular, open and effective communication, ensure principal satisfaction and long-term strategy alignment.
People Management
Drive the development and promotion of talents within the division and across regions.
Ensure that the OPPD organization can attract the best talent.
In coordination with regional management & HR, create programs for the learning & development of management, sales & technical sales management.
Support the development to build the ideal organizational set up and staff within the assigned region, including recruitment, training & development, promotion, succession planning, compensation to meet Omya's business growth plans.
Qualifications
- University (Degree) in Business and/or Polymer Science disciplines.
- Minimum of 10 years of global experience in sales, Product- and Business Management in Polymer Distribution, relevant processing technologies and industry segments /markets, OEM and customer knowledge paired with sales and development-pipeline experience.
- Ability to establish (new) relationships at principal top level management.
- Proven effective communication competencies, with the ability to interact effectively and sensitively with individuals from a range of backgrounds and at all levels.
- Open, proactive and strong communication skills.
- Team player within the team- and matrix structure.
- Creative and critical thinking skills.
- Strong presentation skills.
- A thorough understanding of the relevant industry.
- Strong intercultural skills.
- Excellent command of both oral and written English language required.
- Willingness to travel globally up to 50%.