Head of Sales, Polymer Compounds Business Group, APAC Region

Company Name :

Mitsubishi Chemical (Thailand ) Co. Limited

100/62 Sathorn Nakorn Tower, 30th Floor, North Sathorn Road, Silom, Bangrak.
Bangkok
,
Bangkok
, 10500,
Thailand

About Mitsubishi Chemical Group:

Mitsubishi Chemical Group (MCG) is a leading global specialty materials and chemicals company headquartered in Tokyo, Japan. Established in 2005, MCG serves as a holding company that defines Group strategy, allocates resources, and supports the long-term growth of its businesses. The Group's operations span a broad portfolio of advanced materials, performance products, industrial chemicals, and sustainable solutions that help address global challenges across industries.

With more than 63,000 employees and over 500 related companies worldwide, MCG leverages innovation, science, and collaboration to create value for customers and society. The company's long-term vision,
KAITEKI Vision 35
, focuses on sustainable well-being for people, society, and the planet.

Objectives of the Position

• The Head of Sales is responsible for all sales activities within the APAC Region for Polymer Compounds Business Group and for shaping and executing regional commercial and marketing strategies aligned with global priorities
  .
• The position shall lead, mentor, and coach the APAC sales team to deliver on sales, business, and financial objectives while ensuring strong market positioning and value proposition communication.
• Working closely with Product Management teams, the position shall identify opportunities to increase share of wallet at existing customers, grow the existing base of customers, and actively seek cross-selling of Polymers Compound Business Group portfolio supported by targeted marketing initiatives and customer segmentation strategies.
• The position shall drive, and support implementation of best-in-class sales excellence programs including strategic selling, key account management, and CRM systems.

Main Tasks

Commercial

• Drives strategic sales plans through proper analysis and understanding of the market size, market potential, needs of the APAC market, and SWOT analysis of the competition.
• Develops an annual sales plan to support the organization's high-level growth plans and objectives.
• Translates strategic growth initiatives to actionable sales plans and quotas supported by best-in-industry sales operations
• Ensures efficient geographical coverage and cross-selling opportunities to achieve full business potential (sales and profit).
• Drives sales force effectiveness, win-loss analysis, and other key sales management operating systems.
• Directs implementation and execution of sales policies and practices. Plan standard work processes, programs, and workshops to enable sales to win more including training on value propositions, product positioning, and marketing tools.
• Recommends sales strategies for improvement based on market research and competitor analyses.

Leadership

• Builds, and manages sales teams to carry out needed sales, service, and support activities.
• Leads, coaches, and mentors sales team members and ensures their on-going education and development.
• Drives engagement of sales teams, and facilitates change management, as necessary.

Financial

• Works closely with the Global Planning Div to develop a good understanding of the profitability drivers for each product line.
• Works closely with the Regional heads to set regional sales and profitability targets for the local sales team.
• Ensures that appropriate commercial contracts and/or T&Cs are in place to achieve sales, margin, and working capital targets.
• Participates in the development of annual sales budget targets. Meet budget objectives and take appropriate action to achieve and/or exceed sales budget targets.

Marketing and Strategy

• Monitor APAC region market trends and support global/regional market intelligence initiatives for Polymer Compounds portfolio. Understand market macroeconomics, market trends/behavior and use this information to create "own" view on relevant market development and trends.
• Define and drive regional go-to-market strategies, including customer segmentation, value propositions, and portfolio positioning.
• Coordinate with RHQ Marketing team on any needed marketing support and marketing communications, and customer channels.
• Establish, develop, and maintain relationships with relevant trade organizations and X-Business Group teams to monitor APAC Region market developments. Participate in conferences, meetings, and other trade events.
• Participate in annual business planning/budget processes by providing forecasts and insights based on regional market knowledge.

Risk Management

• Periodically review and update customer on-boarding processes across the Region including credit, KYC, etc. reviews.
• Ensure that appropriate credit exposure monitoring programs are in place to manage credit risk of relevant counterparties.
• Ensure that appropriate commercial contracts are executed with all customers, and processes are in place to maintain on-going compliance for all customer contracts and agreements.

Required Experience

• Commercial / Leadership:
• Minimum 15 years of progressive commercial and sales experience in specialty chemicals/materials required.
  Automotive experience is preferred
  , with additional experience in one or more Polymer Compounds' target segments (e.g., medical, food packaging, etc.) considered a plus
• Prior leadership experience managing and leading sales teams across countries and regions required.
• Bachelor's degree required; science/engineering/business degree preferred.
• Strategy & Planning:
• Understanding of overall MCG strategy and ability to align commercial initiatives within the Polymer Compounds Business Group to that strategy.
• Ability to connect technology trends/needs with strategic and commercial implications to drive business results.
• Ability to identify new business opportunities (NBOs) and translate those into actionable plans.
• Culture:
• Demonstrated strength in establishing and maintaining relationships across customer / partner / supplier organizations.
• Proven track record of strong collaboration while developing a long-term strategy.
• Ability to work in a matrixed environment to build organizational alignment.
• Able to integrate a diversity of perspectives across the organization.
• Experience with change management and leading teams through change preferred.
• Communication and Influencing:
• Fluent in English with excellent written and verbal communication skills; fluency in one or more APAC regional languages , especially Thai is preferred.
• Ability to work in matrixed, global environments across multiple time zones, successfully engaging across the organization to drive business results.
• Interact with, and influence key people both within the company and externally, through superior communication, interpersonal influencing, negotiation, and presentation skills.
• Travel: Willing, and able, to travel up to 65% of the time, regionally and internationally as required