A collective energy and ambition. A place where you can make a real difference.
We’re a company that genuinely cares about our people, our products, our consumers and the environment.
Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.
United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.
Reporting to the Sales Director, APAC, the Head of Sales, North Asia will be responsible for delivering double-digit sales and profit growth through successful management of existing distributors / markets and opening new markets within North Asia (South Korea and Taiwan).
Regular Duties:
Distributors Management
Develop strategy and 3-year plan for each country- including marketing activities and NPD
Develop and conduct JBP with distributors, setting pace for monthly review
Develop KPIs for each distributor and conduct regular analysis of distributors performance based on evaluation grid and KPIs
Motivate, challenge and support existing distributors to maximize sales and profit growth
Identify, recommend and appoint new distributors in greenfield areas
Manage effectively business transfers from one distributor to another one as required
Set and control pricing, with the approval from Finance
Recommend, initiate and oversee launches of new brands/new SKUs, with the assistance of the international marketing department
Assist where appropriate in the launches to distributor Key Account teams and sales forces.
Business Development
Build new business in key markets by identifying and appointing the best distribution partners
Maximize the sales of C&D’ s global brand portfolio
Motivate and stimulate distributors to deliver sales and profit targets
Monitor in-market sales, distributor stock levels as well as sales to distributor and take necessary action to realise budget
Understand sales and brand performance in market to further drive profitable sales growth
Marketing
Develop and implement marketing plans and activity calendar in collaboration with the APAC Marketing Team and the distributors
Work with the International and local Brand Managers to ensure the marketing activities are in line with the brand strategy/positioning
Ensure planning and timelines are aligned between distributors and Marketing, meeting company process requirement
Working with Distributors to realise successful implementation of agreed activity calendar and NPD (in line with P&L and marketing objectives)
Ensure the funded marketing activity is approved with ROI KPIs and properly recorded in trackers with documented evidence
Proactively keep C&D management and marketing informed of relevant market intelligence
Financial
Manage all aspects of Region P&L including the marketing investment
Prepare Profit forecast per territory, partner and brand in a timely fashion including gross sales, trade allowances and marketing expenditure
Prepare yearly Sales and A&P Budgets per distributor, with Quarterly Reviews
Monitor and control profitability of the markets and report monthly on performance against sales and profit targets
Allocate, manage and control marketing budgets, build and maintain trackers of all expenditures, ensure that all expenditure is within budget and comply with finance standards
Logistics
Input monthly demand forecasting into the demand planning sheet, including orders and forward forecasts
Liaise with International Customer Service, and Logistics when appropriate, to ensure that customers’ orders are fulfilled on time
SPECIAL RELATIONSHIPS
Maintain - Build a trusting- a good working relationship with all distributors
Internal departments Marketing, Finance, Regulatory, Demand Planning and Supply-chain departments
EDUCATION AND PRIOR WORK EXPERIENCE REQUIRED
Bachelor’s degree in Business or equivalent
Good experience and understanding of the CPG or consumer health market
Track record in international experience building businesses in the Region
At least 10 years Sales, Marketing and Account Management experience in the FMCG, or OTC SECTOR
Strong commercial acumen in understanding value chain analysis, P&L and ROI for trade spend.
Excellent, negotiation, communication and presentation skills
Demonstrable record of progress and achievement
Proven ability to develop new territories in the Region
Fluency in written and spoken English. Additional Asian language skills a plus
Excellent command of MS office program
SUCCESS FACTORS:
Team player with an International mindset
A hunter for business, hungry for success, a go getter, achiever
Drive and the enthusiasm to build the business and compete with the top players in the industry
Willing and able to travel up to 40%
Self-starter and determined
Ability to complete projects and get things done on time
Accountable
Ability to develop very good relationships (internal and external)
Ideally based in South Korea or Taiwan with appropriate documents allowing unrestricted travel in the region
Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.
For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/