Segment Commercial Head, Auto APAC

Job Description:

KEY ACCOUNTABILITIES

- Lead the APAC Automotive sales team to deliver sales plans and budgets in alignment with the Advanced Materials business strategy. Provide strategic guidance and support to accelerate Auto business growth for outofChina teams.

- Develop and implement pricing strategies and commercial tactics in response to market dynamics and cost drivers to achieve EBITDA targets. Set commercial budget objectives aligned with overall company EBITDA goals and rigorously track performance against these targets to drive continuous improvement.

- Manage commercial activities to ensure time and financial investments are focused on the highest valuegeneration opportunities and remain fully aligned with business and market strategies.

- Own the commercial demand forecasting process in line with the Integrated Business Planning (IBP) framework. Validate forecast assumptions risks and opportunities and drive sustained improvements in forecast accuracy.

- Oversee customer segmentation and work crossfunctionally to ensure the organization is fully aligned to deliver the appropriate service and value proposition.

- Lead the sales team in identifying and developing growth opportunities in new applications and with new customers. Build a strong commercial growth pipeline and collaborate closely with technical marketing and other functions to improve success rates accelerate commercialization and maximize value creation.

- Champion key and global account management processes to ensure strategic accounts are managed effectively and consistently.

- Demonstrate strong leadership in crossfunctional collaboration challenge the status quo and make critical decisions to enable sustainable and profitable growth.

- Build develop motivate and retain a highperforming commercial team with the required skills capabilities and mindset.

- Take the lead on major global and regional commercial contracts and coach and advise the team on the negotiation and execution of other commercial agreements as appropriate.

- Act as the senior Customer Representative in key customer interfaces building strong relationships and representing the company with credibility and professionalism.

KEY REQUIREMENTS

Education:

Bachelors degree or higher typically in Chemistry Engineering or a related technical discipline. MBA is a plus.

Experiences:

Minimum 15 years of commercial experience including at least 8 years of experience leading a Sales team

Know-how/Skills:

- Strong business background with a proven track record and a broad network across the Auto industry including but not limited to OEMs Tiers Institutions and parts suppliers. Knowledge of PCB and laminating business is preferred.

- Ability to influence crossfunctionally and operate at both strategic and operational levels.

-Demonstrated ability to inspire focus and coach the Sales team

KEY COMPETENCIES

- Strategic thinking and financial acumen

- Result-driven and resources utilization

- Building team and relationship

- Cross-functional and Cross-country communication

- Decision-making

- Initiate change and transformation

- Corporate principles

- Deal with complexity

- Value Selling New Business Development and Channel Development & Management

SPECIAL FEATURES

- Selling components & formulated systems involves a complex sales model involving long customer approvals interpretation and translation of engineering needs into chemical effects an indepth market knowledge and real customer intimacy. Managing a sales team to operate in this environment requires a broad range of leadership & commercial skills.

Additional Locations: