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%.

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