Sales Director North Asia - CP Kelco

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Date: Aug 3, 2022

Location: Shanghai, CN

Company: JM Huber Corporation

Portfolio Business: CP Kelco 

CP Kelco is a leading producer of specialty ingredients which are added to improve texture, consistency, and stability in food, pharmaceutical and industrial products. Our products are derived from renewable raw materials found in nature for use in jam, fruit and milk drinks, confectionery products as well as industrial applications. We work across the whole value chain from natural raw materials to customers’ end products. CP Kelco is part of the JM Huber Corporation, one of the largest privately held, family owned companies in the United States.  With approximately $2.3 billion in sales and 4,000 employees worldwide, we have a combined material presence in more than 20 countries.

Position Summary

The North Asia Sales Director is responsible for leading the CP Kelco North Asia (including Greater China, South Korea) Sales team to develop and grow the sales through direct accounts and distributors. This role is responsible for developing and refreshing our North Asia growth strategy by integrating the company’s global strategy, regional strategy and local markets needs/trends/insights. This role is involves working in the matrix organization and is accountable for continuously enhancing our strong intimacy with both direct accounts and distributor partners in line with the company’s Customer Experience Commitment (CEC) transformation strategy.

 

Principal Duties & Responsibilities

  • Align with CP Kelco’s global and regional growth strategy, define and execute North Asia growth strategy including territory plan.
  • Develop a clear understanding of the business priorities and anticipation on market movements, set relevant business objectives for the Sales team with effective action plans.
  • Responsible for delivering the annual sales budget for North Asia, managing the daily business forecast process and reporting to Management
  • Ensure Customer Value Creation process is well embedded through entire sales process for direct accounts and distribution, from prospect identification, customer segmentation, relationship management to value management and contract finalization
  • Leverage internal resources at local, regional and global level to deliver the relevant products and services to customers
  • Articulate the market trends and VOC of North Asia to the relevant regional and global teams as valuable input to global strategies, initiatives and projects
  • Continuously enhance our strong intimacy with both direct accounts and distributor partners in line with the company’s Customer Experience Commitment (CEC) transformation strategy
  • Use Customer Value Creation (CVC) methodology to articulate the Value Proposal of our offering at our customers versus Most Likely Alternatives (MLA)
  • Ensure the implementation of the global and regional initiatives involving the sales team
  • Manage and monitor the sales forecast for the relative territories
  • Set up adequate processes for an efficient organization of work for the sales team
  • Supervise, manage, coach and support the sales team to achieve the desired results
  • Lead the team to strive for excellence and develop the team members in the daily work to reach the next level
  • Work closely with regional Marketing, Sales Technical Support, Customer Services and Logistics teams as well as supporting functions to deliver the business imperatives
  • Strictly follow Huber Principles and CP Kelco codes of conduct and policies

Requirements

  • MBA and Business degree and a Technical/Chemical/Science degree and 15 years of proven sales track record in international specialty ingredient business
  • Minimum 8 years proven track record in managing a sales organization
  • International experience would be a plus
  • Chemical/Food Science background would be a plus to understand CPKelco products and other ingredients/additives properties, interactions and functionalities
  • Sales management skills, with the ability to motivate and drive a succinct but highly versatile sales team
  • Strong business acumen, good financial understanding, and ease with using IT tools including CRM
  • Strategic thinker with solid experiences in translating strategy to action plans
  • Good communication and presentation skills
  • Lateral and matrix leadership
  • Strong customer relationship management and strategic account planning. Strong leadership profile with experience to manage sales in a complex environment
  • Strong relationship builder and opportunity seeker
  • Fluency in spoken and written English/Chinese languages
  • Technical skills allowing a good understanding of CP Kelco products, applications, and related processes
  • Strong analytical skills, both quantitative and qualitative
  • Project management skills (planning, prioritization, deadline and result oriented)
  • Customer focus mindset
  • Honest & transparent, responsive & agile, consistent, curious, and value-adding behaviors
  • Ability to learn and apply Customer Value Creation (CVC) methodology
  • Willingness to innovate
  • Ability to work and influence in the matrix organization and a good team player

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J.M. Huber Corporation is an EEO/AAP employer.