Regional Manager – South & East Malaysia

Regional Manager – South & East Malaysia

Job title: Regional Manager – South & East Malaysia

Company:

Job description:

  • The position is responsible for developing the sales strategy for the country, managing resource allocation and achieving sales, profit and cost targets for the Electronics and Onsite business area assigned in the assigned region – South Malaysia and East Malaysia.
  • Managing customer’s expectation and develop new businesses to maximize profits.
  • Responsible for building the capability of the sales team by providing leadership, coaching and individual development on acquiring, managing customer’s expectation, develop new businesses, maintaining and strategizing opportunities for maximizing territory profits and customer value.
  • Enforcing existing supply agreements at all customers in the region covering supply of gases by bulk, pipeline and by onsite plants (merchant plants excluded) in all segments (chemicals, metals, electronics etc) – all together referred to as “onsite” in this document. The candidate is required:
  • (i) to ensure such agreements are strictly enforced including accurate regular invoicing;
  • (ii) to sustain and improve profitability of the accounts and the supply agreements
  • (iii) to actively develop and maintain customer relations;
  • (iv) to undertake any amendments if required or extension/renewal to existing supply agreements after due consultation with key stakeholders in Linde;
  • (v) to monitor developments of competitors and customers at the site/area and evaluate its implications for Linde and initiate actions together with the Opportunity & Project Development (OPD) team to defend/improve Linde’s position at the site/area;(vi) to assess current and future gases demand of customers and prospective users of gases over the short (monthly, weekly) and mid-term (3 to 5 year horizon) and;(vii) to work closely with area and regional operations and merchant business team to develop profit improvement initiatives and drive their subsequent realization.

The candidate is expected to engage actively with the senior country management (stakeholders, influencers) of existing customers and facilitate senior level engagement between Customers’ and Linde’s executives. The candidate will also support the process of commercializing onsite investments in the area closely working with the appointed Directly Responsible Individual (DRI) for such commercialization.

Principal responsibilities

— Coaches and builds sales capability

  • Develops area sales team skills by identifying AE’s strengths and weaknesses via individual development and/or group training.
  • Recruits AE’s and supports hiring process for developing sales teams.
  • Coordinates development of sales and technical support specific training programs.
  • Provides ongoing coaching to AE’s on setting account strategies, creating plans and proposal development, negotiating contracts and managing service delivery.
  • Coordinates development of sales support tools for regions.
  • Ensures resources are available and capable to deliver both major customer and area plans.

— Manages profitability

  • Sets targets for revenue and profit growth for the assigned region.
  • Monitors and reports critical sales key performance indicators.
  • Manages the interface between the account manager teams and major customer manager teams.
  • Position the organization to profitably win opportunities for either specialty gases, bulk gases, pipeline or onsite supply for the assigned Business Area
  • Actively support and develop together with the Operations team opportunities for optimization of production at the sites to meet Linde’s key obligations under the supply agreement with customers as well as for profit improvement. Where necessary to negotiate with customers to maximize value;
  • Work closely with FiCo and Operations team to ensure error free monthly invoicing to customers and price escalations passed in a timely manner to customers;
  • Lead/Support the development of business case (NPV, IRR) for incremental business with existing or new customers, following FiCo guidelines for such evaluation;
  • Lead the development of Linde’s onsite business strategy in the area and support the development of such strategy for the country;
  • Provide, proactively inputs to the investment approval process during evaluation and implementation phase for timely submission of the required documentation;
  • Deliver planned profitability (business case and annual plan) for the accounts;

— Provides sales support

  • Builds strong relationships with strategic customers and participates in discussions as needed.
  • Manages top accounts to ensure that customer focus is provided to these important customers.
  • Develops and managers communication among area sales teams.
  • Prepare proposals and contract review for important customer accounts.
  • Leverages sales support tools and customer campaigns.
  • Sets sales quotas for AE’s and supports the sales forecasting and budgeting process.

— Sales Administration

  • Manages overall business portfolio to maximize area sales revenues and profitability.
  • Monitors and reports critical sales key performance indicators.
  • Provides interface among area sales teams, major customer manager teams, market sectors and solution support engineering teams.
  • Leverages understanding of local business environment to support development of sales and marketing plans that are aligned with overall country strategy.

— Key Account Management

  • Develop key account business plan including contract renewal, monitoring sales profitability, implement price increase, GPADE improvement program and improve and sustain product/services level to customer’s expectation.
  • Ensure focused, tactical customer engagement plans and strategy is in place for each account, that strengthens Linde’s positioning with the customer;
  • Maximise performance of the onsite business in the area;
  • Ensure contract renewals (and new contracts as applicable) are negotiated on a timely basis; bringing in functional expertise (e.g. market intelligence, industry insights/trends, best practice in contracting) from other parts of Linde Group (e.g. Opportunity & Project Development team; Corporate Strategy & Market Intelligence team) as appropriate;

— New Business Development

  • Win all new business from existing customer in the market (expansion or new site) and introduce new gas applications that can lead to new gases usage.
  • Proactively participate with the Opportunity & Project Development team on business development activities in the area from identifying an opportunity through contract negotiation and award;
  • Contribute to the business development process by ensuring that the value of local customer relationships and local strategic issues are incorporated into the development of investment opportunities;

Key interfaces

– CSC (Quotation & customers order), Distribution(Product delivery schedule), Plant Engineering Dept (VIE tank & Gas System Maintenance), Planning Dept (Financial Evaluation), CMES Dept (VIE tank & gas system maintenance), Revenue Dept (Debt collection), Product Marketing (Contract renewal & legal), O&PD (Opportunity and Project Development), Regional Technical Team (Conceptual Engineering Managers for HyCO & ASU) and local Operation Team .

Required critical behaviours

  • Perform the task safely and with integrity (Compulsory).
  • Inspirational leadership style
  • Goal oriented- ability to translate strategies into action plans
  • Creative problem solving- finds innovative ways around resource constraints
  • Teamwork
  • Customer orientation

Required key skills (functional/technical)

  • Leadership and coaching skills
  • Sound understanding of key terms and conditions and risks embedded in long term supply contracts
  • Adequate understanding of building and evaluating business case models (MS Excel)
  • Basic understanding of cryogenic and HyCo technologies and drivers of costs and efficiencies is a plus
  • Ability to negotiate with customers to enforce supply agreements and where required reach amendments / settlements reflecting Linde’s costs and generating value (NPV, Accretive Margin)
  • Financial acumen: sound understanding of key elements of Profit & Loss Statements, Balance Sheets and Cash Flows
  • Robust analytical skills combined with creative problem-solving skills
  • Ability to influence and develop strategic relations with customers
  • Excellent presentation, oral and written communication skills

Required qualifications/experience

  • Engineering in Chemical/ Mechanical /Project, Finance
  • Preferably with a Masters degree in business
  • Must have worked in related industries and corporate environment
  • At least 15 years sales experience
  • Preferably experienced in managing profitability if JV’s or small companies
  • Preferably with work experience in the electronics and semiconductor industry.

Expected salary:

Location: Malaysia

Job date: Wed, 18 Aug 2021 04:52:52 GMT

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