Director, Country Manager - Thailand

SC JOHNSON IS A FIFTH-GENERATION FAMILY COMPANY BUILT ON THE SPIRIT OF OUR PEOPLE. We have been leading with purpose for over 130 years, building iconic brands that win the hearts and minds of consumers – such as Raid®, Glade®, Ziploc® and more, in virtually every country around the world. Together, we are creating a better future – for the planet, for future generations and for every SCJ team member. Join our winning team of Wave Makers and Go Getters and help us write the next chapter in the SCJ story.

Summary:

• Develop SC Johnson business and reputation across all trade channels in Thailand
• Lead & Collaborate with the Full Service Distributor for Full year & Quarterly Planning, Collaborating & Influencing decisions within SCJ to grow the SC Johnson Thailand sales & share profitably & Enabling the delivery of jointly aligned sales objectives, sales fundamentals objectives (distribution, visibility, share of shelf, share of display etc.), profit targets, trade spending targets, distributor inventory & internal controls within budget, time & policy parameters.
• Build leadership capability within the SCJ team, lead Joint business Plan monthly and quarterly drumbeat and influence distributor selling capability across channels and process improvements

Essential Duties and Responsibilities:

General Responsibilities:

• Overall - Deliver budget commitments – NS, DPM%, GTN, Profit and Share.
• The country manager is Responsible for the overall sales & share growth in Thailand across channels. Leads a full service distributor and collaborates with the distributor team to implement sales policy & enables the execution of plans as determined by head office. Collaborates with full service distributor to exploit promotional and public relation opportunities. Responsible for Thailand and will have a significant new business development role and budgetary responsibilities. Will generate a substantial proportion of company revenue
• Develop a collaborative approach with the SCJ cross functional team members to deliver our business objectives. Do this while DEMONSTRATING the understanding of the budget process and metrics and that your teams provide solutions to business challenges or executable ideas to maximize opportunities

Sales Initiatives

• Leads the Joint Business Planning Drumbeat process with the full service distributor and collaborate with them to participate in JBP with Key Accounts
• Management of nation-wide across retail trade channels, primarily Modern trade and traditional channels to achieve Aligned Instore presence & target distribution coverage to grow share profitably.
• Manage all aspects of retail trade accounts and traditional accounts database nation-wide. Work in a team environment and communicate, effectively present plans / ideas / suggestions / issues to relevant parties (internally within SCJ and with the Distributor) supported with right data.
• Ensure all aspects of accounts and activity including negotiation, presentations, new line launches are implemented appropriately thus the target results are achieved.
• Lead the Customer Marketing Team while there is only dotted reporting line. Own the in-store execution and our Media to Shelf expectations.
• Own the relationship with Key Accounts and lead our customers with Strategic Thought Leadership. Be responsible for driving SCJ objectives through fact based category solutions that help our customers win in the marketplace.
• Train and develop full service distributor and SCJ sales managers for appropriate sales operation effectiveness and competencies.

Functional Responsibilities:

Financial

• Achieve month wise primary/secondary/tertiary sales & share growth objectives.
• Focus on Value Creation and Lead Net Revenue Management efforts to deliver profitable sales
• Implement the company’s credit policy and maintain days sales outstanding to within budget
• Control trade spend and departmental expenses as per budget, and control returns within acceptable levels.

COVERAGE, DISTRIBUTION DISPLAY AND SERVICING  -TT/MT

• Collaborate with the Full service Distributor to implement systematic and cost effective coverage of outlets per Region/Area with appropriate outlet classification, call frequency etc as per aligned target, including modern trade. Ensure monthly review of the same.
• Deliver Route to Market Excellence to drive share growth - Achieve Distribution, Pricing, Shelving and Merchandising objectives of new products and existing products within outlets on direct coverage by area region across channels
• Ensure maximum indirect distribution of the products through proper identification, activation & control of Wholesale channel and other specialist channels.
• Develop MT/E-Comm vision to grow share and step change instore shelving and display via focusing on category growth selling to MT customers
• Provide inputs in development of the display programs and ensure excellence execution both in MT/TT to maximize use of material planned.
• Identify and Influence winning in Emerging channels as sources of growth.

S&OP/ISO PROCESS

• Own the country forecast with a focus on driving sell-out.
• The country manager is a Key stakeholder of Step 2 in the S&OP process. Provide field inputs on the forecast to ensure right sell-out without inventory build-up.
• Achievement of forecast to meet Global KPI standard sets
• Lead granular understanding of business situation & analysis by brand, what’s working and what’s not (impacting sales and shares) and Participate in and provide inputs in other relevant steps of the S&OP cycle

LEADING THE FULL SERVICE DISTRIBUTOR

• collaborate with the full service distributor to optimize distribution network including territory coverage to maximize coverage/distribution for our products based on differences between regions in the country.
• Along with direct reports review performance of distributors, distribution, visibility and profitability monthly & take corrective actions
• Monitor constantly the sales & inventories of all distributors and take corrective actions where required. Take corrective actions via action plan to be reviewed in Monthly JBP meetings
• Ensure appropriate recruitment, selection, training, activation & retention of distributor sales force
• Influence decisions of the distributor lead team via appropriate Top to Top engagement
• Collaborate with the SCJ Supply chain team to follow up to ensure timely service to distributors in the areas of delivery of stocks, adjustment of credit notes etc for claims, damage, shortages etc. Authorize all returns.
• Check prices of competition and monitor competitors promotions and activities in the market in legally acceptable ways, operationalize formal tracking and share feedback to help better business/share understanding and influence decisions

REPORTING / ADMINISTRATION

• Monitor results obtained on a weekly basis. Determine deviations from plans, if any, and institute corrective actions as necessary.
• Plan and undertake travel to work across regions in Vietnam to highlight what’s working, what’s not, new opportunities to help drive sales, distribution across channels and feedback both the distributor and back to SCJ Customer Marketing and ASEAN Emerging Market - Group Country Manager
• Establish and maintain professional leadership, inspiring work environment, open/honest communication and decision making climate. Create a culture of leadership, winning, granular business understanding and analysis & Highlight any special achievements
• Ensure timely and accurate reporting from the field

Required Skills / Experience / Competencies:

Education:

•    S2 degree in any field

Experience :

•    Minimum 10 years experience with at least 5ys in managerial capacity. Experience across both GT and MT channel preferred. Proven Distributor Management skills and Trade Marketing experience will be an added advantage.

Technical skills:

•    Sales & Distribution

•    Trade Marketing

•    Sales & Demand Forecasting

•    Neilsen Share Understanding

•    Modern Trade & Traditional Trade

Behavioral skills:

•    Leadership & Influencing skills

•    Achievement Orientation

•    Customer Focus

•    Team Work/Collaboration

•    Strategic Thinking & Business Analysis

•    People development

Job Requirements:

- Full or Part-Time, typical work hours & shifts, days of week, whether overtime is expected, etc.

- Percentage of travel time expected, where the travel occurs, whether the travel is overnight

- Work environment, physical demands (if applicable)

Inclusion & Diversity

We’re a global business, with people from every culture, ethnicity, race, religion, gender identity, sexual orientation, age and ability. We recognize the breadth of human experience, and we work to celebrate it. It is our goal to build a diverse, inclusive and supportive work environment where all people can thrive.

We’re committed to ongoing efforts that help us attract, hire, and retain diverse talent who want to build a positive, inclusive environment. Read more about our ongoing initiatives at https://jobs.scjohnson.com/inclusion.

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