Vice President Business Development Asia Pacific

Key Accountabilities

Account management

• Ensure market and customer needs are properly captured and addressed.
• Prepare documents and materials for meetings and negotiations with potential clients and business partners so that the information provided is accurate and appropriate for external distribution.
• Update Business Development activity through the reporting system, pipeline, client base (trends, expertise and cross-selling opportunities), and review and report on the reasons prospects were not converted.
• Help manage existing clients and ensure they stay satisfied and positive by presenting new solutions and service; assist account managers in the maintenance and improvement of client relationship.
• Participate in the setting of targets for sales into new and existing accounts.
• Maintain in-depth specialized knowledge of wide range of organization products.
• May train and coach lower-level professionals.

Strategy Development and Implementation

• Identify, develop and implement tactical and operational plans and goals for Business Development within a region to ensure that the organization’s current and future requirements are met.
• Coordinate all Business Development activity for all service lines/sector groups across the region. Independent on meeting operational objectives and requires only general guidelines.
• Footprint review & capacity utilization and optimization through growth
• Involved in financial planning and modelling for strategic projects and may oversee the Business Development budget.

Business Development

• Collect, compile, verify and analyse financial, competitive, sales, marketing and other information about potential business partners / new markets / products and services or other business opportunities so that senior management has accurate and timely information for making strategic and operational decisions.
• Maintain and grow a professional partnership network and support the firm’s global Business Development culture by providing a structured approach to and advice on the markets in the region.
• Extension CAPEX project development and evaluations while ensuring lifetime lowest total cost of ownership.
• M&A opportunity identification, initial development and evaluation
• Identify, evaluate, negotiate and manage the most complex or strategically important business opportunities that will contribute to the organization’s short and long-term business goals.
• Seek new business opportunities beyond established core business.
• Evaluate the findings of market research or analysis projects, assess the viability of alternative opportunities.
• Establish high-level, significant relationships with potential clients, partners, key decision-makers and industry leaders to promote the organization’s products and services.
• Support/lead important, complex, controversial or difficult meetings and negotiations with potential clients and business partners to pursue business opportunities and protect the organization’s business interests.
• May act as a credible representative for the business at conferences and networking events.

Safety

• Support and follow health and safety practices anywhere and anytime, to avoid any injury and be healthy.

Job Requirements

• Education
• University Degree in Chemistry, Engineering or relevant subject area, with commercial experience.
• Experience
• Minimum 10 years of relevant business development experience or related area.

Knowledge and skills

• Good understanding and knowledge of the Omya corporate services and global marketplace (i.e. Plastics, Paints, Coating, Cosmetics, Food…).
• Business acumen with a strong entrepreneurial spirit, ability to understand market & customer value of new opportunities
• Differentiator
• Willingness to take risks, while accountable
• Organized and structured
• Project Management and Portfolio Management skills and proven track record of successful execution of complex projects.
• Interpersonal skills with proven effective leadership and communication competencies including the ability to interact effectively and sensitively with individuals from a range of backgrounds and at all levels.
• Excellent influencing skills to achieve results.

Other requirements

• Excellent command of both oral and written local language and English is required.
• Good command of both oral and written additional language is beneficial.
• Readiness for frequent business travel (30 – 50%, temporarily and on a need basis more).
• Reporting Line
• Solid line (s) to : President Asia Pacific OMN.
• Dotted line (s) to : n/a.
• Number of direct reports : 2
• Number of dotted line reports : 4
• Performance Measures
• KPIs agreed in yearly MbO
• Working Relationships
• Internal contacts: Sales & Marketing, Research & Development departments, Operations
• External contacts: Customers, Suppliers Consultants