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Regional Sales Manager, LZA China

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Date: Apr 5, 2018

Location: Shanghai, China, CN, 201204

Company: Lubrizol Corporation

ACCOUNTABILITY:

 

This position is accountable for sales growth in China as measured by annual material margin through derivation of a sound business plan and alignment and implementation of that plan through leadership of a pan-division business council as well as leadership of the Sales team.

 

 

RESPONSIBILITIES:

 

  • Lead the development and execution of sales strategies for China additives business and targeted accounts;
  • Derive and execute customer value propositions that strengthen our position in market share and profitability;
  • Identify and drive the short-term growth agenda, develop and enhance exceptional customer relationships with key customers;
  • Propose or support business growth initiatives proactively by collaborating with various product management groups;
  • Pursue major opportunities, lead major negotiations, and construct appropriate terms of sales;
  • Establish and maintain effective working relationships with key stake holders in business units and supporting functions;
  • Lead, coach and develop sales and account managers not only to achieve sales targets but also to strengthen the overall sales function capabilities;
  • Implement sales best practices and commercial disciplines including but not limited to the Challenger model, value selling, and fundamentals such as account plans and customer impact statements;
  • Determine fiscal requirements and prepare budgetary recommendations; verify and reconcile expenditure of budgeted funds;
  • Demonstrate judgment and integrity in accordance with the highest ethical and compliance standards, including the company’s Code of Ethics, and applicable legal and regulatory requirements.
  • Lead multifunctional business council to ensure alignment across the China team.

 

 

REQUIREMENTS – EDUCATION, EXPERIENCE, SKILLS:

 

  • Bachelor’s degree or above, preferably major in chemistry or engineering;
  • 15+ years of working experience in sales or business management with at least 5 years of people management experience, preferably in multinational companies;
  • Have extensive understanding of relevant marketplace; experience in lubricants, chemicals or automobile industries is a plus;
  • Strong sense of ownership, and drive for results;
  • Think strategically and logically; well organized and principled;
  • Good track record of effective leadership in coaching and developing talent;
  • Excellent interpersonal and relationship building skills along with strong influencing and negotiating skills;
  • Good spoken and written English and Mandarin Chinese;
  • Proficiency with MS Office – PowerPoint, Excel, Word and Outlook;
  • Willing to travel.

 

 


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