Rso Director Apac

2 weeks ago

Singapore FRIESLANDCAMPINA AMEA PTE. LTD. Full time
The RSO Director will be responsible for growing the overall FrieslandCampina Ingredients business in the region.

This position has the mandate to accelerate the growth of dairy-based and non-dairy ingredients portfolio in the following segments; early life nutrition, medical nutrition, sports performance & active nutrition.

**KEY RESPONSIBILITIES

Be responsible for the execution of segment strategies in APAC and that would include sales strategy & execution, develop and coach commercial team, optimize distribution network, grow existing business of segments and customer insight development.


  • Drive, set up sales execution strategy by translating segment plans into clear regional strategyintoaction. Drive key account approach and management of top regional customers in the region
  • Coach commercial team in value added selling approaches and customized solutions.
  • Manage the Ingredients APAC team, in line with the FrieslandCampina Win-Win Framework, resulting in the desired organizational structure, culture and workforce.
  • Oversee commercial activities to grow local players and make sure that for these local accounts, the added value of the different Segments in APAC is clear.
  • Be the first contact for all stakeholders, including all teams in APAC. Develop a good understanding of all aspects of being in business in APAC in close cooperation with the rest of the FrieslandCampina organisation
  • Create the optimal balance between direct business with large industrial customers and using the right distribution partner(s) for medium and smaller customers in APAC.
  • Harmonize distribution network and align the distributor(s) with the business group strategy
  • Drive performance of budget numbers, sales excellence: build sustainable, ever increasing value by embedding building blocks
  • Drive, monitor and manage APAC budget and financial performance ensure it is in line with the FrieslandCampina Financial Management Policy, resulting in the delivery of the agreed upon budget.
  • Steer the development of a reliable sales forecast, in line with the segment commercial strategy resulting in a good service level to the customer
  • Based on the updated strategy propose & update structure & organization to deliver the growth strategy. Coach to commercial team to ensure skills sharp and upgraded in selling techniques
  • Embed the FrieslandCampina Ingredients waysofworking, especially pricing, contracting, innovation and ensure compliance to Royal FrieslandCampina standards.
  • Ensure digital adoption and use of tools such as Salesforce, SAP, MS Strategy
**CANDIDATE PROFILE

Knowledge and Experience

  • Minimum 15 years of experience with at least 8 years leading a (regional) sales and commercial teams in related B2B industries.
  • Successful track record of holding a leadership position in a matrix organization with a strong focus on multidisciplinary way of working (e.g. across sales and marketing).
  • Indepth knowledge of B2B food ingredients market and sales
  • Knowledge of financial and HR management
  • Visionary and inspiring leader that is highly driven, resilience, analytical and conceptual
  • Exceptional influencing skill and has that organizational sensitivity
  • Experience/skill in change management and project management preferably including overseeing multidisciplinary and agile teams

Setting Strategy

  • Articulate business strategy and communicates vision in persuasive terms.
  • Drive innovation and digital transformation, manage ambiguity and uncertainties and minimize disruption to existing sales force performance
  • Use bestinclass benchmark and direct experience as a catalyst for driving change and creating a sales strategy
  • Set compelling goals and aggressive schedules to achieve them
  • Anticipate future business opportunities or problems and develop strategies accordingly

Executing for Results

  • Resultdriven with a high sense of responsibility
  • Be ahead of the game, act with speed, agility and pragmatism
  • Entrepreneurialminded seek, suggest and harvest business opportunities
  • Strong stakeholder management skills
  • Understand competition and act upon market developments

Leading Teams

  • Demonstrated skills in building and motivating high performing teams
  • Leadership and commitment, ability to make decisions and deliver on promises
  • Winning attitude with a high level of integrity
  • Provide leadership while being a team player; share learning and that supports the team
  • Engage the team with enthusiasm about the business while creating entrepreneurial ambition

Building Relationships and Using Influence

  • Open, straightforward, good listener, and treat people with respect
  • Excellent communicator, highly articulate and persuasive
  • Thinking beyond own responsibility and focus
  • Ability to develop close, effective working relationship with cross functional peers, distributors and retail/key account customers
  • Analytical, be able to use the power of data to influence
  • Inspire

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