Regional Commercial Lead

**Position Context**
- Manage a team that provides commercial support to the APAC HNH team
- Influence key levers that support HNH base and drive growth - strategic planning and sales excellence [country plans, key account plans, customer segmentation], delivering on budget process and commitment with the country teams
- Ensure the smooth liaison between DSCM, regional, and global Commercial on Supply Support, that includes monitoring and reporting trends

**Responsibilities**
- As a part of the APAC COO team, responsible for HNH strategic commercial planning (in the future FBS and HNC) and budget execution
- With the Commercial team, conduct business performance reviews - monthly dialogues in line with IBP cycles - performance tracking

Sales excellence anchoring

Customer segmentation - delivering on clear guidelines for pricing, service levels

Margin management - with the Portfolio Manager, ensure stewardship of margin through pricing excellence

Distributor management - Making recommendations for improvement and actions, KPI setting-management-tracking
- Accountable for Product Categories Premix and Lipids sales growth acceleration
- Accountable for JSVC sales for the region
- Work with the regional COO, define, and deliver distributors growth plan including incentives

Budgeting
- With the Global and regional COO and market’s participation, establish business plans and budget for APAC, to realize and optimize top line and bottom-line result
- As a part of the COO, responsible for developing sales budget guidelines and communicating sales budget guidelines to the markets
- Responsible for setting sales expectations for product families and main forms (volumes, average net prices and transfer prices, reference price for premix reporting)

Share of Wallet
- Responsible for reviewing bottom-up Share of Wallet analysis; identify business opportunities in AP.
- Responsible for monitoring competitor’s behavior and optimizing DNP’s share of wallet.

Customers
- Work with Regional Relationship Leads (RRLs) for Global customers to ensure volumes/sales conditions set in global contracts are met
- Review customer segmentation with account managers and initiate change if necessary/justified

Demand Supply Chain Management (DSCM)
- Accountable for reviewing, and presenting the regional demand plan along with market assumptions
- Accountable for product allocation to markets and negotiating supply with Global during shortages
- Accountable for reviewing expiring/expired materials, explore alternatives to expiring/expired materials and deciding write-offs for expiring/expired materials

Market Analysis
- To create fact base and data transparency.
- To understand the performance drivers and identify market/industry trends
- To analyse competitive situation and identify opportunities; Work with teams to develop strategy

Sales Performance
- Responsible for monitoring APAC sales performance against target and check deviations from targets
- Responsible for highlighting exceptions versus targets, propose/develop commercial actions on deviations and implement commercial actions
- Responsible for product allocation (balancing between HNH Segments today and HNC/ FBS-F&B in the future), write-off recommendations, inventory stock-in and support inventory target changes

Pricing
- Responsible for defining and implementing industry-specific pricing rules (price list, exception prices)
- Responsible for negotiating prices with regional Key Account Manager
- Responsible for booked/lost analysis, monthly review of price development, check if price development is in line with targets and markets opportunities

Finance
- Responsible for reviewing and approving credit for new/existing customers
- Responsible for initiating credit notes for justified customer complaints
- Responsible for approval for waiver of AF cost, MoQ, etc. that are raised to the region

Premix Business
- Provide commercial support (budgeting, pricing, MAMO, sales performance, DSCM) to premix business.
- All coordination across market and different segments to deliver these numbers
- Manage the HNH Premix business in Asia Pacific to ensure market share and share of wallet at customers are kept at optimal level

Lipids
- Deliver growth and market penetration for Nutritional Lipids, in the dietary and health supplement (DHS) and Food & Beverage (F&B) segments
- Work with the sales organization to achieve quick penetration of defined new products, and leverage for growth opportunities, including collaboration with Global

Distributor Management
- Increase HNH profitability and sales volumes by managing distributors projects, relations, sales and services, identifying opportunities, building distributors plans
- Increase strategic partnership with key distributors across APAC optimizing direct/indirect customer service level
- Achieve sales and profitability growth via distributor sales

Sales Excellence
- Build sales capability and drive big accounts
- Lead an