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Regional Commercial APAC
3 months ago
Regional Commercial Asia Pacific
Based in Singapore
Full time position, Local contract
Starting date : ASAP 2024
PUR Description
PUR is a global, impact-focused B-Corp specializing in supply chain sustainability. We design, develop, and implement nature-based solutions projects to help our corporate partners reduce their environmental footprint and meet their ESG targets. Many of PUR's projects fall within the categories of insetting, regenerative agriculture, agroforestry, forest conservation, and landscape restoration.
These projects aim to introduce more sustainable agricultural practices, regenerate and preserve ecosystems, and socially and economically empower local communities. Today, we employ 200 staff across 16 countries, with key offices in Paris (HQ) and Toronto.
www.pur.co
Industry Description
PUR operates within the dynamic and rapidly evolving sector of environmental consultancy services and nature-based solutions (NbS) markets. The NbS market has recently gained traction as society recognizes the invaluable services provided by nature and the need to preserve, restore and harness these services to mitigate and adapt to environmental challenges. To be considered a nature-based solution, projects must address real societal challenges and offer strong environmental, economic and social benefits for local communities.
Market KPIs:
If combined with deep decarbonisation efforts, NbS projects could provide up to 30% of the mitigation needed to limit global warming to 1.5ºC above pre-industrial levels by 2030 (World Economic Forum, 2023)
NbS project credits make up the largest volumes of carbon credits available in the VCM (voluntary carbon markets ) with $9bn invested between 2020 and 2022 (Sylvera, 2023)
5,307 companies have set science-based targets - a 4.2x increase since 2022 – and a significant driver of demand within the NbS and VCM markets (SBTi, 2024)
PUR is recruiting a Regional Commercial Asia Pacific.
To develop its impact, PUR is looking for a Regional Commercial Manager in a fast-paced scale-up environment with a passion for positive impact and ecosystem regeneration.
The successful candidate will be based in Singapore (with the Regional Manager) and will be responsible for the roll-out of the global Commercial strategy at regional level, including Business Development and Key Account Management.
The Regional Commercial Manager is the key link between global commercial teams and local project teams and will report directly to the Regional Manager and to the Chief Commercial Officer.
The incumbent will coordinate, consolidate, and oversee the continuation of commercial growth projects across the Asia-Pacific region, and be accountable for achieving regional commercial obligations as committed in our contracts.
The current accounts are represented across various projects and for various brands in different countries: Thailand, China, Vietnam and Indonesia.
Summary of responsibilities :
The successful candidate will be in charge of the roll-out of the global Commercial strategy at regional level: Key Account Management and Business Development.
He/She is identified as the Key contact at local level, builds trust and reinforces partnership to develop PUR’s activities in Asia Pacific.
Due to a strong understanding of local and regional context, including Supply Chains, ecosystem and interventions, the Regional Commercial Manager will master PUR’s contractual commitments on existing programs and develop new ones.
The main responsibilities in a non-exhaustive manner of this ambitious role will be :
A. Upsell/ cross sell & Business Development :
Identify and asset local upsells and cross sells opportunities, in line with PUR’s direction (existing/new regions, interventions, commodities)
Map the local/regional client organization and identify key decision makers and influencers at local level
Contribute to PUR’s commercial strategy by identifying local needs and new business opportunities and by qualifying those opportunities
Bring insights from the market and PUR evolutions/strategies/changes to the clients
Develop and manage the regional commercial budget for APAC Commercial Activites
Contribute to the Feasibility Studies by providing clients and local supply chain insights.
B. Key Account Management :
Build trust with existing customers to provide insights on program management, adaptive management and influence the overall client strategy in collaboration with both the Country manager/Regional Manager and Global Account Manager
Identify local cross sell and upsell opportunities across existing portfolio
Identify profitability issues and provide corrective actions to global GAM/KAM at regional level
Ensure execution of contractual deliverables at regional level and provide feedback to/from the field and anticipate any correction if needed
Deliver our contractual commitments at local level (supporting reporting, providing customers insights to/from the field)
Activate adaptive management at local level: renegotiating roadmap, pricing, changes in strategy, etc. in collaboration with projects and global commercial teams
Update internal corporate business tools (CRM / Timesheet / Account plans…) and ensure qualitative updates at all time
C. Excellence :
Drive the improvement of internal knowledge on commercial topics to enhance the quality of operations and ensure contractual commitments are fulfilled
Understand the clients’ needs and its strategies. Represent the clients’ needs within PUR, and represent PUR’s needs and strategy with clients
Contribute to PUR’s success through understanding the project and impact of the program in relation to PUR’s offers
Ensure profitability, customer satisfaction and growth - review process, identify and secure cross-sales and up-sales opportunities
Represent PUR at key conferences and events and master PUR’s offer to be able to navigate in the industry.
D. Management :
Manage the team of Key Account Managers and Business Developers based in Asia (Indonesia) that manage existing or new contracts, have a high level overview of existing programs and potential.
Coordinate the team to deliver contractual commitments, allocating the internal resources, planning and monitoring different parallel workstreams.
Work with Country Managers and Functional Managers to establish an APAC-wide operational governance, including market assessment potential, prioritization of projects according to PUR Strategy, and support the creation of tools and processes that support growth ambitions for each country. This includes tracking and maintaining factbooks to facilitate Project teams in implementing improvements for the clients
You have demonstrated excellent commercial and sustainable programs management skills in consulting firms or in the Industry & Services sector,
You are passionate about ecosystems protection and social issues, and you want to have a strong impact, this position is for you
We are looking for a candidate with:
Minimum 15 years work experience in Key Account Management and Business Development and management of multinationals and long cycle projects, preferably familiarity with the GHG, SBTI, VCM sector especially in Asia market;
Strong connexion in Asia market is required
You have a strong knowledge in sustainability and about the voluntary carbon market;
Master Degree or equivalent experience in relevant fields including but not limited to sustainability, agriculture or international development; academic experience related to regenerative practices seen as a plus;
Experience in restoration projects, climate initiatives, agroforestry, and social and environmental policy, as well as corporate social responsibility, is highly valued. (Nature Based Solution)
Demonstrated proficiency in long-term project management, including engagement with internal and external stakeholders, negotiation, and communication, is essential.
Strong leadership and management capabilities are required, alongside a keen business acumen and a deep understanding of the company's interests.
Effective people and change management skills are crucial, along with an analytical mindset and a solutions-oriented approach
Proficiency in Microsoft Excel and PowerPoint is expected.
Professional fluency in both English and Mandarin is a plus.
Recruitment process :
- HR Interview
- Case study with Chief Commercial Officer based in France
- Technical Interview with Regional Manager Asia + Background Check
- Final interview with the CEO
