About This Position

This role reports to the Head of Adhesives Industrial KAM, East and Southeast Asia. The team consists of country sales across key SEA countries (direct reports), together with technical support in each country. The primary function of this role is to be the country/regional sales manager for the Life Sciences and Appliance & Heavy-Duty market segment sales (KAM) team (including Key Accounts and Tail/Channel business) in Southeast Asia and drive profitable and sustainable business growths together with the country/region key account managers. The focus of the SBU is on Key accounts development and management across 12-14 market segments in the Industrial sector

What You´ll Do

Develop & implement market segment penetration and growth strategy and plan for SEA region (and individual countries) and associated country sales and business plan in line with global/regional strategy
Direct management & leadership of 5 sales subordinates across SEA (6 countries)
Drive profitable sales growth through sustainable sales excellence activities and practices that create value for generations
Defines, leads & coordinates execution of market segment and regional sales plans, for key accounts or named accounts in defined segments in geographic territories, based on market needs, trade structure & competitive situation aligned with SBU/regional strategy
Defines & steers sales models, sales structures, key customers, channel concepts & new business
Develops top to top relationships with key regional customers, value chain partners
Develop business and improve sales, share of wallet at key or named accounts and project pipeline
Develop, manage target/identified/named KA from end to end
Drive, lead, coordinate, execute relevant market/technology/Innovation programs relevant to subregion/targeted market segments/ KA with key stakeholders
Collaborate closely with cross-regional colleagues and teams to drive and manage GKA & KA (sites/OEM in Southeast Asia) development, activities and opportunities & projects pipelines, including market/technology focused initiatives
Collaborate closely with cross-regional colleagues and teams to drive and manage KA development, activities and opportunities & projects pipelines, including market/technology focused initiatives, JOEM/KOEM/COEM initiatives.
Collaborate with business functions and corporate functional teams to drive business
Develop and collaborate with market segment BDM(s) and Market Segment Manager(s) to develop Southeast Asia relevant strategies, implement and execute global strategies relevant to the region
Collaborate closely with BDM(s) and region AE and region Subject Matter Experts for the development of the region strategy and penetration and development plans.
Develop strong distribution/channel strategy and relationships together with channel management team
Directly partner with key customers & distributor partners to self-drive the result
Understand and anticipate local market trends to capture new growth & innovation needs through partnering with regional/global teams
Conceptualizes programs & activities that drive the market & expand customer base and volume
Formulates sales & Go-to-Market plans & business models to drive growth
Identifies new market segments & target customers
Balance of maintaining existing customers while developing new customers on daily basis
Management of countries/KA demand forecast for accurate forecast planning, delivery.
Own, lead, support key market segment initiatives, meetings, for aligned development, growth of market segments/KA focus.
Train sales team on best practices & delivery on key KPIs
Coach, guide sales managers in KA, demand and forecast development, management and executions
Steer and manage sub-regional P&L (including T&E, structural costs) in line with KPIs
Represent the region as Sales Champion for the Power market segment.
Individual will be part of the East and Southeast Asia leadership team.

What Makes You a Good Fit

Degree in Business / Engineering or Equivalent
Possess minimum 10 years of strong Key Account Management / Business Development / Sales experience, with prior sales management/people management experience.
Strong leadership experience, with the ability to guide the team to the next level of success
Strong B2B experience
Strong financial and P&L skills
Strong written and verbal communication skills
Systematic and conceptual thinking and long-term vision planning
Strong project management skills
Self-starter
Willingness to challenge status quo and make changes

Some perks of joining Henkel

Flexible work scheme with flexible hours, hybrid work model, and work from anywhere policy for up to 30 days per year
Diverse national and international growth opportunities
Global wellbeing standards with health and preventive care programs
Gender-neutral parental leave for a minimum of 8 weeks
Employee Share Plan with voluntary investment and Henkel matching shares
Outpatient Medical and Specialist Coverage for employees and eligible dependents
Life, Hospital, Personal Accident Insurance Coverage
Flexible Benefits covering Dental, Vaccination, Eye screenings etc for employees and eligible dep
Access to company products at discounted price

At Henkel, we come from a broad range of backgrounds, perspectives, and life experiences. We believe the uniqueness of all our employees is the power in us. Become part of the team and bring your uniqueness to us! We welcome all applications across different genders, origins, cultures, religions, sexual orientations, disabilities, and generations.

SEA Key Account Manager