Location: Bangkok, Thailand
Reporting To: Managing Director Thailand
Function: Sales Management & Business Development
Business Unit: CASE & AMA (Coatings, Adhesives, Sealants & Elastomers | Advanced Materials & Additives)
Position Summary
The Business Manager, CASE & AMA is responsible for driving profitable business growth, managing strategic customer relationships, developing principal partnerships, and executing commercial strategies within the CASE and Advanced Materials & Additives business segments with their sales team in Thailand.
The role will lead market development initiatives, identify new business opportunities, strengthen customer engagement, and collaborate closely with technical, product management, and regional teams to achieve sustainable revenue and margin growth. The incumbent will play a critical role in expanding Azelis market presence while delivering exceptional value to customers and principals.
This position requires strong leadership skills, commercial acumen, specialty chemicals industry knowledge, business development expertise, and the ability to manage a diverse portfolio of products, customers, and suppliers.
Key Responsibilities
Business Growth & Commercial Development
- Drive sales growth, gross profit, and market share expansion across the CASE & AMA portfolio and with the sales team.
- Develop and execute annual business plans aligned with Azelis Thailand and regional strategic objectives.
- Identify new business opportunities, market trends, customer needs, and emerging technologies.
- Establish and implement growth initiatives to increase revenue and profitability.
- Develop pricing strategies and commercial plans to maximize business performance.
- Monitor market conditions and competitor activities to identify business opportunities and risks.
- Deliver annual sales budgets, forecasts, and profitability targets.
Customer Management
- Build and maintain strong relationships with key customers, decision-makers, and industry stakeholders.
- Identify and develop strategic accounts within target market segments.
- Conduct regular customer visits and business reviews to strengthen partnerships.
- Understand customer needs and collaborate internally to deliver tailored solutions.
- Resolve commercial issues and provide effective support to customers.
- Drive customer satisfaction, retention, and account growth initiatives.
Principal & Supplier Management
- Manage relationships with existing principals and suppliers.
- Support principal business plans and market development activities.
- Conduct regular business reviews and performance updates with principals.
- Identify opportunities to introduce new products and technologies into the market.
- Execute principal growth strategies and ensure achievement of agreed targets.
- Collaborate with regional and global principal management teams.
Market Development & Portfolio Expansion
- Identify emerging market trends and growth opportunities within CASE and AMA industries.
- Develop targeted go-to-market strategies for new products and applications.
- Collaborate with Product Managers and Technical Specialists to support innovation projects.
- Identify portfolio gaps and recommend new products or suppliers.
- Drive market penetration initiatives within key industry segments.
Sales Leadership & Team Development
- Lead, coach, and support sales team members.
- Foster a high-performance culture focused on achieving business objectives.
- Support capability development through coaching, mentoring, and continuous learning.
- Share market intelligence and best practices with colleagues and regional teams.
- Promote teamwork and collaboration across commercial and technical functions.
Cross-Functional Collaboration
- Work closely with Technical Sales, Product Management, Marketing, Supply Chain, Customer Service, Finance, and Regulatory teams.
- Ensure alignment between customer requirements and operational capabilities.
- Support product launches and commercial campaigns.
- Participate in regional projects and business improvement initiatives.
Financial Management
- Deliver agreed revenue, gross margin, and profitability targets.
- Monitor sales performance through KPIs and business analytics.
- Manage forecasting and budgeting processes accurately.
- Ensure effective management of commercial resources and investments.
- Support accounts receivable management and working capital objectives.
Qualifications
Education
- Bachelor's Degree in Chemistry, Chemical Engineering, Materials Science, Polymer Science, Business Administration, Marketing, or related discipline.
- MBA or postgraduate qualification is an advantage[IT1] .
Experience
- Minimum 8years of experience in specialty chemicals, manufacturing, distribution, additives, coatings, polymers, or related industries.
- Proven experience in sales leadership business development, technical sales, or commercial management.
- Strong exposure to CASE and/or Advanced Materials markets (plastics & rubber industries).
- Demonstrated success in managing customer relationships and driving revenue growth.
- Experience working with multinational suppliers, principals, and strategic accounts.
- Experience within specialty chemical distribution is highly preferred.
- Previous people management or team leadership experience is an advantage.
Key Selection Criteria
- Strong commercial and business development capabilities.
- Proven ability to consistently achieve or exceed sales targets.
- Strong network within the Thailand CASE and/or Advanced Materials industry.
- Track record of developing strategic customer relationships.
- Experience managing principal and supplier partnerships.
- Strong negotiation and influencing skills.
- Ability to identify market opportunities and execute growth strategies.
- Strong analytical and financial acumen.
- Effective communication and stakeholder management skills.
- Leadership potential with the ability to coach and develop team members.
Core Competencies
Commercial
- Business Development
- Key Account Management
- Sales Management
- Negotiation & Influencing
- Commercial Acumen
- Market Intelligence
Leadership
- Team Leadership
- Coaching & Mentoring
- Talent Development
- Cross-Functional Collaboration
- Change Agility
Financial
- Budget Management
- Forecasting
- Margin Management
- Business Planning
- Performance Analysis
Success Measures
The Business Manager will be measured on:
- Revenue Growth
- Gross Profit Achievement
- EBITDA Contribution
- Customer Retention & Growth
- New Business Wins
- Principal Satisfaction
- Market Share Growth
- Pipeline Development
- Forecast Accuracy
- Team Development & Leadership Contribution
