Yêu cầu công việc
- Bachelor’s Degree in Chemistry, Chemical Engineering, Business, Experience & Marketing or a related field.
- Minimum 10–15 years of experience in Sales, Business Development, Commercial or Business Unit leadership roles.
- Strong track record in driving commercial growth, profitability and customer development.
- Proven experience leading and developing commercial teams.
- Strong experience in B2B sales, Key Account Management and strategic business development.
- Experience managing relationships with principals, suppliers and senior customer stakeholders.
- Experience in specialty chemicals, chemical distribution, coatings, personal care, industrial materials or related industries is strongly preferred.
- Previous experience with broader office, country or cross-functional leadership responsibilities would be advantageous.
- Experience working within a regional or matrix organisation is preferred.
Công việc cụ thể là gì?
Job Purpose
- Lead and drive the commercial growth and performance of Hanoi (MCH & MCHM) business by strengthening customer relationships, developing new business opportunities, building strategic supplier partnerships, and driving disciplined commercial execution across relevant BU/SBUs.
- The role is accountable for achieving sustainable revenue, profitability and market growth while strengthening the effectiveness and capability of MCH & MCHM commercial organisation.
- In addition, the role serves as the senior leadership representative for the Hanoi (MCH & MCHM) offices, in overseeing employee engagement, workplace effectiveness, cross-functional coordination and day-to-day people matters within Hanoi (MCH & MCHM).
Job Responsibilities (Core Duties)
1. Commercial Strategy & Business Growth
- Develop and execute Hanoi (MCH & MCHM) commercial strategies aligned with country, BU and company direction.
- Identify market opportunities, customer segments, applications and emerging trends that can generate sustainable business growth.
- Translate commercial strategies into clear account, market and business development priorities for the commercial team.
- Drive new customer acquisition while strengthening and expanding business with existing strategic and key accounts.
- Develop sustainable commercial pipelines and ensure disciplined conversion of opportunities into revenue.
- Monitor market movements, competitor activities and customer needs to continuously strengthen Maha’s market position.
2. Commercial Performance & Profitability
- Drive achievement of Hanoi (MCH & MCHM) commercial targets including revenue and contribution margin.
- Review commercial performance by BU/SBU, customer, product and market segment and take corrective actions where necessary.
- Ensure commercial decisions balance revenue growth, profitability, working capital and sustainable customer development.
- Drive pricing discipline and support commercial negotiations for strategic or high-value opportunities.
- Strengthen forecasting accuracy, sales pipeline visibility and commercial execution discipline.
- Partner with the Country Director and Finance team in business planning, budgeting and performance review.
3. Key Account & Customer Development
- Strengthen strategic relationships with key customers and decision makers across Hanoi (MCH & MCHM).
- Guide the commercial team in developing structured Key Account Management plans for priority customers.
- Identify opportunities to expand Maha’s share of wallet through cross-selling, new applications and solution development.
- Engage directly in strategic customer discussions, negotiations and business development opportunities where senior-level involvement is required.
- Ensure customer engagement reflects Maha’s commitment to responsive, solution-oriented and long-term partnership.
- Work closely with Technical Service, Marketing and Business Operations to develop differentiated customer solutions.
4. Portfolio & Supplier Development
- Work closely with BU leadership and regional stakeholders to strengthen the product and supplier portfolio in Hanoi (MCH & MCHM).
- Identify portfolio gaps and opportunities based on local market and customer requirements.
- Develop and maintain strong working relationships with key principals and suppliers relevant to the Hanoi (MCH & MCHM) market.
- Support supplier business reviews, market development initiatives and joint customer activities.
- Drive successful introduction and commercialisation of new products and technologies.
- Provide market intelligence and commercial feedback to support regional portfolio decisions.
5. People, Capability & Hanoi Office Leadership
- Lead, coach and develop the Hanoi (MCH & MCHM) commercial team to achieve strong and sustainable business performance.
- Set clear performance expectations, priorities and accountability for commercial team members.
- Strengthen commercial capabilities including business development, Key Account Management, negotiation, pipeline management and commercial discipline.
- Provide local leadership presence and support to employees across different functions based in Hanoi (MCH & MCHM) office, while respecting their respective functional reporting lines.
- Support the development, engagement and effectiveness of Hanoi (MCH & MCHM)-based employees in collaboration with their functional leaders and Human Capital.
- Facilitate effective communication, collaboration and alignment among Commercial, Technical Service, Business Operations, Finance, Marketing, Human Capital and other relevant functions in Hanoi.
- Support day-to-day people, workplace and cross-functional matters within the Hanoi office and escalate significant matters to the Country Director or relevant functional leader where appropriate.
- Work with functional leaders and Human Capital to identify capability gaps, development needs, succession considerations and employee support requirements.
- Strengthen collaboration between MCH, MCHM and MCV offices and promote a unified Vietnam organisation.
- Foster a high-performance environment based on ownership, collaboration, customer focus and continuous improvement.
- Support the Country Director in strengthening employee engagement, organisational alignment and company culture within Hanoi (MCH & MCHM) office.
6. Cross-Functional Execution & Business Alignment
- Work closely with Technical Service, Marketing, Business Operations, Finance and Human Capital to ensure effective execution of commercial priorities.
- Resolve commercial and customer-related cross-functional issues in a timely manner.
- Ensure strong coordination between commercial commitments and operational capabilities.
- Support improvements in customer service, forecasting, inventory planning and commercial processes.
- Strengthen communication and alignment between MCH, MCHM, MCV and regional teams.
- Escalate significant country-level business, operational or organisational matters to the Country Director where appropriate.
7. Governance, Risk & Compliance
- Ensure commercial activities comply with company policies, Delegation of Authority, contractual requirements and applicable regulatory standards.
- Maintain appropriate commercial discipline in pricing, credit, contracts and customer commitments.
- Identify significant commercial and business risks and escalate them appropriately.
- Promote ethical business practices and responsible decision-making across the commercial organisation.
- Support the Country Director in maintaining appropriate governance and organisational discipline within the Hanoi office.
8. Special Projects
- Lead or participate in strategic projects assigned by the Country Director or company.
- Support transformation, business development or organisational initiatives relevant to Hanoi (MCH & MCHM).
- Undertake other responsibilities aligned with the evolving needs of the business.
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