Principal accountabilities

Analysis market dynamic of specific technology/product.
Develop and implement China business transition strategy of specific technology/product (Licensing/Catalyst).
Participate in the budgeting process, define annual sales budget for responsible market, make accurate real-time sales forecast.
Build and lead team to acquire necessary resources to deliver sales budget.
Develop sales team member for sales/account plans, market intelligence, competition analysis.
Collaborate with oversea commercial, technical, engineering, equipment, supply chain and legal team to carry out business strategy.
Manage team and resources to keep customers’ satisfaction and JM’s leading position in specific market.
Seeking/forming collaboration with engineering partner to increase competitiveness.
Seeking partnership for business transition.
Cross department collaboration for forming efficient JM China policy.
Cross BU collaboration to support overall ENR China strategy.
Build and maintain partnerships with prospective customers and seeking new technology partnerships.
Deliver competitive and commercially profitable tenders for customers in partnership with global Sales, Engineering and Finance.
Monitor industry trends and developing an expertise in the changing competitive process offerings in the marketplace.
Feed back commercial and market information to the R&D and Engineering teams to keep the technology licensing offering competitive.
Manage internal stakeholders to ensure business objectives are achieved.

Scope

Sales Director – Chemical I report into the Commercial Lead – CT China.

Define China business strategy for JM specific technology/product with competition from international /domestic suppliers.
Deliver sales revenue and contribution margin with team on annual basis.
Manage 45-55 customers with team, including define market development, project execution plans.
Coordinate with UK and China technology, engineering, project, finance, legal, supply chain and R&D for high level customer service support.
Develop competitive business model via partnership with China engineering companies
Develop market for JM developing technologies
Develop and implement business transition strategy.
Manage China key account from group level, deliver commercial excellence via Key Account Management
Develop sales team development/succession plan.

Special factors

Global reach and travel of at least 30-50% time is expected in this role.

Qualifications/ knowledge/ experience

Degree likely to be in a scientific/technical discipline, or equivalent experience
Expertise in business to business sales and marketing
Experience in contract negotiation
Understanding of the Engineer, Procure, Construct and new build landscape in catalyst technologies and sub industries
Understanding of technical process features of the Catalyst Technologies portfolio
Demonstrable experience in the chemicals sector at a senior level
Significant experience managing a portfolio of technologies and processes

Personal skills and key competencies

Extensive commercial acumen to use understanding of major business functions, industry trends, market trends to develop the strategy and communicate the strategic direction to others
Able to convey complex information and ideas to individuals and groups succinctly.
Proactive and able to work independently demonstrating the Play to Win behaviours.
Proven negotiation skills and experience.
Builds effective working relationships at all levels of the organisation to influence and persuade stakeholders towards advancing shared interests.
Structured communication with senior management

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Johnson Matthey Plc is an equal opportunities employer and positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, marriage or civil partnership, pregnancy or maternity, religion or belief.

Principal accountabilities

Analysis market dynamic of specific technology/product.

Develop and implement China business transition strategy of specific technology/product (Licensing/Catalyst).

Participate in the budgeting process, define annual sales budget for responsible market, make accurate real-time sales forecast.

Build and lead team to acquire necessary resources to deliver sales budget.

Develop sales team member for sales/account plans, market intelligence, competition analysis.

Collaborate with oversea commercial, technical, engineering, equipment, supply chain and legal team to carry out business strategy.

Manage team and resources to keep customers’ satisfaction and JM’s leading position in specific market.

Seeking/forming collaboration with engineering partner to increase competitiveness.

Seeking partnership for business transition.

Cross department collaboration for forming efficient JM China policy.

Cross BU collaboration to support overall ENR China strategy.

Build and maintain partnerships with prospective customers and seeking new technology partnerships.

Deliver competitive and commercially profitable tenders for customers in partnership with global Sales, Engineering and Finance.

Monitor industry trends and developing an expertise in the changing competitive process offerings in the marketplace.

Feed back commercial and market information to the R&D and Engineering teams to keep the technology licensing offering competitive.

Manage internal stakeholders to ensure business objectives are achieved.

Scope

Sales Director – Chemical I report into the Commercial Lead – CT China.

Define China business strategy for JM specific technology/product with competition from international /domestic suppliers.

Deliver sales revenue and contribution margin with team on annual basis.

Manage 45-55 customers with team, including define market development, project execution plans.

Coordinate with UK and China technology, engineering, project, finance, legal, supply chain and R&D for high level customer service support.

Develop competitive business model via partnership with China engineering companies

Develop market for JM developing technologies

Develop and implement business transition strategy.

Manage China key account from group level, deliver commercial excellence via Key Account Management

Develop sales team development/succession plan.

Special factors

Global reach and travel of at least 30-50% time is expected in this role.

Degree likely to be in a scientific/technical discipline, or equivalent experience

Expertise in business to business sales and marketing

Experience in contract negotiation

Understanding of the Engineer, Procure, Construct and new build landscape in catalyst technologies and sub industries

Understanding of technical process features of the Catalyst Technologies portfolio

Demonstrable experience in the chemicals sector at a senior level

Significant experience managing a portfolio of technologies and processes

Extensive commercial acumen to use understanding of major business functions, industry trends, market trends to develop the strategy and communicate the strategic direction to others

Able to convey complex information and ideas to individuals and groups succinctly.

Proactive and able to work independently demonstrating the Play to Win behaviours.

Proven negotiation skills and experience.

Builds effective working relationships at all levels of the organisation to influence and persuade stakeholders towards advancing shared interests.

Structured communication with senior management