Company Description
We design, supply and operate a range of water systems, from Oil & Gas applications to municipal water, to microelectronics ultrapure water and heavy industrial wastewater treatment. Our portfolio of technologies includes solids-contact clarification, membrane & media filtration, electrolysis, digestion, evaporation, ozone/UV disinfection and more. Our portfolio also includes chemicals & monitoring solutions, start-up & operation, membrane & ion exchange products, and custom engineered equipment.
Job Description
As a Commercial Director, you will be responsible for planning, developing, and implementing commercial strategies to support business development and drive sustainable growth in the SEA region. Your entrepreneurial mindset, combined with strong financial and marketing management skills, will be crucial in maximizing business opportunities and ensuring alignment with company goals.
Key Responsibilities:
● Strategic Leadership & Commercial Execution - Indirect Businesses:
○ Develop and execute strategic plans to exceed sales and margin targets across SEA markets.
○ Drive year-over-year orders/ revenue growth and achieve a profitable gross margin.
○ Determine and decide market prices for the region for all indirect businesses, including customer special prices (CSP) as necessary.
○ Manage overall annual margin/revenue metrics, utilizing cost inputs from Commercial Operations.
○ Implement commercial decisions to manage CTS issues within the region.
○ Identify strategic opportunities for incremental business and provide pilot trials, sales concessions, and marketing activities as necessary.
● Channel & Customer Relationship Management:
○ Build and strengthen relationships with top 80% channel partners and customers.
○ Optimize channel management using data-driven, methodical approaches via channel sales teams.
○ Develop strategies to penetrate new segments and geographies, enhance customer engagement, improve order accuracy, lead times, and delivery.
● Regional Supply Chain & Logistics - Indirect Business:
○ Assess warehouse needs in SEA, including value-add assembly of configured systems and components stocking.
○ Leverage local manufacturing resources (e.g., China, India) to improve price competitiveness.
○ Align Supply Chain and Logistics with the Indirect Business Medium Term Plan (MTP) to ensure delivery of the commercial strategy.
● Market Analysis / Growth Initiatives / Product Strategy:
○ Conduct comprehensive competitor analysis and develop countermeasures as needed.
○ Lead growth initiatives in emerging markets such as Indonesia, Vietnam, and the Philippines.
○ Execute the MTP to drive commercial excellence.
○ Represent the SEA region in WTZ meetings, participating in reviews, strategic planning, and cross-regional collaborations.
○ Align with the "Local for Local" strategy to develop products/offerings/applications based on regional customer needs and market demands.
● Team Leadership and Development:
○ Lead and manage the indirect sales team and all indirect business operations to achieve market growth in line with strategic objectives.
○ Ensure alignment with the broader group's strategic initiatives and support team development.
● Support Functions:
○ Product Application, Customer Service, and Supply Chain/Logistics will have functional reports to the Commercial Director to ensure commercial execution for all indirect businesses within SEA.
Organizational Structure:
The Commercial Director will report directly to the Regional ES Sales Leader and will be responsible for leading the commercial team. This role will collaborate frequently with sales, marketing, finance, and operations teams to ensure cohesive execution of strategies.
Success Metrics:
Success in this role will be measured by the ability to expand commercial activities, generate new revenue streams, and achieve sustainable financial growth. Key performance indicators (KPIs) will include revenue growth, market share expansion, and customer satisfaction ratings.
Qualifications
● Bachelor’s degree in Engineering, Business, or Science; a Master’s or other advanced degree is desirable.
● At least 15 years of experience preferably selling and/or marketing complex solutions and/or technical sales in the Water Treatment industry, including at least 5 years sales/commercial leadership experience in the SEA region.
● Sales and Leadership Skills: Demonstrated sales and leadership people skills with a proven sales record or aptitude to succeed in a technical and relationship-driven business. A thorough knowledge of sales process implementation and monitoring would be key.
● Communication Skills: Solid communication skills (both written and verbal).
● Computer Skills: Proficiency in Microsoft Word, Excel, Outlook, and PowerPoint.
● Leadership and Teamwork: Ability to manage, motivate, and lead a team; must be a self-starter and a team player.
● Flexibility and Travel: Willingness to travel up to 40% of the time.
● Strategic Mindset: Proven analytical skill set and strategic mindset with strong competence in value proposition analysis and market maps.
● Industry Knowledge: Knowledge of general industry trends, competitor product and service offerings is desirable.
● Language Skills: Multilingual skills are a plus.
● Technical Background: Experience and/or background in RO, UF, NF, EDI, Ozone, Membrane Chemicals and/or water technologies is advantageous.
Additional Information
We are an Equal Opportunity Employer! All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
As an inclusive company, Veolia is committed to diversity and gives equal consideration to all applications, without discrimination.
