Country Manager

Job

Success Profile
Country

Manager
1.

Mission Statement

The Country Managers primary responsibility is to be in charge of business development in a particular country or region. They handle a wide range of tasks such as launching, developing, and managing the production and distribution of a businesss products or services in a given country.
The Country Manager will lead the

S

ales and

Operations

organization

s

within

the

Country

or

assigned geography

. This position

helps Buckman capture market share from the

competition through

profitable

revenue

growth and the execution of

our defined

growth strategies.
The following

country

functions report to this position:
Operations Manufacturing,

Supply Chain

and Logistics, Procurement, SHERQ, Customer Services, Process Safety, Engineering

, Regulatory

.
Commercial

local

Sales

and Marketing
(Some of the countries may not have all of the sub-functions above)
2.

Outcomes

and Objectives

Manage all business activities in one country
The Country Manager

is

responsible for the highest management for all business activities of the enterprise in a country. This means they will be responsible for revenue, profit, working capital,

compliance

and product quality goals.

At the same time, the Country Manager must maintain the highest levels of alignment, collaboration and communication with global Buckman leadership (C-suite).
Aligns and

E

xecutes

Plans and Strategies
Leads

and drive collaboration in

th

e

countrys

management team

and within the global Buckman matrix structure
Aligns strategy with top leadership and c

ommunicates plans and strategies to associates
Demonstrates an understanding of

country

competitors, key industry issues, economic trends and the implications to the business

and take actions as required
Ensures that

decisions and initiatives are consistent with Buckmans broader strategies

and long-term direction

Ensures the execution of the global

growth strategy in the country

Drives Results
Sets challenging and clear expectations to the team

, manages performance effectively
Drives for an increase in sales, operating profit and market profit contribution that are aligned with global plans
Actively coach

es

leaders

on how to

grow sales,

achieve

work

results

, plans and KPMs
Holds leaders accountable for achieving work results, plans and KPMs at all levels of the organization
Identifies and obtains resources needed to accomplish

country

plans
Addresses barriers to achieving results and any sources of lagging performance
Initiates and drives CI to reduce complexity

,

costs and increase efficiency and effectiveness.
Develops and implements strategies to optimize the country supply chain network to deliver cost savings and greater efficiency.
Financial

Results Management
Monitors financial results and d

raw

s

conclusions to m

ake

business and workforce

decisions
Develops and implements appropriate financial plans, budgets and forecasts

that are reliable
Chooses appropriate course of action to maximize revenue and profitability
Conducts

regular reviews against plans and

takes

appropriate corrective action
Ethical, Safe and Environmentally Sound Operations
Adheres to Buckmans Code of Ethics
Visibly supports and

ensure the

safety and environmental

compliance
Communicates and demonstrates the Buckman Safety and Environmental Values and Principles
Integrates safety and environmental policies into objectives, strategies and business plans
Provides appropriate resources to carry out safety and environmental policies
Holds others accountable for working in an environmentally responsible and safe manner
Evaluates the safety and environmental results of the Company

and make necessary adjustment
Ensures maintenance and or attaining necessary management systems aligned to ISO (or similar) standards for safety, environmental management and quality that meet local market needs.
Talent Development
Visibly supports and

lead

talent management

activities and processes
Holds leaders accountable for actively coaching and developing their people
Develops successors and talent pools to build bench strength and availability of future talent
Provides feedback and coaching to support others skill development
Leads Changes that Drive Buckman 4.0
Embraces and leads key changes across the

country

that are aligned with Buckman 4.0. Holds leaders and associates accountable for supporting needed changes.
Leads the

implementation

of the digital strategy in the

country

, ensuring both sales and

applicable

operational outcomes are delivered

aligned with the Global Digital organization and strategy
Leads the digital transformation in the

local

organization,

driving optimization,

becoming the digital trusted advisor to our customers. Demonstrates digital savviness and an openness to digital selling techniques and different routes to market.
Ensures

S

ound Corporate Governance
Identif

ies,

mitigat

es

and moni

tor

s

potential business risks
Ensur

es

compliance with local l

egislation and changes
Ensur

es

alignment and compliance with Global Buckman Corporate Governance a

nd Risk Management requirements
Lead

s

and driv

es

local compliance requirements
Ensur

es

all external and internal audit recommendations are implemente

d
E

ffective

R

epresent

s

Buckman
Mainta

ins

and build

s

rela

tionships with all stakeholders
Representing Buckman

at key meetings with

customers

; suppliers, government/regulators

and the community
Representing the C

ompany with media when required
Ensur

es

good public image of Company in the local market
3.

Success Metrics

Country

safety performance
Country

FCF, GM,

OP, MPC, sales, and gross profit;

including

year over year growth
Customer penetration and retention
Conversion rate and trial success rate
Market Share
Work force effectiveness: USD

OP

/associate (people cost)
Digital sales as

%

of total sales

and Digital Quotient
Regulatory compliance
4.

Main Decision-Making Rights accountable/decision maker for:

Enterprise Strategies and resource allocation.

Executing

country sales

strategies.
A

llocat

ion of

investment

approved by

C-Suite

and

rolling out

performance targets across the

region.

Differentiated investment on a certain geography or application within the

country

.

D

ivesting efforts from

existing applications.
Identifying g

eographies or applications within an industry to prioritiz

e

.

Indirect channel / route to market

The best route to market for a new or existing offering.
C

hange

s

in distributor

s

to better

serve an industry or geography.
Define w

ho is allowed to sign distributor agreements

.

Prioritizing R&D and digital projects for commercialization within a business unit

After

leadership

ha

s

made allocations to the

regions,

what R&D and digital projects are prioritized, piloted, a

nd commercialized within the

country

.

Supply chain network optimization

H

ow to optimize the

country

supply cha

in network.
How

the

coun

t

ry

supply chain network should change based upon

a new manufacturing technology.
W

hat

country

supply chain network changes should be made after Buckm

an rolls out a new product line.
G

o-forward approach to optimiz

ing

country

supply chain operations afte

r an acquisition.

5.

Competencies:

Job Competencies Results Leadership:

Aligns Execution

Ensures accountability

Job Competencies People Leadership:

Attracts and develop

s

top talent

Drives vision and purpose

Job Competencies Thought Leadership:

Strategic mindset

Business insight

Financial acumen

Job Competencies Self Leadership:

Nimble learning

Courage
6.

Minimum requirements to apply

Must have had successful experiences:
Setting clear strategies for the business, building an actionable plan and following through to

successfully

deliver outstanding results

in a consistent manner

.
Building a high performing team

demonstrated ability to

attract top talent

, grow and develop talent, exit below expectation team members m

aximizing team output.
Deep financial acumen including d

efining clear financial performance goals for

cash,

sales and profitability and meeting high levels of growth performance for a business.
Sales and profitability performance

management and delivery -

track record.
Outstanding customer focus including the ability to develop strong, long-term customer relationships.
Experience developing and delivering supply chain optimization strategies
Minimum 10+ years of

sales

leadership

experience

with progressive leadership capabilities shown
A bachelors degree in Chemical engineering and/or business is required. MBA is preferred.
Experience in an industry that Buckman serves (Paper/Water/Performance Chemicals) is highly desirable
The successful candidate must be able to speak and write in English

fluently

.
Must have these Competencies:
Aligns Execution
Ensures accountability
Business insight
Financial acumen
Location:
Within the country assigned to the role.

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