Country Manager
2 weeks ago
Job
Success Profile
Country
Manager
1.
Mission Statement
The Country Manager’s 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 business’s 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
country’s
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 Buckman’s 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 Buckman’s 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 bachelor’s 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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