Regional Business Head

 Position Overview  

Job Title:           Regional Business Head

Location :         Thailand / India

Organization:   Our client is a global leader in bathroom and lighting solutions, known for innovative, high quality products and a strong focus on sustainability and customer service. 

Department:    IBD (APAC)

Reports To:      Business Head  

Job Overview

As the Regional Business Head, the person will serve as the brand ambassador and will be the primary driver of market development, tasked with ensuring robust market creation. This role requires strategic oversight of branch operations, with a focus on surpassing revenue targets and establishing strong relationships with key accounts. You will guide, coach, and monitor teams to ensure optimal performance and alignment with the company’s goals. Your efforts will contribute significantly to the overall growth and success of the organization, enhancing the brand's presence and market share.

Key Responsibilities

1. Sales

• Set & Achieve business goals & revenue target in Assigned territories.
• Focus on achieving Primary sales and secondary sale target for each country.
• Devise Strategies to support achieving sales target of distributor.
• Study of supply and demand in markets to increase turnover.
• Ensure sales from Orientation Centers in each country
• Achieve Sales targets of Projects in each country.
• Identify and set clear objectives for Thailand, Malaysia, Philippines, Korea & Brunei based on the organisation’s overall goals and targets. Align the countries objectives with the organisation’s strategies and priorities.
• Develop strategies to address the identified opportunities and overcome challenges.

2. Business Performance and Revenue Management

• Ensure teams perform according to defined KRAs
• Drive overall revenue performance, meeting or exceeding CBLS primary targets
• Take personal responsibility for managing key accounts.
• Work closely with business heads to align with top management goals

3. Market Development and Sales Operations

• Develop business strategy for each allocated market.
• Identify, appoint and set up channels in market.
• Conduct thorough market analysis to identify potential business opportunities within the different geographies
• Evaluate the feasibility of identified business opportunities and asses their potential return on investment. Analyze market conditions, competition and financial projections to make informed decisions
• Develop and implement strategic market development plans to enhance brand presence and business growth in Country
• Maintain a consistent trajectory of growth (ROI), keep growing sales year on year and shield the business from competition
• Forecast sales goals and ensure their achievement within set timeframes
• Analyze market trends and plan innovative market strategies & promotional activities, to counter competition and gain market share
• Ensure market development activities are executed area wise as planned

4. Team Management and Development

• Recruiting required resources in allocated countries
• Conduct regular trainings for team in allocated countries.
• Provide constructive feedback and implement Performance Improvement Plans as necessary
• Motivate and develop the team to achieve over 100% productivity
• Mentor high-performing team members and define clear career paths in accordance with organization policy
• Set clear goals and expectations for individual team members and the overall team. Communicate the organization's vision and mission to inspire and motivate the team

5. People Planning and Recruitment

• Plan manpower needs for the year and participate actively in recruitment and training activities in collaboration with central HR

6. Market and Competitive Analysis

• Track industry developments and customer preference
• Analyze competitor strategies and positioning
• Identify market gaps and growth opportunities
• Conduct market surveys and address identified gaps
• Conduct market audits quarterly in coordination with Marcom to ensure price discipline, signage, and dealer certification

7. New Product/Category Launch

• Collaborate with product management and marketing team to define and execute a winning Go to market plan
• Develop an accurate forecast using market inputs and internal consumption to shape and execute the new product/category launch in the bathroom & Lighting space

8. Marketing    

• Develop & Implement Individual country marketing strategy based on International marketing strategy.
• Ensure the best possible support to existing Country distributors by arranging the display and promotions.
• Ensure marketing activities and events to increase sales.
• Ensure events and activities in JW/JWP to increase foot fall.
• Plan & Execute sales promotional activities like display Events at Dealer Showrooms, Live Demo's for Clients.
• Coordinate with HO marcom team to execute digital marketing campaign in allocated Countries.
• Participate in Exhibitions by taking end to end responsibility.

9. Visual Merchadising & Customer Care

• Devise individual country VM plan based on IBD VM policy.
• Ensure best implementation of strategy in each country to project best brand visibility.
• Ensure the Dealer and partner Showroom display.
• Develop a clear customer care strategy in assigned territories in discussion with HO Team.
• Ensure proper implementation & review of planned strategy & activities.

10. Market Coverage Plan

• Plan complete team monthly Market coverage plan including self.
• Ensure to meet monthly goals for MCP for team & Self.
• Get New Customers added in Customer Universe as per monthly target.
• Meetings with wholesalers, retailers, designers, builders etc.
• Regular meeting with Architects/Interior Designer.
• Ensure self & team present the company position, vision, scale through presentations to educate key builders, their architects, their sales & marketing team, their purchase team on brand.
• Ensure self & team meet new architects for the specification of products.
• Educate key decision-makers of identified key projects on new products, their features, USPs etc.

11. Training

• Ensure team to conduct regular training’ event to train Dealer Sales Staff, Architect team, etc.
• Ensure team to conduct regular Plumber/ Sub Contractor Training.
• Coordinate with HO L&D team for plan and execute Training calendar.
• Ensure team to train JW/JWP staff to increase conversion and Productivity

12. Quotation And Tender

• Ensure self & team to prepare Quotes, Proposals and Counter Proposals for projects
• Coordinate with HO product management team for product benchmarking

13. MIS & Report

• Get all reports Prepare and Timely Submitted ( SCR, MCP., PSR)
• Give Market Feedback to HO
• Ensure submission of competition benchmark
• Get self & team SCR submitted on Daily Basis            

Required Skill Set    

• Education : MBA /B.Tech from Business School / Engineering College.
• Experience : 15-20 years of experience preferably in the building material industry, with a proven track record in market development and strategic leadership across APAC. Should have 3 - 5 years of P&L handling experience.
• Hands on Experience in Thailand & Korea Market. Willing to travel 15 days a month.

Skills:

• Leadership and decision-making abilities
• Effective convincing and relationship-building
• Maturity to assess and handle complex situations
• Entrepreneurial attitude and proactive problem-solving
• Flexibility and adaptability in dynamic environments
• Pleasing personality with street smartness
• GTM(Go to market) strategy
• Business process Implementation
• Strong analytical skill
• Networking skills
• Self-motivated and Results driven
• Willingness to travel extensively