About Our Client
Our client is a Multinational who have been in operation for over a decade and compositely hold the IP to a range of hydrocarbon-based fuel performance technologies, which it manufactures along with high technology machines, delivering enhanced fuel performance, reduced harmful emissions, lower equipment maintenance costs and extended engine life.
They have already generated a business of US $50m which incidentally is just the tip of the iceberg. They are on the thresh hold of significant growth which would be fuelled and driven through a strategic and highly focused global representation and presence. A public listing in the AIM is also on the cards in the near future.
To support this growth agenda and prepare the company for the external scrutiny and additional compliance requirements that comes with listing, we have been retained to identify a highly proactive and achievement oriented professional to establish a solid foundation of governance and leverage the executive talent to harness and channel this growth potential in India as the Country Head.
World Class Products
Our client controls a suite of distinct products that it is taking to market across a global distribution footprint. Its compelling story is now framed by high fuel prices and the potential to generate value through emission reductions (carbon credits).
Their products have been subject to independent tests from a broad spectrum of industry and government entities (in Australia and overseas) over the last 14 years. These tests have shown their products to be safe and to consistently reduce harmful emissions by up to 40% and increase fuel efficiency by up to 30%.
Our clientâ€™s business model is to sell its products through carefully selected joint venture/strategic partners and local distributors although it reserves the right to sell directly to end users where deemed appropriate.
Key target markets are: railways; power generation; shipping; commercial road transport (trucks, buses and taxis); military; heavy industry; mining plant and equipment; private transport. Currently, private transport accounts for only 1% of sales.
The Country General Manager will provide the leadership to drive, build and manage a country team (comprising of principal and joint venture staff) in planning, directing, controlling and reporting on all sales and operational related activities within the assigned Country/territory. The position manages the key relationship with joint venture partners and the related distribution channel and is responsible for deployment of resources in order to meet or exceed revenue and profit targets as well as ensure high levels of operational execution and quality standards.
Specifically, the role will direct the sales planning and sales execution processes, oversight on-time delivery of product, work with the Regional Director in setting and implementing the short- and long-term operating plans and strategies, generate new business by facilitating meetings and presentations and overseeing proposals sent to clients as well as co-ordinate and monitor marketing campaigns to develop brand visibility and awareness and to increase sales.
The incumbent will also represent our client at select industry conferences, client meetings, political and community organizations and events as well as develop and maintain critical government and industry relationships.
This is a broad hands-on role with the diversity of driving country sales, overseeing operational delivery and maintaining close working relationships with joint venture partners and clients and will require someone of the highest caliber and market reputation. While an established business, this is effectively a start-up phase to prepare for rapid growth and the Country Manager will be a key contributor to this growth in the designated country. In addition to relevant sales experience, this position will be perfect fit for someone who also possesses attributes such as: strategic; visionary; accountable; excellent communicator; entrepreneurial; innovative; strong business sense.
This opportunity is ideal for someone who can see the potential in a business and has a proven record of delivering growth in revenues and profitability - someone who can identify opportunities and lead the development of sales in target markets.
The key challenge for this role will be to deliver and execute a cohesive and comprehensive sales and marketing strategy to achieve target P&L and volume outcomes.
Engineering or business degree, preferably including international business/marketing or equivalent experience. MBA desirable.
ï² 12-15 years international sales & marketing/business development experience at a senior level from within a corporate B2B environment demonstrating strong commercial, marketing, general management and financial skills.
ï² Experience in directing sales activities across direct and indirect channels.
ï² Results driven with a demonstrated top percentile performance in meeting stretch revenue and profit targets through a proven ability to open doors and close deals.
ï² Exceptional track record of management of key client/customer interfaces.
ï² Established network of contacts within industrial markets and state owned enterprises.
ï² Demonstrated strategic ability, particularly in setting and developing a high performance sales culture â€“ able to create, communicate and deliver the vision and objectives.
ï² Sound business acumen including preparation and presentation of business cases and business/financial plans as well as negotiating and concluding business deals and alliances.
ï² Well-developed understanding of sales and marketing concepts, including multi-level marketing concepts, together with ability to build and enhance the brand in the local market.
ï² Good understanding of the relationship between the technical aspects of the business and the local regulatory environment.
ï² Strong leadership and staff supervisory skills â€“ able to foster effective teamwork; able to lead and engage the team to achieve both team and larger company goals; and, able to develop the skills and performance of staff.
ï² Excellent consultative selling skills â€“ able to establish credibility and work co-operatively at various levels within a client organization and to turn concepts and ideas into compelling business proposals.
ï² Strong relationship building/management skills - skilled in business development with a strong customer focus and ethic and a passion for excellence.
ï² Superior communication skills â€“ oral, written and presentation. Able to take a high profile both internally and externally, demonstrating presence, maturity, polish and expertise.
ï² Commercially astute with high level negotiation and influencing skills â€“ convincing personality, able to influence outcomes and gain the active co-operation of others.
ï² Strong planning, administration and organizational skills.
ï² Dynamic, tough and enthusiastic with a high work ethic â€“ â€œcan doâ€ attitude and able to maintain a sustained effort.
ï² Undoubted integrity and ethical standing and demonstrated commitment to clientâ€™s values.
ï² Inquisitive and creative, able to identify or contribute to new product and business opportunities and to find ways of improving revenue and profit.
ï² Fluent in both local language and English.
This is a critical position and will play a significant part in the success of the business. As such, an appropriate package will be negotiated to attract only the best quality candidates for the role.
At this stage of its development, the situation is like a start up but with significant cash flow and set for explosive growth. As such the position will grow with the business though to a likely listing.