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Commercial Head, China

Keywords / Skills : Commercial Head, recruiting, training , Sales Team Management, Sales Management, trade channels, E-commerce, Risk Management, selling , Team Leading, Sales / Marketing

10 - 13 years
Posted: 2019-10-15

Job Description
Job Description :

Job Title: Commercial Head, China
Report to: President / CEO in the United States
Location: Shanghai, China Position Summary:

We are looking for an experienced Commercial Head for China, with excellent ecommerce and brick and mortar experience to join our team to accelerate the growth of our China business. Ideal candidate has the experience in cosmetics/beauty/FMCG, and close, existing relationships with Alibaba, JD and other ecommerce platforms and brick/mortar retailers.
In this high-profile role, you will manage the company’s highest growth region, provide the right candidate with the opportunity for internal visibility and recognition at the highest levels of the company. You'll build relationships with and manage China’s leading ecommerce (Alibaba, JD, etc.) and brick and mortar customers (Watsons, cosmetic stores, etc), managing cross-functional teams. You will be tasked with developing new business from existing accounts and developing new business in new channels.
As with all commercial roles, you’ll need to build and develop a solid and trusting relationship between major Ecommerce clients and the company, resolve key client issues and manage the communication between key clients and internal teams, such as the marketing and logistics team. Excellent communications skill is a must. We are looking for someone who is highly organized, and a proven track record of key account needs while also anticipating key account changes and identifying improvements in processes and P/L.
You’ll be responsible for recruiting, training and leading a sales team to build some of our most important customers’ businesses and so experience managing and getting the best out of a team of Sales Managers are must. You will also be responsible for and have a track record developing and managing a regional distributor network.
Our organization places high value in supporting our recommendations and decisions with robust data analysis and insights. This means you’ll get immersed into the detail for your accounts, developing the forecast, promotional activity and innovation launches. You’ll also be speaking with your customers and visiting them regularly, making it your mission to understand them and their business inside out, while also planning and presenting reports on account progress, goals, and quarterly initiatives to share back to the Headquarters team and other stakeholders. You will work closely with TP to further develop the China business.
You will have experience and a proven track record with Alibaba and with managing an Ecommerce TP partner and brick/mortar retailers in cosmetics/beauty. You will have an in-depth understanding of the beauty retail landscape, category management and trade marketing. You are highly driven to succeed, a self-starter who doesn’t wait for direction, comes up with clear, fact-based recommendations and is able to engage, influence and lead internal cross functional teams. Having experience in working with foreign-based headquarters is a plus.

Skills:
  • Proven experience as managing online and offline retailers in China
  • Experienced in sales, managing local P/L, and providing solutions based on customer needs
  • Thorough understanding of ecommerce retail, managing TP and digital marketing exposure
  • Previous experience in problem-solving and negotiation
  • Have ability to multitask, prioritize and manage time efficiently
  • Strong communication and interpersonal skills with aptitude in building relationships with professionals at all levels of an organization
  • High level of accountability
  • Goal-oriented and organized as a team player
  • Encourage the team and staff; able to mentor and lead
  • Self-motivated and self-directed
  • In-depth understanding of company key clients and their position in the industry
  • Be able to analyze sales and financial data, and translate results into better solutions
  • Excellent verbal and written communication skills; must be a listener, a presenter and strong inter-personal skills.
  • Basic computer skills, Microsoft Office, with emphasis on excellent Excel and PowerPoint skills.


Proven values and experience:
  • Sales / Marketing experience – 10 years plus
  • Entrepreneurialism (which also implies a self-starter)
  • Experienced in building a business and developing a customer base from scratch
  • Have the knowledge and experience in managing sales into multiple trade channels, including but not limited to, cosmetics/beauty stores, and our main -focus, E-commerce (Alibaba, JD, Kaola, VIP, etc)
  • Appetite and ability to manage risk and ambiguity
  • Resilience, stamina and resourcefulness
  • Experienced in recruiting, developing and leading a team
  • Category-based selling experience
  • Team player - cares about others success, listens/respects/supports, thinks about the ‘how’ as much as the ‘what’
  • Fun to be around but serious about the important stuff
  • Experienced in fast growing/changing businesses with foreign owner


Other requirements include:
  • Fluency in Chinese and English
  • Prior experience recruiting, training and managing a sales team (individuals + regional distributors)
  • Prior experience managing a TP for Tmall, JD and others
  • Prior experience working closely with Marketing teams to drive Sales programs
  • Meet our values - natural, entrepreneurial, responsible, commercial and generous
  • Passion to develop a world class team

Qualified and interested Parties please apply with your CV and latest salary in Word format to
Please note, that while Morgan Philips welcomes and appreciates all candidate response, volume of replies allows us to respond to short-listed candidates only.
Resumes are collected for recruitment purposes only.

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