Role Overview
The Sales Manager will be responsible for driving revenue growth, profitability, and market expansion across assigned regional markets (Australia, New Zealand, Pacific Islands, and Taiwan). This role focuses on strategic account management, distributor engagement, and market development, while ensuring alignment with global sales objectives and pricing strategies.
Key Responsibilities
Sales Strategy & Revenue Growth
- Develop and execute regional sales strategies to achieve revenue, volume, and profitability targets
- Drive market share expansion and sustainable sales growth across assigned markets
- Own and deliver annual sales plans, forecasts, and performance targets
- Monitor market dynamics and adjust strategies proactively to optimise results
Market & Account Management
- Manage and grow key customer accounts, distributors, and channel partners
- Identify, qualify, and develop new business opportunities and customer segments
- Build a strong and sustainable customer portfolio with an optimal product mix
- Strengthen long-term relationships to enhance customer retention and satisfaction
Business Planning & Execution
- Develop business plans and implement strategic initiatives aligned with regional and global objectives
- Define and communicate clear value propositions for targeted market segments
- Lead commercial discussions including pricing, contract negotiation, and volume allocation
- Monitor and control selling, general, and administrative (SG&A) expenses
Market Intelligence & Insights
- Gather and analyse market intelligence including pricing trends, demand-supply dynamics, and competitor activity
- Provide actionable insights to support pricing decisions, product positioning, and commercial strategies
- Work closely with internal and external stakeholders (e.g., T2/Trading teams) to strengthen market understanding and responsiveness
Stakeholder & Distributor Management
- Develop and implement plans to motivate and optimise distributor and channel partner performance
- Collaborate with cross-functional teams (e.g. supply chain, operations, finance) to ensure seamless execution
- Support Sales Heads and Commercial Head in global sales coordination, including allocation, pricing alignment, and reporting
Operations & Performance Management
- Own and track Sales KPIs as defined in the Business Unit's Balanced Scorecard
- Prepare and deliver professional presentations to clients, partners, and internal stakeholders
- Ensure timely follow-up on customer orders, shipments, payments, and issue resolution (including complaints handling)
Requirements
- Bachelor's degree in Business, Marketing, or a related discipline
- Minimum 7 years of B2B sales experience, with at least 5 years managing regional or global accounts
- Prior experience in paper, pulp, packaging, or related industrial sectors preferred
- Proven track record in distributor and channel management across multiple markets
- Strong commercial acumen with experience in pricing, contract negotiation, and margin optimisation
- Excellent market analysis and strategic planning capabilities
- Strong communication and presentation skills with the ability to influence senior stakeholders
- High level of negotiation, problem-solving, and decision-making skills
- Strong command of English (written and spoken)
- Working knowledge of Mandarin is an advantage due to regional market coverage
- Self-driven, results-oriented, and highly accountable
- Able to manage multiple priorities in a fast-paced, dynamic environment
- Strong organizational skills with attention to detail
- Willingness to travel regionally as required
