Third Party Intermediary Manager - China region
A new regional role, combining commercial sales and requiring a strong compliance mind-set
Johnson Matthey is a highly successful UK FTSE 100 company, an international speciality chemicals company, building into its 3rd century as a leader of added-value sustainable technologies, employing over 13,000 talented people worldwide. Its focus is on clean air, clean energy and low carbon technologies. Every day its products help improve the quality of life of millions of people around the world.
The Catalyst Technologies Business (CT) within Johnson Matthey's Efficient Natural Resources Sector (ENR) has recently restructured to ensure its Commercial organisation is closely aligned to deliver the overall CT strategy. This includes a new indirect sales channel being created to manage the activities of Third Party Intermediaries (TPI's) - agents and distributors, through 5 global TPI Managers, based in region. Johnson Matthey is excited to advertise this new role to find a suitable candidate for their TPI Manager opportunity for the China region (most likely based in Beijing). This autonomous role will report to the Lead TPI Manager, through to the Commercial Directors and with a strong reporting line to Legal Counsel.
As a TPI Manager you will be responsible for building and maintaining effective TPI relationships, to drive the commercial performance of these TPI's. Importantly this new role has been created to ensure each TPI acts in a way that is fully compliant with Johnson Matthey's (JM) code of ethics and all applicable laws. You will implement strategy for TPI agents and distributors aiming for long term added value for JM and its customers. This includes the appropriate selection of new regional TPIs in line with the business strategy and JM's group approval process; embedding a zero tolerance approach to bribery and corruption. Commercially you will work with TPIs to ensure they deliver sales targets, retain JM customers and uphold JM's ethics and EHS policies and practical processes, educating TPI's to deliver sales 'in the right way'. This role will require the willingness to occasionally travel globally and within your region, to regularly review distributors/agents capabilities, business fit and commercial terms; leading, managing and training TPIs to deliver set sales and marketing objectives. You will manage the termination of TPI relationships where appropriate. You must have the ability to influence and work with cross functional colleagues in a matrix organisation including; Legal, Compliance, Sales & Marketing, Technical, Strategy, Finance etc., with the latter for contract negotiation, delivering budgets and financial performance reporting, and likewise with external third parties, including wide ranging TPI's and customers.
Excellent communication skills are essential, with fluency in Mandarin and English being a prerequisite. You must be culturally and commercially aware in your region, with expertise ideally gained in a related industry to the Johnson Matthey Catalyst business, such as in a Catalysts, Chemicals, Gas Purification, Refining, or another industrial or technological focused environment, or alternatively from a worldwide manufacturing group which upholds a strong ethical and compliance code of conduct. You will be capable of developing further understanding of the CT portfolio and the Catalyst TPI landscape. We seek a degree calibre candidate, (ideally in a Scientific, Technical or Engineering subject), with your subsequent expertise and management experience gained in an appropriate function, such as Sales/Commercial, Technical, Quality, Engineering or Compliance/Risk, or ideally from a previous TPI management role. Essentially, you will have a compliance mind set, with proven experience of 'doing business in an ethical way', ideally with a combination of Commercial, TPI or Technical Sales, and Compliance/Risk skills.
If you have the experience and mind-set that
would allow you to achieve in this role, please apply in writing, in English,
to Serena Wang, Head of HR of Johnson Matthey.
Please forward your CV quickly to [email protected].
Closing date 31 Oct 2018
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