Country GM, India

Summary

Manages the Commercial P&L for their country to ensure top line growth and Operating Margin expansion while improving Net Working Capital. Takes Strategy to execution and develops and implements breakthrough sales and channel strategies for the Country that grow market share, revenues, margins, and customer engagement. Collaborates with Business Units to leverage our manufacturing capability and material applications expertise to position Hyperion as a leader relative to competitors. Personally develops and nurtures customer relationships to expand market share. Identifies and builds a network of strategic partnerships to help accelerate capability enhancement in their sub-region. Partners with the Asia leader and the M&A team for cultivation, acquisitions and integration in their region to drive inorganic growth.

Essential Duties And Responsibilities

• Manages the Commercial P&L for the sub-region including the core revenue growth, operating margin expansion and the net working capital
• Develops and implements organic & inorganic growth strategies and plans to drive revenue growth and margin expansion in assigned Country/Region. Understands, anticipates, and meets the demands of Country/Regional customer base.
• Execution of Go-To-Market strategy and plans for product lines including new or modified channels and geographies. Identifies, supports, and drives plans to develop key growth markets, and key customers.
• Develops and implements policy deployment initiatives (X-matrix) to drive "breakthrough" performance to support both the long-term business objectives and short-term organizational goals.
• Builds an M&A and strategic partnership funnel with the M&A team and actively leads the building of strategic partnerships in the region to enhance capability and product portfolio.
• Assists the M&A team on cultivation, acquisitions and integration of targets in the funnel.
• Implements standard processes and KPIs that drive Hyperion’s revenue growth, profitability and increased market share.
• Monitors trends, anticipates, and identifies variances, develops, and implements action plans to course correct.
• Implements processes to improve consistency, efficiency, productivity and cross-functional collaboration.
• Leads commercial engagement and negotiations with key customers and partners
• Collaborates with Marketing to develop and implement integrated content, promotion, and creative campaigns to drive growth and maximize customer value. Collaborates with Marketing & Communications to develop online and offline marketing campaigns with sound measurement to build brand equity and develop sales opportunities.
• Ensures sales meet Hyperion compliance standards generating net price and AR company targets.
• Maintains close and regular contact with sales managers, direct customers, and distributors.
• Provides updates to Hyperion Leadership team on sales progress and initiatives.
• Collaborates with Business Units to facilitate information sharing and communication flow to our customers.
• Stays abreast of industry trends to ensure Hyperion is competitive.
• Provides clear direction to teams, develops, coaches, mentors, and addresses performance gaps to ensure the Sales teams are delivering upon commitments.
• Provides sense of urgency to business issues and drives toward identifying/implementing solution(s)
• Attracts, develops, retains, and motivates the talent needed to be a world class, high performing team.
• Develops and deploys plans to improve employee engagement and foster a culture of ownership. Implements a rigorous program to gather feedback from employees and work groups to develop improvement plans.
• Ensures a healthy and safe work environment throughout our locations. Ensures adherence to EHS policies and guidelines.
• Ensure adherence to all internal, external, and corporate policies, procedures, and quality standards. Creates and enforces a culture of compliance with all regulations and standards.
  
  
  

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Education And/or Work Experience

• BS or MS in Engineering (preferred) / Business (MBA a plus).
• At least 5-7 years managing commercial P&L in a B2B environment
• At least 8-10 years leading Sales teams in a B2B environment in the region
• Experience in manufacturing
  
  
  

Technical Skills/Physical Requirements

• Proven track record of setting aggressive targets and meeting business goals through team interaction and involvement
• Good working knowledge of applied finance
• Outstanding leadership, communication and interpersonal skills
• Demonstrated success in delivering market share, sales growth and profitability
• Expertise in planning, prioritizing and cross functional management of global projects
• Proficient computer skills required (PowerPoint, Excel, Word)
• Up to 50% including international travel.