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Regional Commercial Lead
hace 2 meses
About Avery Dennison Smartrac
Avery Dennison Smartrac is a global materials science and digital identification solutions company that provides a broad range of branding and information solutions that optimize labor and supply chain efficiency, reduce waste, promote sustainability, circularity and transparency and better connect brands and consumers.
About the Role
The Regional Commercial Leader is accountable for leading the commercial business development and strategy execution efforts to unlock the Mexican market potential in the apparel and general retail segments, aligned with Avery Dennison Smartrac's corporate strategy. Reporting directly to the US Commercial Director, the optimal candidate will be a results-oriented leader with strong commercial acumen and progressive commercial experience. They will engage at an executive level externally, leading both dedicated and cross-functional teams to commercialize Avery Dennison Smartrac's full suite of enterprise service solutions and materials offerings. This person must be comfortable leading through ambiguity and with rapidly developing and scaling new business models.
Key Responsibilities
- Develop and execute a comprehensive commercial strategy for the apparel and general retail segments in Mexico, aligned with Avery Dennison Smartrac's broader strategy, goals, and objectives.
- Develop a deep understanding of customer needs, market trends, and competitive forces in the Mexican apparel and general retail segments.
- Work closely with cross-functional teams to develop a comprehensive strategy execution roadmap, including customer portfolio development and management.
- Prepare annual and multi-year/long-term revenue plans to deliver against segment growth objectives and effectively communicate plans within the segment and across the Avery Dennison Smartrac Solutions business.
- Lead business development efforts to unlock the Mexican market potential in the apparel and general retail segments.
- Identify and pursue new business opportunities, partnerships, and market expansion strategies.
- Build and nurture relationships with key stakeholders and decision-makers in the Mexican apparel and general retail segments.
- Collaborate with regional counterparts to localize and execute global strategies effectively within the Mexican market.
- Build and manage a high-performing sales team that is focused on driving revenue growth, ensuring team members have the skills and tools necessary to succeed.
- Set clear sales targets and goals. Develop and execute sales plans with the team, providing regular feedback and coaching.
- Establish and maintain effective communication channels with the team and other stakeholders on strategy, objectives, and performance.
- Develop and proactively monitor and support team member career development.
- Provide regular updates on sales performance and progress towards personal development goals.
- Lead with commercial excellence, including segmentation, go-to-market, sales enablement, etc.
- Develop Mexico's go-to-market strategy and ensure it is effectively adopted and adhered to.
- Establish performance management and tracking metrics (profitability, cost-to-serve, pipeline vitality, etc.) and ensure target attainment.
- Identify segment customer needs and build a set of portfolio offerings to best meet identified needs.
- Lead, negotiate, and execute sales contracts with the team.
- Partner with regional counterparts, including operations and supply chain, to maintain quality, cost, and lead time requirements of customers.
- Understand the full breadth of Avery Dennison Smartrac's capabilities and work cross-functionally with functional partners and technical teams to innovate for the next generation of portfolio solutions and materials offerings.
- Bring outside-in perspectives that challenge ways of working and broaden the segments' portfolio offerings.
- Act as a change champion for the customer experience, including through digital transformation.
- Represent the segment at industry and customer conferences, communicating the disruptive value of the segment's solutions and promoting Avery Dennison Smartrac's industry leadership in the marketplace.
Requirements
EXPERIENCE REQUIRED:
- Business management experience in a global, multinational corporation with a strong emphasis on sales and business development.
- Proven track record of building relationships at the executive level.
- Experience managing P&L of a medium scale, in a complex business ecosystem.
- Progressive people leadership, including cross-functional team management.
- Demonstrated success in a commercial position that involved negotiating complex transactions with upper-level management, or similar experience.
- 10+ years of successful commercial or related business development experience, retail/general merchandising experience preferred.
- Bachelor's degree, MBA, or equivalent preferred.
- Ability to travel both domestically and internationally may be required up to 30% of the time.
SKILLS REQUIRED:
- Skilled in leading through ambiguity with an agile management style.
- Skilled in understanding, leveraging, and championing digital tools to drive the business, internally and as part of Avery Dennison Smartrac's offerings to its clients.
- Skilled in developing sales penetration and growth strategies at the segment and account level.
Avery Dennison Smartrac is an Equal Employment Opportunity Employer
Avery Dennison Smartrac provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status, or other protected status. All of your information will be kept confidential in accordance with applicable laws.
