Country Manager - Canada

Description
Job Success Profile
Country Manager

• Mission Statement

The Country Manager’s primary responsibility is to be in charge of business development in a particular country or region. They handle a wide range of tasks such as launching, developing, and managing the production and distribution of a business’s products or services in a given country.
The Country Manager will lead the Sales and Operations organizations within the Country or assigned geography. This position helps Buckman capture market share from the competition through profitable revenue growth and the execution of our defined growth strategies.
The Following Country Functions Report To This Position

• Commercial – local Sales and Marketing
• Operations – Manufacturing, Supply Chain and Logistics, Procurement, SHERQ, Customer Services, Process Safety, Engineering, Regulatory.

(Some of the countries may not have all of the sub-functions above)

• Outcomes and Objectives

Manage all business activities in one country
The Country Manager is responsible for the highest management for all business activities of the enterprise in a country. This means they will be responsible for revenue, profit, working capital, compliance and product quality goals. At the same time, the Country Manager must maintain the highest levels of alignment, collaboration and communication with global Buckman leadership (C-suite).
Aligns and Executes Plans and Strategies

• Demonstrates an understanding of country competitors, key industry issues, economic trends and the implications to the business and take actions as required
• Ensures the execution of the global growth strategy in the country
• Leads and drive collaboration in the country’s management team and within the global Buckman matrix structure
• Ensures that decisions and initiatives are consistent with Buckman’s broader strategies and long-term direction
• Aligns strategy with top leadership and communicates plans and strategies to associates

Drives Results

• Initiates and drives CI to reduce complexity, costs and increase efficiency and effectiveness.
• Sets challenging and clear expectations to the team, manages performance effectively
• Drives for an increase in sales, operating profit and market profit contribution that are aligned with global plans
• Addresses barriers to achieving results and any sources of lagging performance
• Actively coaches leaders on how to grow sales, achieve work results, plans and KPMs
• Develops and implements strategies to optimize the country supply chain network to deliver cost savings and greater efficiency.
• Holds leaders accountable for achieving work results, plans and KPMs at all levels of the organization
• Identifies and obtains resources needed to accomplish country plans

Financial Results Management

• Chooses appropriate course of action to maximize revenue and profitability
• Conducts regular reviews against plans and takes appropriate corrective action
• Monitors financial results and draws conclusions to make business and workforce decisions
• Develops and implements appropriate financial plans, budgets and forecasts that are reliable

Ethical, Safe and Environmentally Sound Operations

• Evaluates the safety and environmental results of the Company and make necessary adjustment
• Visibly supports and ensure the safety and environmental compliance
• Ensures maintenance and or attaining necessary management systems aligned to ISO (or similar) standards for safety, environmental management and quality that meet local market needs.
• Integrates safety and environmental policies into objectives, strategies and business plans
• Holds others accountable for working in an environmentally responsible and safe manner
• Adheres to Buckman’s Code of Ethics
• Provides appropriate resources to carry out safety and environmental policies
• Communicates and demonstrates the Buckman Safety and Environmental Values and Principles

Talent Development

• Visibly supports and lead talent management activities and processes
• Provides feedback and coaching to support others’ skill development
• Develops successors and talent pools to build bench strength and availability of future talent
• Holds leaders accountable for actively coaching and developing their people

Leads Changes that Drive Buckman 4.0

• Leads the digital transformation in the local organization, driving optimization, becoming the digital trusted advisor to our customers. Demonstrates digital savviness and an openness to digital selling techniques and different routes to market.
• Embraces and leads key changes across the country that are aligned with Buckman 4.0. Holds leaders and associates accountable for supporting needed changes.
• Leads the implementation of the digital strategy in the country, ensuring both sales and applicable operational outcomes are delivered – aligned with the Global Digital organization and strategy

Ensures Sound Corporate Governance

• Ensures all external and internal audit recommendations are implemented
• Leads and drives local compliance requirements
• Identifies, mitigates and monitors potential business risks
• Ensures alignment and compliance with Global Buckman Corporate Governance and Risk Management requirements
• Ensures compliance with local legislation and changes

Effective Represents Buckman

• Ensures good public image of Company in the local market
• Representing the Company with media when required
• Representing Buckman at key meetings with customers; suppliers, government/regulators and the community
• Maintains and builds relationships with all stakeholders

• Business insight
• The best route to market for a new or existing offering.
• Job Competencies – Results Leadership:
• Work force effectiveness: USD OP/associate (people cost)
• Financial acumen
• Allocation of investment approved by C-Suite and rolling out performance targets across the region.
• Nimble learning
• Executing country sales strategies.
• How to optimize the country supply chain network.
• Courage
• Aligns Execution
• Differentiated investment on a certain geography or application within the country.
• Enterprise Strategies and resource allocation.
• Country safety performance
• Digital sales as % of total sales and Digital Quotient
• Divesting efforts from existing applications.
• Indirect channel / route to market
• Ensures accountability
• What country supply chain network changes should be made after Buckman rolls out a new product line.
• After leadership has made allocations to the regions, what R&D and digital projects are prioritized, piloted, and commercialized within the country.
• Job Competencies – Thought Leadership:
• Customer penetration and retention
• Competencies:
• Regulatory compliance
• Drives vision and purpose
• Job Competencies – Self Leadership:
• Define who is allowed to sign distributor agreements.
• Identifying geographies or applications within an industry to prioritize.
• Success Metrics
• Minimum requirements to apply
• How the country supply chain network should change based upon a new manufacturing technology.
• Strategic mindset
• Job Competencies – People Leadership:
• Market Share
• Conversion rate and trial success rate
• Attracts and develops top talent
• Changes in distributors to better serve an industry or geography.
• Prioritizing R&D and digital projects for commercialization within a business unit
• Main Decision-Making Rights – accountable/decision maker for:
• Supply chain network optimization
• Go-forward approach to optimizing country supply chain operations after an acquisition.
• Country FCF, GM, OP, MPC, sales, and gross profit; including year over year growth

Must Have Had Successful Experiences

• Outstanding customer focus including the ability to develop strong, long-term customer relationships.
• Setting clear strategies for the business, building an actionable plan and following through to successfully deliver outstanding results in a consistent manner.
• Minimum 10+ years of sales leadership experience with progressive leadership capabilities shown
• Experience developing and delivering supply chain optimization strategies
• The successful candidate must be able to speak and write in English fluently.
• Sales and profitability performance management and delivery - track record.
• Building a high performing team – demonstrated ability to attract top talent, grow and develop talent, exit below expectation team members – maximizing team output.
• A bachelor’s degree in Chemical engineering and/or business is required. MBA is preferred.
• Deep financial acumen including defining clear financial performance goals for cash, sales and profitability and meeting high levels of growth performance for a business.
• Experience in an industry that Buckman serves (Paper/Water/Performance Chemicals) is highly desirable

Must Have These Competencies

• Business insight
• Financial acumen
• Aligns Execution
• Ensures accountability

Location:

• Within the country assigned to the role.