Head of Commercial Hong Kong
Hong Kong

Job Summary

The Head of Commercial, Hong Kong will be commercially responsible for developing and delivering the strategy to drive business growth and market share in Hong Kong and Macau.

This role is responsible for doubling a current USD 12 million annual revenue business over the next 5 years.

Essential Functions & Accountabilities

1. Create, drive and champion a compelling vision and culture for Hong Kong.

2. Build a cohesive high performing commercial team to drive the vision, culture and engagement. The commercial team includes the entire Sales, Commercial Operations, Marketing, and Professional Affairs functions.

The non-commercial functions of Finance, Logistics, Human Resources, Regulatory Affairs & Quality Assurance report to their respective functional streams.

3. Steer and manage the Hong Kong and Macau business to achieve sales revenue, expense and gross margins targets through managing the strong and successful execution of commercial activities.

4. Lead the commercial part of the annual operating budget cycle and the Long Range Strategic Plan (LRSP) process.

5. Drive the operational planning and forecasting for Hong Kong and Macau. Update business performance on a monthly / quarterly basis.

Strong focus on forecast accuracy to ensure robust supply from our manufacturing organization.

6. Develop and maintain strong business relationships with senior leaders of key accounts, mini-chain and prominent IO (Independent Optical) customers.

Create strategic and forward-thinking relationships with these customers to improve overall business and customer partnership.

Be hands-on to work with them close on growing their business and ours as well.

7. Represent CooperVision and establish credible and fruitful relationships with relevant industry bodies in Hong Kong.

8. Use available sales and marketing tools wisely to increase market presence and market share while maintaining a competitive average selling price.

Leverage regional resources and align with regional strategies in the development of sales and marketing plans.

9. Put the customer first and have passion for the customer’s business. Achieve customer satisfaction objectives. Increase perceived value in the marketplace by understanding the customer business and needs and by providing high quality products, excellent service and supply.

10. Ensure we work towards providing a best-in-class customer experience - from Sales to Customer Service to warehouse and distribution of our products.

11. Oversee field training and market support. Work with available internal shared resources (including sales, marketing and professional affairs) as well as key account and other customers to continuously improve product knowledge, new product features and sales techniques to increase CooperVision’s competitive position.

12. Attract, retain and motivate top quality commercial talent for Hong Kong.

13. Cultivate a culture of high performance, focused hard work, collaboration, self-initiating teams and individuals, accountability, and results to delight our customers.

This should be throughout the commercial organization, plus strong collaboration and partnership with the other functions of Finance, Logistics, Human Resources, Regulatory Affairs & Quality Assurance.


Knowledge, Skills and Abilities :

  • Executive gravitas and presence. Strong presence as a leader and as senior executive, especially with customers and partners.
  • Excellent English communication and interpersonal skills. Fluency in Cantonese and Mandarin would be critical.
  • Strong negotiation and influence skills.
  • Ability to build and motivate teams.
  • Strong business acumen to manage all commercial aspects of the Hong Kong business.
  • Ability to grasp numbers quickly and have the strategic ability to interpret for smart decision making.
  • Strong problem solving and analytical skills.
  • Ability to multi-task, work under pressure and to tight deadlines.
  • Self motivated with a high level of energy and displaying initiative
  • Exceptional at leading, managing and developing people.
  • Flexibility and adaptability.
  • Experience :

  • Requires 12+ total years in commercial; marketing and / or sales, including meaningful time as head of a function.
  • Proven ability to develop and leverage commercial relationships at the highest level.
  • Proven ability to represent the company to the business community, to key opinion leaders and industry bodies.
  • Previous experience in driving change within a business successfully.
  • Experience building a business, leading a high performing team to achieve challenging sales growth and profitability.
  • International business experience in a US corporate environment is required.
  • Successful in working in heavily matrixed organization is essential.
  • Education :

  • Bachelor’s degree, preferably in business management, marketing, or science.
  • MBA would be favorably viewed.
  • Work Environment :

  • Standard office environment.
  • Virtual team collaboration between country and regional colleagues, through use of video calls and company instant messaging platform.
  • Some business travel will be necessary in this role, including international travel for regional meetings.
  • Prepared to work extended hours on occasion.
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