Sales Director, Asia Pacific

W.R. Grace & Co.; Singapore; On-site; SGD 250,000 - 420,000; Full time

Job summary

W.R. Grace & Co. seeks a Sales Director, Asia Pacific, to lead commercial strategy, account management, and growth initiatives for FCC and Hydro within Performance Catalyst Solutions (PCS).

This role partners with cross-functional leaders to deliver customer and business objectives across the Asia Pacific region (ex-India). You will develop regional account strategies, manage key customer relationships, drive pipeline and profitability, and coach a high-performing team while ensuring safe,

Qualifications

• Technical degree (Engineering, Chemistry, etc.) required; MBA preferred.
• 20+ years of experience in general management and sales in the Refining market.
• Broad-based commercial expertise with track record in regional strategy across boundaries.
• Experience operating within a matrixed business model.

Responsibilities

• Develop and execute account strategies for customers, partnering with KAMs and Sr. Directors to drive growth.
• Partner with cross regional Sr. Sales Directors on account strategy and executive relationships to support growth.
• Establish and communicate account-level objectives focused on segment share retention and expansion, product adoption, revenue growth, profitability.
• Drive accountability for forecasting, Salesforce metrics, contract approvals, catalyst selection, and trial management.
• Foster collaboration with Marketing, Sales Enablement, BMS, R&D, Technical Services to deliver objectives.
• Partner with Sr. Sales Director, Technical Director, and KAMs for resource alignment and execution of priorities.
• Monitor regional sales performance, identify risks and opportunities, elevate critical issues.
• Maintain executive-level relationships with key customer stakeholders for growth and retention.
• Manage select strategic customer accounts to support regional sales and growth.

Skills

GM & Sales

Matrixed org

Mandarin

Strategic thinking

Analytical

Education

Engineering or Chemistry degree

MBA preferred

Job description

Reporting to the Sr. Sales Director, AP and ME, the Sales Director, Asia Pacific is responsible for leading commercial strategy, account management execution, and business growth initiatives for FCC and Hydro business lines across the Asia Pacific region (ex-India) for Performance Catalyst Solutions (PCS). This role oversees the development and execution of regional account strategies, drives disciplined commercial processes and business plans, and partners closely with cross-functional leaders to deliver customer and business objectives. The Sales Director plays a key leadership role in strengthening customer relationships, identifying market opportunities, developing talent, and supporting the long-term growth and success of the Asia Pacific business.

Commercial

• Develop and execute account strategies for customers, partnering with Key Account Managers and Sr. Sales Directors to drive growth, customer engagement, and business performance.
• Partner with cross regional Sr. Sales Directors on account strategy and executive relationships, as appropriate, to support account execution and growth.
• Establish and communicate account-level objectives focused on segment share retention and expansion, product adoption, revenue growth, and profitability.
• Drive accountability for the consistent use of commercial processes and tools, including forecasting, Salesforce metrics, contract approvals, catalyst selection, and critical trial management.
• Foster collaboration across Marketing, Sales Enablement, Business Management, R&D, Technical Services, and other cross-functional teams to deliver customer and business objectives.
• Partner closely with the Sr. Sales Director, Technical Director, and Key Account Managers to ensure appropriate resource alignment, customer support, and execution of strategic priorities.
• Monitor regional sales performance, identify risks and opportunities, and elevate critical business issues as appropriate.
• Maintain executive-level relationships with key customer stakeholders to support account growth, customer retention, and long-term strategic partnerships.
• Manage select strategic customer accounts as needed to support the achievement of regional sales and growth objectives.

People & Safety

• Hire, lead and develop a high performing team.
• Develop local talent pipeline and succession plans.
• Carry out all duties safely and with consideration of environmental impact.

Required Qualifications

• Technical degree (Engineering, Chemistry, etc.) required; MBA preferred.
• 20+ years of experience in general management and sales in the Refining market.
• Demonstrated broad-based commercial expertise and a successful track record in developing a country or regional strategy while working across organizational and national boundaries.
• Experience successfully operating within a matrixed business model.

Preferred Qualifications

• Mandarin speaking with balanced English language skills (written and oral).
• Strategic thinking
• Analytical and results driven.
• Commercially astute with exceptional broad general management experience, particularly in Asian culture and developing countries business environments.
• Excellent knowledge of local business culture and sales processes throughout Asia.
• Strong expertise in providing full solutions to clients and adding value to products – broad value selling skills.
• Strong leadership presence with the ability to inspire, motivate and mobilize the Asia Pacific organization to create change and focus on business growth.
• Successful track record managing P&L and balance sheet with strong strategy and business acumen.
• Strong leadership capability to collaborate across functions and nationalities to inspire and motivate the team.