Director of Sales, APAC - AMI

Huber•Macon, GA

About The Position

The Director of Sales, Asia-Pacific leads a team of four sales, business development and sales engineering professionals across Taiwan, China and Australia. Based in Atlanta, the role sets regional growth strategy and is accountable for winning new business, expanding AMI’s presence across Asia-Pacific and beyond China and Taiwan, and protecting and growing the existing kaolin and attapulgite business. The Director develops and coaches the team, establishes accountability for a disciplined new-business pipeline, and uses market intelligence to guide prospecting, pricing and commercial decisions. The role owns regional market data and intelligence on customers, competitors, pricing, demand, supply and trade activity. It collaborates with Product Management, Technical Service, Quality, Operations, the Executive Team and external partners to convert opportunities into profitable, repeatable sales. The Director also manages regional sales channels, customer and commercial processes, pricing, budgets, forecasts, compliance and sales administration. The position requires a bachelor’s degree and extensive B2B sales and sales leadership experience in industrial or related sectors, including direct experience with Asia-Pacific markets and distributor networks. An MBA is preferred. Fluent English is required and Mandarin is preferred. The role is based in Atlanta; no specific workplace arrangement is stated.

Requirements

Bachelor’s degree required; business, engineering, chemistry or a related field preferred.
At least 10 years of B2B sales experience in industrial minerals, specialty chemicals, mining, manufacturing or related industrial sectors.
At least 5 years leading sales teams.
Proven success building and leading teams that win new customers, applications and markets, not solely managing existing accounts.
Direct experience selling into Asia-Pacific markets and managing direct sales teams and distributor networks across multiple countries.
Strong market intelligence, analytical, competitive analysis and pricing capabilities, including experience building market models, competitive analyses and pricing strategies from field data and secondary sources.
Ability to lead remotely and work effectively across cultures, geographies and time zones.
Excellent communication, presentation and interpersonal skills.
Proficiency with CRM software and Microsoft Office, including advanced Excel.
Fluent English required.

Nice To Haves

MBA preferred.
Business, engineering, chemistry or related bachelor’s degree preferred.
Strategy or product management experience in a global industrial organization is a plus, preferably in a global mining, minerals or engineering company.
Mandarin preferred.
Salesforce CRM experience preferred.

Responsibilities

Lead, coach and develop the Asia-Pacific sales and business development team, focusing on new customers, applications and markets as well as existing business growth.
Establish revenue, new-business and retention targets; review pipeline coverage, conversion and results, and hold the team accountable.
Drive expansion across Asia-Pacific, including China, Taiwan, Southeast Asia, Australia/New Zealand and the Middle East, prioritizing high-potential markets and opportunities.
Grow kaolin and attapulgite sales across existing and new applications in partnership with Technical Service, Product Management and leadership.
Develop and manage regional sales channels, distributors and agents to improve market coverage and growth.
Align team structure and talent with business needs through recruiting, onboarding, coaching and performance management.
Own regional market intelligence on trends, customers, competitors, pricing, supply/capacity and trade activity.
Use market and customer intelligence to identify and prioritize new segments, applications, geographies and target accounts.
Monitor competitive, regulatory, tariff and freight developments and recommend actions to leadership.
Develop short- and long-term regional sales strategies aligned with business growth objectives.
Lead annual pricing strategy, including customer and market analysis, pricing recommendations, negotiations and price realization.
Develop annual sales and expense budgets and support forecasts and business planning.
Partner with Customer Service, Technical Service, Product Management, Quality and Operations to meet customer requirements and support growth.
Ensure customer interactions, sales activity and market intelligence are accurately documented in CRM.
Manage customer complaints and claims in accordance with company quality processes while minimizing business and financial risk.
Ensure compliance with company policies, QMS requirements, anti-corruption, export compliance and applicable regulations.
Manage sales administration, including commissions, expenses and travel approvals.
Perform other duties as assigned.