Vice President of Sales and Business Development China

Nikkiso Clean Energy & Industrial Gases is a leading provider of cryogenic pumps, fueling stations, heat exchangers, process systems, turboexpanders, services, and solutions for the liquefied natural gas (LNG), liquefied hydrogen (LH2), and industrial gases industries. We are a subsidiary of Nikkiso Company Ltd, a leading industrial manufacturer headquartered in Tokyo, Japan, with $1.5 B USD in annual revenue, 8000 + employees worldwide, and publicly traded on the Tokyo Stock Exchange.

Summary/Objective

Nikkiso Clean Energy & Industrial Gases Group is searching for a Regional Vice President to drive and support business and sales development in China.

This experienced Regional Sales and Business Development VP will work closely with the Functional Units and China business leaders to provide administrative support within the region on behalf of CE&IG, identify market opportunities, optimize the operating footprint, and establish a solid plan to bring our Group products efficiently to our customers. This position will be based in China.

The successful candidate will be a self-driven, experienced, motivated leader with multiple years of experience in the Cryogenic equipment applications of Industrial Gases and LNG Systems/Solution Environment, or equivalent business environment. A combination of product knowledge and business knowledge will be required. International experience is a must with experience of managing businesses through a decentralized matrix structure. P&L Knowledge and efficient SG&A management will be expected in this role.

This role will require strong business acumen, experience selling standard and engineered equipment in an international environment and a solid understanding of different channels to market. The role will be dealing with all market segments applicable to our entire Nikkiso CE&IG business. Part of the mission will be to extend our footprint and segments into other areas as outlined in our strategic roadmap and strengthen the existing ones by the implementation of our consolidated profitability concept. Experience in Key account management is a significant plus point.

Your mission will be to give each product its best chances in every region and support a competitive positioning. In addition, we will drive a one group approach.

Essential Functions/Responsibilities

• Provide Administrative Management within China on behalf of CE&IG Corporate.
• Drive the implementation of CE&IG policies with the Region.
• Coordinate and consolidate business activities on behalf of the Functional Units (organic and inorganic).
• Identify opportunities for business development and improved efficiency and effectiveness.
• Guide the optimization of the operating footprint in China.
• Although the Regional VP does not ‘own’ the financial results of the Functional Unit in the region (this falls under the responsibility of the BLM and Functional Unit President), there is ownership of local strategy execution and market growth.
• Participate in corporate discussions regarding business development and operational structure.
• Drive and support our group culture of Business Review Meetings between Functional units / Product Companies and local Sales and Service companies.
• Manage and track China financial and sales targets, identify areas of improvement, raise flags and give credit and guidance to the operations regarding execution.
• Responsible for local segment and product structure and ensure each product has its best chance in the market to succeed.
• In conjunction with the Functional Unit sales team, establish development activities in line with our strategic objectives, provide solutions by offering different channels to markets, and support the development of our sales focus depending on product / solution requirements.
• Achieve sales cost efficiency with growing sales numbers (reduce % of SGA with growing revenue).
• Provide structured input from the organization to product development and provide advice for business feasibility of product development and cooperation activities.
• Be the ambassador for the market / customer inside our entire organization and always maintain customer focus as the highest priority.
• Develop a virtual team and organization in conjunction with Functional Units, ensuring the functional units remain accountable for their consolidated results.
• Develop as part of our various channels to markets a key account concept wherever required.
• Protect the different Functional Unit strategies regarding product/solutions and be an advocate for the Functional Units in the region.
• Work in strict compliance to rules and regulations and ensure that CE&IG policy and procedures are implemented and effective.
• Collaborate with Corporate Department leaders to comply with Group Finance, HR, Legal, IT, Operations, etc. policies, procedures and practices to ensure consistency and compliance throughout China.
• Identify potential acquisition targets and support the acquisition process by being an active member of the acquisition team.
• Coordinate business forecasts across Group companies for budget and long-term planning and work with finance on forecast and budgeting processes.
• Be an advocate for Nikkiso “one group” thinking by following our Group philosophy that we give each product the best chance in the market.
• Be a team member together with Functional unit, Tax and Finance to set up international transfer pricing.

Supervisory Responsibility
This position has no direct supervisory responsibilities but does influence others in a matrix environment and serves as a coach and mentor for other positions in the organization.

Work Environment
This job operates in a professional office environment. This role routinely uses standard office equipment such as laptop computers, photocopiers, and smartphones.

Education and Experience

• Bachelors Degree in Business Administration or Engineering, MBA preferred
• 10+ years of customer experience in “investment” and “standard” business environment
• 10+ years in China business environment
• Deep experience in the cryogenics equipment industry
• Team player / team builder
• Entrepreneurial thinker
• Negotiation skills internal and external
• Solid financial and business acumen, SG&A cost-keeper
• Expertise in China business practices, legal compliance and operational guidelines
• Strong communicator – unselfish and neutral to Functional Units and local leaders
• Integrative
• Frequent travel will be required
• Complete Nikkiso CE&IG Product knowledge will be a plus
• It will be a plus to have some experience outside of China

Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.