Director or Vice President, Commercial, Southeast Asia (ID: 2837)
Industry Sector
Location
Responsibilites
Lead distributor performance
You will establish the performance standards, commercial metrics and management rhythm used across our Client’s distributor network. You will lead the regional team in improving sell-through, reorders, collections and inventory health.
You will ensure distributors receive the sales enablement, technical training, installation standards and after-sales support required to represent our Client’s effectively. You will make decisions on distributor restructuring or replacement where performance does not meet the required standard.
Expand the distribution network
You will identify, appoint and develop distribution partners with the reach, technical capability, inventory commitment and field discipline to represent our Client effectively.
You will lead negotiations on territory coverage, stock commitments, payment terms and execution standards. You will work with the Channel Development Manager in Bengaluru, who identifies and develops prospective distributor opportunities.
Build the regional commercial organisation
You will build a qualified commercial pipeline for future irrigation and fertigation automation products. This includes identifying suitable customers from the existing sensing base and new enterprise accounts, understanding their requirements, assessing project potential and developing relationships with prospective installation partners.
You will lead and grow an eventual 8 to 10-person team across Southeast Asia and Bengaluru. The team includes channel development, field sales, service and technical support capability.
You will build, lead and develop our Client’s existing commercial, channel-development and technical-support teams, while adding the sales-management, field-sales and customer support capability required across active territories.
You will establish clear country and territory ownership, set 90-day milestones for new hires and build a high-performing organisation close to distributor and customer execution.
Lead commercial programmes
You will set the commercial approach for channel incentives, demonstration offers, institutional programmes, warranty structures and campaign pricing.
You will review programme performance against sell-through units, programme cost, margin, collections and reorder outcomes. You will own country-level pricing for hardware and subscriptions within our Client’s commercial policy.
Lead strategic accounts and develop the automation pipeline
You will personally lead selected strategic opportunities with sugar mills, food processors, plantation groups, exporters and government programmes. You will set account strategy, support critical commercial discussions and convert pilots into paid deployments.
You will translate market and field requirements into product priorities, validate crop stage and irrigation insights in real conditions, and support market-specific telecom and regulatory readiness.
You will build a qualified commercial pipeline for future irrigation and fertigation automation products. This includes identifying suitable customers from the existing sensing base and new enterprise accounts, understanding their requirements, assessing project potential and developing relationships with prospective installation partners.
Qualifications
Thai national, based in Bangkok, with confident business English suitable for daily collaboration with India-based product and engineering teams.
At least 12 years of commercial experience in Southeast Asian agriculture.
An agronomy degree or equivalent field depth. You can discuss soil moisture, crop stage, growing degree days and irrigation decisions credibly with growers and agronomists.
A record of selling specialty or capital equipment through distributors, with accountability for sell-out and reorder rates.
Direct experience managing distributor sell-through, inventory recovery and collections.
You can give clear examples of improving distributor performance through field execution, incentives, training and management discipline.
Experience in irrigation, fertigation, agricultural drones, precision equipment, orchard machinery or comparable technical agricultural equipment.
Experience taking an established agricultural technology brand into new territories, appointing distributors and building sustained sales over multiple years.
Experience building a field-sales organisation, including sales managers and territory level personnel.
Experience designing channel-incentive programmes with clear cost and unit outcomes.
Strong capability in demo-led, multi-visit capex sales that require technical proof, payback justification, installation quality and after-sales support.
Advantageous experience
Irrigation or fertigation project delivery, including scoping, quotation, installation oversight and commissioning.
Experience preparing distribution or service partners for the launch of a new technical agricultural product.
Experience working across multiple countries and cultures, including collaboration with India-based commercial, product or engineering teams.
Regional responsibility managed from a Thailand base.
Reports To
Required Language(s)
How to Apply
For more information, you may contact Michael at michael@aartd.com
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