Head of Channel

Department:             Sales

Job Location:           Head Office, Pakin Building, Bangkok

Report To:                   Sales Director

The Head of Channel is a senior sales leader responsible for driving nationwide distribution and project sales strategies to achieve sustainable and profitable growth for Siam Gypsum. This role oversees Distribution Sales Teams, strengthens partnerships with key customers, and collaborates with SCG Network Management to deliver innovative solutions. By identifying new opportunities and optimizing channel and project strategies, the Head of Channel ensures Siam Gypsum’s competitive edge across residential, commercial, and project-based markets. The position demands visionary leadership, a strategic mindset, and the ability to excel in a dynamic and competitive business environment.

The role focuses on driving growth and profitability through effective Distribution Channel Management by increasing sales volume, securing market share, and optimizing pricing strategies for gypsum-related systems and products. It also emphasizes strengthening the distribution network, enhancing customer satisfaction, and increasing Big Board stock share in sub-dealer shops. In Project Channel Development, the focus is on expanding residential and commercial project sales, fostering partnerships with dealers and contractors, and promoting innovative, high-value-added (HVA) products to create new revenue streams. By implementing strategies to compete in the mid-to-low-tier market and collaborating with SCG teams, the Head of Channel ensures sustainable growth and a strong competitive edge nationwide.

Job Responsibilities:

1. Strategic Leadership and Vision

• Develop and execute nationwide sales strategies for both distribution and project channels to achieve sustainable and profitable growth.
• Provide visionary leadership to drive Siam Gypsum’s competitive edge in residential, commercial, and project-based markets.
• Identify and capitalize on new market opportunities to expand Siam Gypsum’s presence and revenue streams.

2. Distribution Sales Management:

2.1 Sales Growth and Market Share:

• Drive sales volume and secure market share for gypsum-related systems, solutions, products, and services.
• Achieve profitability targets by optimizing pricing, volume, and market share across distribution channels.

2.2 Channel Development And Optimization:

• Strengthen and expand the distribution network by identifying, recruiting, and retaining high-performing distributors and sub-dealers.
• Increase Big Board stock share in sub-dealer shops to at least 50% within the designated area.
• Continuously evaluate and improve the performance of distribution channels to ensure alignment with business goals.

2.3 Customer Satisfaction And Loyalty:

• Deliver exceptional value to partners by ensuring best-in-class customer satisfaction compared to key competitors.
• Collaborate with trade marketing and SCG Network Management to implement initiatives that enhance distributor loyalty and engagement.

3. Project Sales Management:

3.1 Market Expansion

• Drive growth in the residential and commercial project segments, including high-rise and low-rise buildings.
• Expand sales in the residential market by targeting key opportunities such as detached houses, townhouses, and renovation projects.

3.2 Strategic Partnerships:

• Build and strengthen relationships with dealers, main contractors, and applicators to enhance project channel performance.
• Foster collaboration with SCG teams to ensure alignment and execution of project sales strategies.

3.3 Promotion Of Innovative Solutions:

• Promote innovative products and systems to create new revenue streams and differentiate Siam Gypsum in the market.
• Focus on high-value-added (HVA) products to enhance profitability and market competitiveness.

3.4 Mid-To-Low-Tier Market Strategy:

· Develop and implement effective strategies to compete in the mid-to-low-tier market, ensuring sustainable growth and profitability.

1. 4. Performance Monitoring and Reporting
2. 5. Team Leadership and Development
3. 6. Market Intelligence and Competitive Analysis

• Establish and monitor key performance indicators (KPIs) for both distribution and project sales teams to ensure targets are met.
• Collaborate with CRM and marketing teams to develop performance tracking systems and generate actionable insights.
• Provide regular updates and reports to senior management on channel performance, market trends, and growth opportunities.
• Lead, mentor, and develop the Distribution Sales Teams and Project Sales Teams to achieve high performance and professional growth.
• Allocate resources effectively, ensuring the right teams are assigned to the right projects and channels.
• Foster a culture of collaboration, innovation, and accountability within the sales organization.
• Establish a robust system for gathering and analyzing market intelligence, including competitor pricing, market trends, and customer needs.
• Use insights to refine sales strategies and maintain Siam Gypsum’s competitive edge in the market.

Job Qualifications:

• Bachelor’s degree in Business Administration, Marketing, Sales Management, Economics, or a related field.
• Strong strategic thinking and analytical skills to interpret data, identify trends, and develop actionable plans.
• Senior-level demeanor with the ability to lead teams, collaborate effectively, and engage with senior stakeholders.
• Confident in constructively challenging ideas to drive innovation.
• Demonstrates creativity and quick thinking to develop innovative solutions and communicate effectively.
• Fluent in English with excellent communication and listening skills.
• Professional and articulate, capable of representing the company externally.
• Self-starter with a strong sense of responsibility, accountability, and ownership.
• Proven ability to coach and develop team members to enhance performance and growth.

Experience:

• 5–10 years of sales and marketing experience with a proven track record in large organizations.
• Exposure to international companies, offering a global perspective and market understanding.

Human Resources Department

• The Siam Gypsum Industry (Saraburi) Co., Ltd.
• 9, Pakin Building, 5th Floor, Ratchadapisek Road, Dindaeng, Bangkok 10400 Thailand