HEAD OF SALES & MARKETING - ASIA & OCEANIA

Caracole- HEAD OF SALES & MARKETING - ASIA & OCEANIA
Reports To:
Vice President International Sales, Caracole
Location:
Based in Territory, Ideally Vietnam. Territory includes Central Asia to Australia.
Extensive regional and international travel required
Travel:
Estimated % of time traveling regionally/internationally - TBD
Compensation:
Competitive base salary + % of sales growth
Mission
Grow Caracole's sales and brand awareness across Asia & Oceania in a substantial, sustained way - putting Caracole firmly on the map among the region's leading home furnishing brands.
Authority & Decision Rights
P&L ownership
Marketing budget authority in line with the agreed business plan.
Pricing and discount authority in consistent with WW pricing and discount strategy.
Contract and distributor-agreement signing authority in agreement with HQ.
Hiring and termination authority for the regional team within the agreed P&L.
Authority to design sales incentive and compensation plans for the regional team.
Key ResponsibilitiesBusiness & Revenue Growth
Develop the business plan for the region.
Own the performance of sales across the Asia & Oceania territory, maximizing sales, brand, and business development.
Build and execute a market prioritization and sequencing plan across sub-regions throughout territory reflecting differences in retail structure, price positioning, and consumer behavior across these markets.
Grow existing retail accounts and develop new ones throughout the territory.
Develop new sales channels and prospects, including architects/designers, contract/hospitality, and e-commerce, in viable markets.
Develop a region-specific e-commerce strategy across relevant platforms.
Negotiate product placement and use sales analysis to drive high-volume performance.
Establish quotas and sales goals for the sales team, accounts, and channels.
Forecast long-range account sales and inventory needs; communicate regularly to corporate departments.
Represent the company at trade shows and furniture markets in the USA, EU, and Asia, and at other events that influence sales success.
Distributor & Partner Management
Select, contract, and manage distributor, agent, and sales-rep relationships in each market within the territory.
Establish distributor/agent selection criteria and performance standards.
Evaluate distributor and partner performance regularly; renegotiate or exit underperforming relationships as needed.
Team Leadership
Manage and develop the team of brand managers and sales agents.
Hire, manage, and, when necessary, exit members of the regional team.
Build a succession and development plan for key regional roles.
Provide leadership and innovative solutions to overcome logistical and business challenges.
Manage and conduct sales training so sales associates and the architect/designer community understand the features and benefits of Caracole products.
Marketing & Brand Building
Develop the marketing plan for the region and for the most important clients.
Monitor, support, and recommend advertising, marketing, and branding activities.
Partner with the Marketing Department to plan advertising and communications that support company objectives for service, market participation, and growth.
Advise the Executive Team on the brand's international image, display, collateral, marketing, and digital presence.
Monitor the region for counterfeit or IP-infringing products and coordinate with Legal on brand and design protection.
Customer & Account Management
Ensure accounts are serviced to Company standards and policies.
Conduct Quarterly Business Reviews with the sales team and key accounts.
Build and maintain strong business relationships with customers and external trade contacts.
Ensure customer satisfaction; gather and relay feedback to corporate departments to drive continuous improvement.
Resolve customer complaints and requests, including issues of quality, pricing, on-time delivery, product style, and market representation.
Act as a trusted advisor, promoting goodwill and a positive Company image through forward-thinking sales and business practices.
Product & Cross-Functional Collaboration
Ensure strong representation of Company core products in the region and in key clients' assortments.
Analyze regional needs and trends and translate them into recommendations on product development, inventory, and marketing support to raise the business to a world-class level.
Corporate Coordination & Reporting
Maintain effective working relationships and communication with Company personnel and management.
Set sales goals with Corporate management in line with Company objectives and track progress.
Keep Corporate informed of territory activity, competitive changes, and significant issues.
Complete required reports and records accurately and on time.
Schedule and manage overseas business trips within the territory.
Attend meetings as required, in person or remotely.
Bring creative, proactive solutions to improve the business, brand, and Company - within the territory and globally.
Success Metrics
Year-over-year double-digit revenue growth.
Gross margin / profitability in the region, alongside revenue growth.
Substantial opening of new accounts in retail, contract, and e-commerce.
Brand awareness growth in priority markets.
Sales team growth, capability, and retention.
Increasing customer satisfaction.
Key QualificationsEducation
College degree or equivalent.
Required Knowledge
Good knowledge of the Asian and Oceanian market.
Understanding of high-end market, consumer behavior, and retail distribution (furniture & design preferred).
Understanding of product positioning and competitive conditions.
Knowledge of sales and marketing techniques and principles.
Experience
10+ years sales experience required.
5+ years managing a sales team preferred.
5+ years' experience living, traveling, and working across Asia.
Travel to and visa recipient from USA and/or European Union.
Abilities
Excellent sales and communication skills.
Well organized, with strong problem-solving abilities.
Strong interpersonal and people management skills.
Working knowledge of CRM, sales-analytics, and AI-enabled sales tools.
Fluent in English; another regional language a plus.
Preferred Skills
Furniture industry experience.
Experience with a luxury brand.
CRM knowledge.