Commercial Country Lead (Thailand & ASEAN)

Position Summary

The Thailand Business Lead & ASEAN Business Development Lead is responsible for driving sustainable growth and commercial excellence in Thailand while identifying and capturing strategic growth opportunities across ASEAN. The role provides leadership for the Thailand business, ensuring the achievement of sales, profitability, market share, and operational objectives through effective commercial execution, distributor management, and team leadership. In parallel, the role spearheads regional business development initiatives by identifying new B2B opportunities, strategic partnerships, market expansion opportunities, and portfolio growth avenues across ASEAN. Working closely with country and regional leadership teams, the incumbent will accelerate business growth, strengthen market access, and deliver long-term value creation while fostering a high-performance, customer-focused culture aligned with FMC's strategic priorities.

The Role (daily responsibilities)

A. Thailand Business Leadership:

• Lead the overall Thailand business to achieve revenue, profitability, market share, and cash flow objectives.
• Drive demand generation and commercial effectiveness through strong distributor and channel management.
• Develop and execute annual business plans aligned with both country and regional strategic priorities
• Further strengthen the commercial and agronomic capabilities of the organization and drive robust customer relationships at channel and grower levels

B. Commercial Excellence & Execution

• Build and execute country sales and marketing strategies to maximize business performance.
• Strengthen channel effectiveness, optimize inventory management, and improve forecast accuracy.
• Ensure disciplined receivables management and healthy working capital performance.
• Track and drive key commercial performance indicators to ensure execution excellence.

C. Strategic Projects & Capability Building

• Identify, evaluate, and develop new B2B growth opportunities across ASEAN markets.
• Establish and strengthen strategic partnerships to expand FMC's market presence and customer access.
• Assess new market segments, business models, and portfolio expansion opportunities to support sustainable growth.

D. Regional Collaboration & Strategic Growth

• Partner with ASEAN country leaders and regional stakeholders to accelerate revenue growth and market penetration.
• Contribute to regional growth strategies by identifying emerging trends, customer needs, and market opportunities.
• Support cross-country initiatives that create synergies and unlock new sources of value across the region.

E. Performance Management & Leadership

• Establish clear business objectives, KPIs, and performance expectations for the Thailand organization.
• Foster a culture of accountability, collaboration, customer focus, and continuous improvement.
• Provide leadership, coaching, and development to build a high-performing and engaged team.

The Candidate (requirements)

• Bachelor’s degree in Agricultural Science, Agronomy, Business Administration, Management, or a related discipline required; an MBA or other relevant postgraduate qualification is preferred.
• Minimum 10 years of progressive leadership experience in sales, marketing, business development, or commercial management within the agrochemical, crop protection, agricultural inputs, or related industries.
• At least 2-3 years of experience in a senior commercial leadership role such as Country Manager, National Sales Head, National Marketing Head, or equivalent.
• Proven track record of driving revenue growth, profitability, market share expansion, product launches, and business transformation initiatives, with strong knowledge of agricultural markets, channel management, and distributor networks across Thailand and ASEAN.
• Strong commercial acumen with expertise in strategic planning, sales leadership, marketing and portfolio management, B2B business development, P&L management, working capital optimization, go-to-market execution, and change management.
• Well-established network across the agricul