General Information
Position Description
About the Opportunity
Reporting to the Head of Dairy Foods, you will develop Route-to-market (RTM) and Revenue Growth Management (RGM) of Dairy Foods business in Thailand and ensure proper execution through detailed business & key account plans. You will lead and work closely with the distributor in the execution, measurement and achievement of the Channel objectives.
You will lead and work closely with the distributor to execute the plan and deliver the set KPIs based on given timeline and trade spend budget. You will engage and align with Head of Dairy Foods and cross functional teams towards delivering both external & internal business objectives. You also need to be hands-on in coaching & training Key Account Managers on account planning, strategic selling, business reviews conducts, promotion planning & efficiency as well as leading meeting with customers and store managers.
Some of the key areas you would own include :
- Strategy and Planning
- Develop and execute go to market strategy in line with the market conditions that would enable achievement of overall business outcomes
- Monitor and manage performance against KPIs based on trade strategies.
- Monitor and report volume and net sale performance against the Annual Sales Budget monthly and YTD and develop solutions to manage variances
- Monitor and control business and activity plans within budget and on time
- Achieve or exceed annual Plan and Annual Budget volume and revenue targets.
Sales and Operations Planning
- Implement sales plans within Budget and on time, co-ordinating the resources of the organisation to achieve approved objectives.
- Develop and provide input on market and environmental dynamics that influence the market and channel environment
Sales Development and Execution
- Execute and measure the channel & customer plans and also develop and execute plans for new product launches
- Develop & maintain effective and efficient route to market strategies in collaboration with other key stakeholders
- Discuss, support & guide to improve operational efficiencies on conditionality & KPI’s
- Maintain commercial control over all activities
- Co-ordinating the resources with Trade Marketing to achieve revenue, profit and promotional expenditure targets
- Develop post implementation reviews (Promotions/Activities)
- Build long term strategic relationships that improve ability to achieve long term goals
Key Account Management
- Manage relationship with key customers in modern trade to ensure overall smooth sales operations. This would involve continuous engagement with the customer, analysing their needs, feedback on operations and ensuring timely collections.
- Develop a plan for key customer accounts based on their evolving needs that leads to new business opportunities.
About You
- University degree from a reputable institution; MBA or a post-graduate degree will be an added plus.
- Minimum 5 years of business development or sales experience in the Modern Trade channel with an established multi-national corporation (MNC). Category management experience preferred
- Some experience in managing distributor relationship
- Ability to think strategically and also hands-on in coaching & training Key Account Managers on account planning, strategic selling, business reviews conducts and promotion planning & efficiency.
- Good leadership and people skills
- Excellent negotiation and communication skills
- Fluent in spoken and written Thai and English.
