Head of General Trade

Main Accountabilities /Key Tasks

• Lead cascading of RTD & TE business strategy into data-driven Channel plan for GT. Align and integrate with Brand Plans from Marketing and Channel & Category strategy from CCD team. Translate into detailed budget and 12Q plan (incl. RTM, KPIs and sales targets, per area/distributor). Run execution drumbeat and deliver on 12Q plan and budget
• Drive customer preference to grow share of wallet through constructive partnering with new and existing customers/distributors, leading fact-based negotiations to create Win-win trade terms (incl. promo, discounts, rebates), engaging in joint business planning and deploying efficient service agreement
• Develop and expand the number of high-contribution distributors, identifying new distributors & gradually growing sales, consolidate existing accounts where needed
• Win with relevant portfolio: (1) Creating Hero SKU focused ‘Must sell list’ for assigned channel/area (differentiated per sub-region if relevant); (2) Optimizing assortment (OBPPC) for all customers (incl. OOH, E-commerce) to serve the 24/7 consumer and customer; (3) Collect pack insights and learnings from field and closely monitor competitor products (launches) and customer demand to drive barrier-breaking renovation and innovation
• Drive physical availability by executing Consumer and Channel Activation plans and leading Perfect Store program in assigned Region: (1) Set distribution targets for Area Sales Managers (prioritizing Hero SKUs); (2) Build Perfect Visibility by implementing Consumer Activation Plan, and including Perfect Store KPIs in sales incentive scheme to drive rotation (3) Run effective consumer & customer promotions, in line with CCD and Marketing guidelines
• Closely monitor key KPIs & report to Sales Director Sales (vol./val./ profitable growth), Active outlets, effective calls, customer NPS, distributor/region/channel contribution (profitable volume growth).
• Own and run a reliable sales forecast & S&OP
• Participate in key commercial planning meetings with sales team and other stakeholders to ensure alignment
• Manage Regional Sales team strategically to deliver best results, e.g. putting A-talent into critical sales roles, set and communicate clear objectives, leveraging global training programs to grow and develop great salesmen.
• Sought out opportunities to expand new channel, micro-marketing program

Knowledge

• Bachelor's Degree or higher in Business Administration or related field, MBA is a plus.
• Minimum 10 years’ of proven experience of leading, cascading of business strategy into data-driven Customer and Channel plan for General Trade.

Skills

• Agility skills; mental, people, result
• Entrepreneurial spirit with strong leadership skills, result-oriented, self-motivated, and pragmatic.
• Data driven with strong analytical & problem solving
• Good presentation and negotiation skills.
• Has demonstrated the ability to work in a team setting and has contributed to the achievement of a team's success.
• Must be able to communicate clearly and concisely both verbal and in writing with all levels within all business functions.
• Able to work under pressure and business dynamic.
• Good Command of both Thai and English in speaking, reading, and writing.
• Computer proficiency in Microsoft Offices and presentation tools.
• Established skills in building route to market
• Strong collaboration with cross functional team

Attitudes

Strategic thinking, Positive mindset, Fighting spirit, Opportunity seeker, friendly, Collaboration, Result oriented with well process management, enjoy working under challenging situation.