Head of General Trade
Head of General Trade
Responsible for the General Trade Channel. Lead cascading of RTD and TE business strategy into data-driven ways of working. Implement Customer and Channel plan for General Trade. Align and integrate with Brand Plans from Marketing and Channel & Category strategy. Translate into detailed budget and 12Q plans (incl. RTM, KPIs and sales targets, per area/distributor). Build strong customer preference with relevant portfolio (prioritizing Hero SKUs) and driving physical availability with strong Consumer and Customer activation plans. Strategically manage sales team and help individuals develop. Also leading roadmap to build constructive route-to-market model to make wider and deeper distribution.
What we ask
• 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.
• Entrepreneurial spirit with strong leadership skills, result-oriented, self-motivated, and pragmatic.
• Data driven with strong analytical & problem solving
• Has demonstrated 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
• Established skills in building route to market
What we offer
FrieslandCampina Thailand is the affiliate of Royal FrieslandCampina and has been here since 1967. We produce and sell variety of dairy products under brand name Foremost, Ship, Falcon, My Boy, and Debic. The extensive product range of quality products includes UHT milk, yoghurt drinks, condensed milk, and whipping cream. We believe our current and future success depends largely on the quality of our employees. For this reason, Foremost wants to offer an attractive, challenging and inspiring working environment where employees are encouraged to develop themselves both professional and personally.
Vacancy description
• 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
Team Details
You and us, we go way back. Maybe you grew up with our products, but you have certainly see our iconic brands on the shelves. Did you know that FrieslandCampina is one of the largest dairy cooperation’s in the world, owned by 10,564 member dairy farmers. Everyday our farmers and 22,961 employees in 32 countries try to get the most out of milk, from grass till glass. To us, milk is not just milk. It is more than that. It is something magical to our farmers, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness. Its not just about what we do, but we are. Driven by our purpose, to provide better nutrition for the world and good loving for our farmers, now and for generations to come.
We are constantly looking for new business opportunities to innovate, contribute and bring high-quality nutrition to the world. We build on a high performance and inclusive culture, act with a growth mindset and a go-getter mentality. That means people here are open, friendy and pragmatic. We are team players that seek collaborations built on trust and respect – and embrace the power of differences in order to grow together. One of the reasons why our company is driven by our culture and our believe in the power of “we”. It’s in the our nature. For over 150 years, we treasure the unique nature of our differences. It is how we operate.
