Blackmores Group is a leading natural health company with proud Australian heritage, with extensive reach across Asia Pacific. Founded by visionary naturopath Maurice Blackmore in 1932, our vision is to connect every person on earth to the healing power of nature by combining our knowledge of nature and science to deliver quality health solutions to people and their pets everywhere, every day.
As a purpose-led, performance-driven organisation, Blackmores Group strives to create remarkable employee experiences through supporting a diverse and inclusive culture, creating leadership that inspires high performance, and providing everyone with opportunities to achieve their professional, personal and wellbeing goals supported by our flexible work practices and family friendly policies.
Purpose of role:
Lead Blackmores Thailand's Modern Trade and Omni Channel business, driving sustainable sales growth, profitability, market share expansion, and strategic customer partnerships across Health & Beauty, Hypermarkets, Drug Chains, and Omni Channel platforms. Accountable for developing and executing commercial strategies that strengthen category leadership, accelerate growth, and enhance customer engagement. The role leads high-performing teams, builds organizational capabilities, and develops future-ready growth platforms to meet evolving consumer needs. Through strong customer relationships, commercial excellence, and operational discipline, the incumbent delivers ambitious business results while balancing profitability, innovation, customer-centricity, and long-term value creation for Blackmores Thailand.
Responsibilities include:
MT Commercial Strategy & Business Leadership
- Develop and execute the Modern Trade and Omni Channel strategy aligned with business objectives, delivering sustainable revenue, profitability, and market share growth.
- Lead annual and long-term commercial planning, establishing strategic priorities across Health & Beauty, Hypermarkets, Strategic Drug Chains, and Omni Channel platforms.
- Identify and unlock growth opportunities through channel expansion, category development, shopper insights, and collaborative customer partnerships.
- Drive commercial excellence through disciplined sales performance management, optimized trade investments, and a strong focus on return on investment (ROI).
Customer & Strategic Partnership Management
- Build and maintain executive-level relationships with key customers and strategic partners to strengthen collaboration and drive sustainable business growth.
- Lead Joint Business Planning (JBP) initiatives, ensuring alignment on growth objectives and creation of long-term mutual value.
- Negotiate commercial agreements, trading terms, promotional investments, and strategic partnerships to optimize revenue and profitability.
- Establish Blackmores as a trusted strategic partner by leveraging category expertise, consumer insights, and data-driven recommendations to influence customer strategies
Omni Channel & Customer Development
- Lead the integration of Modern Trade and Omni Channel strategies to deliver a seamless and consistent consumer experience across all touchpoints.
- Develop and implement channel-specific growth plans, assortment strategies, and commercial activation frameworks to drive sales and category growth.
- Ensure execution excellence across physical retail and digital commerce platforms, maximizing availability, visibility, and conversion.
- Partner with customers to strengthen omnichannel capabilities and champion shopper-centric initiatives that enhance engagement, conversion, and lifetime customer value.
Profitability & Commercial Investment Management
- Own and drive channel P&L performance, ensuring sustainable growth while balancing revenue, profitability, and market share objectives.
- Lead trade investment governance, pricing strategies, promotional effectiveness, and rebate optimization to maximize commercial returns.
- Evaluate and optimize commercial investments through robust performance metrics, financial analysis, and ROI-driven decision making.
- Identify business risks and growth opportunities, implementing proactive actions and productivity initiatives to enhance sales efficiency, resource allocation, and financial performance
Category Leadership & Strategic Growth Pipeline
- Develop and execute long-term category growth strategies using market intelligence, consumer insights, and competitive analysis to identify opportunities and accelerate business growth.
- Partner with Marketing, Trade Marketing, Medical, and Product teams to build strategic growth pipelines and deliver successful innovation launches across Modern Trade channels.
- Optimize category performance through the right assortment, channel strategy, shopper occasions, and commercial activities to maximize sales and market share.
- Establish and monitor clear KPIs and measurement frameworks to evaluate growth initiatives, drive portfolio optimization, and ensure delivery of category growth objectives
Leadership & Organizational Capability Building
- Lead, coach, and inspire a high-performing sales organization, fostering a culture of accountability, agility, collaboration, and continuous improvement to deliver exceptional business results.
- Build future leadership capability through talent development, succession planning, and team engagement initiatives that strengthen organizational performance.
- Enhance commercial excellence by developing capabilities in strategic selling, negotiation, financial acumen, category management, and customer partnership management.
- Lead organizational transformation and change initiatives to ensure the sales function remains agile, future-ready, and aligned with evolving market and business requirements.
Cross-Functional Leadership
- Collaborate closely with Marketing, Trade Marketing, Supply Chain, Finance, Regulatory, and Operations teams to drive business performance and achieve commercial objectives.
- Ensure alignment between customer needs, commercial priorities, and organizational capabilities to support sustainable business growth
- Lead cross-functional business reviews and strategic planning processes to identify opportunities, address challenges, and drive execution excellence
- Deliver end-to-end execution from planning through in-market implementation, ensuring operational effectiveness and strong business outcomes.
Business Performance & Governance
- Establish and lead robust performance management frameworks, business reviews, and governance processes to drive accountability and results.
- Monitor channel performance, market trends, competitor activities, and emerging opportunities to proactively manage risks and accelerate growth.
- Provide strategic insights and actionable recommendations to senior leadership to support informed decision-making and business optimization.
- Ensure compliance with company policies, trade spend governance, and commercial controls while driving data-driven decision-making and continuous improvement
Who are you
- Bachelor's degree or higher in Business Administration, Sales, Marketing, or related fields
- Minimum 10 years of experience in sales and key account management leadership role, with strong team coaching skills.
- Proven track record in managing modern trade channels and driving sales growth in the consumer healthcare or FMCG sectors.
- Strong commercial knowledge in FMCG and or the vitamins and health supplements market, including trends, regulations, and consumer behavior.
- Excellent communication, negotiation, and relationship-building skills with retail buyers and category managers.
- Data-driven and strategic mindset, with the ability to analyze market trends and sales performance to inform decision-making.
- Leadership skills, with experience managing and developing a sales team
- Strong strategic thinking and executional skills, capable of building for simplicity and attention to detail
Agencies please note: this recruitment assignment is being managed directly by Blackmores Talent Acquisition team. We will reach out to our preferred agency partners if required. Your respect for this process is appreciated.
