Position: Commercial Excellence Director
Level: Director
Report to: President, Thai Union Frozen
Department: Commercial Excellence
Co-lead and drive the commercial strategy for COSFF, International Frozen, and GFS by designing and implementing data-driven sales systems, customer segmentation, and account planning. This role is pivotal in standardizing and streamlining commercial processes while leading cross-functional strategic projects—partnering closely with Sales, Marketing, R&D, Finance, and Supply Chain—to deliver sustainable growth, maximize commercial impact, and strengthen customer value propositions.
Responsibilities
- Commercial Strategy Execution – Translate the Frozen Commercial BU strategy into clear priorities and action plans across regions and functions.
- Customer Segmentation & Prioritization – Identify and prioritize high-value customer segments, ensuring resources are focused for maximum impact.
- Sales Play System Design – Develop, implement, and refine repeatable, data-driven sales plays with supporting assets.
- Account Planning Excellence – Formalize account planning for top-priority accounts with clear ambitions, strategies, and measurable goals.
- Commercial Cadence – Establish disciplined weekly, monthly, and quarterly commercial reviews to align teams and drive accountability.
- Sales Play Factory – Build and maintain a dynamic library of sales plays, collateral, and persona-specific messaging.
- Cross-Functional Collaboration – Act as the integrator across Sales, Marketing, R&D, Finance, and Supply Chain to co-create value propositions, bundle offers, and drive innovation.
- Coaching & Capability Building – Deliver targeted training and coaching to frontline sales teams to embed commercial competencies and drive the standardization across all commercial.
- Performance Monitoring & Continuous Improvement – Track KPIs, pipeline velocity, and productivity; leverage dashboards and feedback loops to identify drivers of success and areas for improvement.
- Leadership Role Modelling – Demonstrate smart, humble, hungry leadership behaviors to inspire teams and drive cultural alignment with Thai Union values.
Qualifications
- Business Administration, Marketing, Economics, Finance or a related commercial field.
- Over 5-10 years of proven expertise in driving commercial strategy, with a focus on OEM operations and international expansion
- Professional sales, account management, or commercial excellence
- Project/Change Management credentials beneficial (e.g., PMP®, Prosci®).
- Data analytics or CRM system expertise (Salesforce, Power BI) advantageous.
- Leadership or coaching certification is a plus
- Strategic & Analytical Thinking – Able to segment markets, interpret data, and translate insights into action.
- Cross-Functional Influence & Collaboration – Strong orchestration skills across diverse teams to deliver commercial strategy.
- Execution Discipline – Comfortable setting up cadences, dashboards, and accountability systems.
- Commercial Acumen – Deep understanding of pricing, value propositions, and customer economics.
- Coaching & Leadership – Builds and upskills teams while modelling desired behaviors.
- Growth Mindset – Smart, humble, hungry, and relentless in pursuit of results.
- Change Agility – Comfortable driving transformation and embedding new processes.
- Communication Skills – Clear and compelling in both written and verbal presentations.
