The role of the Country Sales Manager is to manage Thailand, Vietnam and Cambodia market and to ensure the delivery of Sales plans and targets. This position reports directly to Managing Director and is responsible for P&L line.
Main Purposes of the Job:
- Lead the commercial execution of country business plan in Retail & Foodservice
- Manage the daily country operations & identify key opportunities to accelerate growth & profitability in the market(s) through increase distribution, perfect store execution, portfolio management, and acquisition of new business.
- Evaluate & improve GTM with the mindset of efficiency and effectiveness.
- Identify & commercialize sizeable opportunities with Lift & Launch and Innovation.
- Oversee consumer/shopper strategy.
- Maintain effective relationship for both internal (Marketing, Operations, Finance, Regional Foodservice, & HR) & external (distributors & customers) teams & stakeholders.
- Develop & implement guidelines to support the local commercial team to achieve MBO.
- Ensure compliance with local government polices & regulations as well as KHC ethics & country regulatory.
Detailed Job Responsibilities:
- Grow sales (volume & value mix), market share and weighted distribution within scope.
- Drive Kraft Heinz strategic commercial plans including but not limited to: new market/channel entry, geo-expansion, direct-to-consumer, new product launches, cross-category promotions, distributor management, trade engagement/loyalty, promotion adherence, etc.
- Build integrated business plans to drive sales within scope and engage all stakeholders for execution.
- Optimize portfolio strategy (SKU/channel/area mix) to attain maximum value creation.
- Build the Kraft Heinz brand name to give consumers compelling reasons to choose our brand over competing brands
- Lead top-to-top relationship management with key customers in both Retail & Foodservice
- Data-driven. Thoroughly understand SELL-OUT and SELL-IN data to derive insights & identify opportunities to grow.
- Ensure effective D&A Management in both Retail & Foodservice
- Ensure accurate/correct monthly forecasts are submitted ahead of deadline with the objective/ intention to achieve the forecast accuracy target.
- Identify & collaborate with regional stakeholders for Lift & Launch and Innovation opportunities. Commercialize upon launch.
- Lead the competency development of the local sales team and ensure their individual development plans are in-place & active.
- Develop a tactical program to support both Marketing and Sales objectives and expand distribution channels
- Contribute to structure and implement segmentation and RVP (Retail Value Propositions) by segment and merchandising standards.
- Ability to build and maintain effective relationships with internal and external stakeholders
- Ensure all business practices comply with policies and regulations of the government and Heinz ethics
- Monitor and/or assess industry's regulatory changes as well as competitive activities and their impact to Heinz
Qualifications
- 10 years minimum of Sales/ Marketing/ Business Development (FMCG/FMCG Distributor) which covers both Retail & Foodservice
- Experience as Nation Sales Manager or related from MNC companies or global food & beverages or consumer brands is preferable
- Expert/Master in Analyzing Sales Data, Selling & Negotiating and Relationship Management
- Proficient in Trade Marketing and Consumer insights
- Proficient in Lift & Launch and Innovation
- Expert in Root-cause analysis, Critical Thinking & Problem Solving
- Amicable to work in a matrix organization
- Strong team management with experience of leading team
- Fluent in English
- Resilient, curious, strong executor
- Strong ability to quickly troubleshoot shortfalls and operate independently (Strong Self Starter)
- Customer-centric mindset
