Position: Commercial Thailand Domestic
Level: Director
Location: Samut Sakhon
Responsible for setting strategic direction and managing all commercial operations for the Frozen product group, covering sales, marketing, channel strategy, P&L management, and market development to ensure sustainable growth and competitiveness in Thailand and related markets.
Responsibilities
1. Commercial Strategy & Planning
- Develop a comprehensive Commercial Strategy for Frozen products across all dimensions: Channel, Pricing, Promotion, Portfolio, Category.
- Plan sales, revenue, margin, and profitability to achieve short-term and long-term targets.
- Analyze market trends, competitors, frozen food trends, and consumer insights to identify new growth opportunities.
- Prepare annual budgets and set monthly/quarterly forecasts.
2. Sales & Channel Management
- Oversee sales performance across all channels: Modern Trade, Traditional Trade, Wholesale, Ho ReCa, Online, etc.
- Develop and manage relationships with Key Accounts, Distributors, and Food Service Partners.
- Manage trade terms, margin structures, and contract negotiations to ensure cost-effectiveness.
- Plan and drive trade/channel marketing activities to boost sales and market penetration.
3. Category & Product Management
- Collaborate with R&D, Marketing, and Supply Chain teams to plan new product launches (NPD).
- Supervise product assortment and placement for frozen products across channels.
- Optimize product portfolio to meet market demand and improve profitability.
4. People Management & Leadership
- Lead the commercial team: Sales, Key Account, Trade Marketing, Category, etc.
- Set clear team goals (KPIs) and performance evaluation systems.
- Develop and coach the team to work strategically and professionally.
- Foster a results-driven, efficient, and collaborative work culture.
5. P&L and Operational Excellence
- Manage full P&L for the Frozen business, including Cost, Margin, A&P, and Trade Spending.
- Monitor overall financial performance and address gaps.
- Oversee demand planning and work closely with Supply Chain to ensure product availability.
- Manage inventory, supply planning, and product quality (especially temperature-controlled products).
6. Executive Communication
- Prepare reports on sales, P&L, forecasts, market trends, and strategic initiatives.
- Present performance and strategic recommendations to senior executives (C-Level / Board).
Qualifications
- Bachelor's degree in business, Marketing, or related field (MBA preferred).
- 12+ years of experience in FMCG or food industry, with at least 5 years in senior leadership.
- Proven track record in P&L management, commercial strategy, and business growth.
- Strong knowledge of Frozen Food category, sales channels (Modern Trade, Ho ReCa, Online), and market analysis.
- Excellent leadership, negotiation, and communication skills; ability to manage cross-functional teams.
- Fluent in English and Thai; strong analytical and strategic thinking.
