Position: Director, Frozen Commercial - Thailand
Level: Director
Department: Sales - Thailand
Reports to: Managing Director, Frozen Commercial - International
Responsible for defining the strategic direction and leading all commercial operations for the Frozen Food category, covering sales, marketing, channel strategy, P&L management, and market development. The role ensures sustainable business growth and competitiveness within the Thailand market and relevant regional
Responsibilities
- Develop comprehensive commercial strategies for the Frozen portfolio across all dimensions: channel, pricing, promotion, product portfolio, and category.
- Plan sales, revenue, margin, and profitability targets for both shortterm and longterm objectives.
- Analyze market trends, competitors, frozen food insights, and consumer behavior to identify new growth opportunities.
- Lead the annual budgeting process and oversee monthly/quarterly forecasting.
- Oversee sales performance across all channels: Modern Trade, Traditional Trade, Wholesale, HoReCa, Online, etc.
- Develop and manage relationships with key accounts, distributors, and food service partners.
- Manage trade terms, margin structures, and contract negotiations to ensure optimal value.
- Plan and drive trade/channel marketing activities to boost sales and market penetration.
- Collaborate with R&D, Marketing, and Supply Chain teams for new product development (NPD).
- Oversee product assortment and category architecture across channels.
- Optimize product portfolio to meet market needs and improve profitability.
- Lead commercial teams including Sales, Key Account, Trade Marketing, and Category Management.
- Establish KPIs and clear performance evaluation systems.
- Coach and develop teams to strengthen strategic capability and professionalism.
- Build a highperformance culture focused on results, efficiency, and collaboration.Manage full P&L for the Frozen business: costs, margins, A&P, and trade spending.
- Track financial performance and address gaps.
- Oversee demand planning and partner closely with Supply Chain to ensure product availability.
- Manage inventory, supply planning, and product quality, particularly for temperaturecontrolled items.
- Prepare reports on sales, P&L, forecasts, market trends, and strategic initiatives.
- Present business performance and strategic recommendations to executive leadership (CLevel / Board).
Qualifications
- Bachelor's degree or higher in Business, Marketing, Commerce, Food Business, or related fields.
- Minimum 10–15 years of experience in Commercial / Sales / FMCG / Food.
- Experience managing frozen food business is a strong advantage.
- Proven experience managing largescale P&L.
- Experience handling HoReCa or Export markets is a plus.
- Strong strategic planning and commercial negotiation experience, especially with key retailers / Modern Trade.
- Strong analytical skills and business acumen.
- Experienced in managing teams from Manager to Senior levels.
- Strong Thai and English communication skills (speaking, writing, presentation).
- High commercial mindset, strategic thinking, and resultdriven orientation.
