The Head of Sales will lead, manage, and develop the national sales organization to achieve revenue, profitability, and market share goals for our vegetable seeds business in Thailand. We are seeking a high-caliber sales leader to shape and execute the country's sales strategy, strengthen market presence, and build a high-performing sales team capable of delivering sustainable results in a highly competitive environment.
The ideal candidate is a seasoned sales leader with strong experience in agricultural or related industries, with exceptional people leadership, and deep understanding of the Thailand market.
Key Responsibilities
1. Revenue Growth & Sales Performance
- Drive sales to achieve budgeted revenue and growth targets across all regions.
- Ensure consistent, sustainable growth by deploying aligned national sales strategies.
- Track and improve sales KPIs, productivity, and performance discipline across the field force.
2. Gross Margin & Profitability Management
- Optimize gross margins through strategic pricing, discount management, and promotion of higher-margin products.
- Analyze margin trends across regions, crops, and customers to support strategic actions that enhance profitability.
- Lead initiatives to reduce cost-of-sales and improve operational efficiency.
3. Forecasting & Business Predictability
- Deliver accurate short and long-term sales forecasts.
- Leverage data-driven insights, market intelligence, and trends to adjust regional plans and improve predictability.
4. Sales & Distribution Network Management
- Develop and continually optimize the national distribution network.
- Expand market reach by identifying and capitalizing on new growth opportunities.
- Ensure proper infrastructure, resource allocation, and channel coverage.
5. Collaboration with Marketing & Category Teams
- Work closely with marketing on product launches, portfolio management, and pricing strategies.
- Ensure a single, unified commercial plan executed across crops, channels, and regions.
- Provide market insights and customer feedback to guide strategic decisions.
6. Cost Optimization & Sales Innovation
- Grow sales while reducing cost-of-sales through process improvements and digital/technological solutions.
- Introduce innovative field activities, sales tools, and market programs to enhance efficiency and effectiveness.
7. Distributor & Retailer Management
- Lead distributor appointment, renewal, and termination in line with company policies.
- Set and monitor distributor credit limits; approve credit notes within defined authority.
- Co-create promotional schemes with Marketing and the General Manager to drive demand and channel engagement.
8. Promotional Budget Management
- Oversee planning, allocation, and utilization of the promotional budget.
- Ensure strong ROI and effective execution of market activation initiatives.
9. Strategic Business Development
- Identify, analyze, negotiate, and secure new business opportunities aligned with company objectives.
- Build strong relationships across the value chain: farmers, brokers, traders, retailers, processors, and emerging channels (B2B2C).
10. Commercial Excellence / SFE (Sales Force Effectiveness)
- Support analysis, rollout, and execution of SFE initiatives and recommendations.
- Strengthen sales processes, tools, capability building, and governance.
11. People Leadership & Capability Development
- Recruit, develop, and retain top commercial talent.
- Mentor and build a high-performing, motivated sales team with a winning mindset.
- Create an environment of accountability, innovation, learning, and collaboration.
- Ensure clear role definitions, competency requirements, and capability-building roadmaps.
- Role-model company values and set high standards for behavior and performance.
12. Financial Management
- Share accountability with Marketing for delivering topline and bottom-line financial results.
- Review, approve, and monitor the department's annual operating budget and CAPEX.
- Ensure all commercial investments are backed by robust financial analysis.
What We're Looking For:
- Bachelor's degree required; postgraduate degree (MBA or related field) is an advantage.
- 1012 years of progressive commercial leadership experience, including senior sales roles leading teams.
- Strong experience in the seeds, agriculture, agrochemicals, life sciences, raw produce, fertilizers/insecticides, or FMCG sectors.
- Preferably experience in a multinational company and exposure to managing regional/country-level sales.
- Additional marketing experience and international exposure are strong advantages.
- Proven track record of driving growth, profitability, and commercial excellence.
- Strong leadership, coaching, and team-building capabilities.
- Exceptional strategic thinking and execution discipline.
- Strong financial acumen, analytical skills, and forecasting accuracy.
- Excellent stakeholder management across the value chain.
- Ability to communicate effectively in Thai and English.
- Ability to travel extensively across the country.
Location to be based: Nonthaburi, Thailand
Why Join Us
East-West Seed is a global vegetable seed business dedicated to empowering smallholder farmers with high-quality seeds and agronomic knowledge. By joining our team, you'll play a critical role in shaping the future of a purpose-driven organization making a real impact worldwide.
