Key Responsibilities
1. Strategic Planning & Joint Business Plan (JBP)
- [Core] Lead the annual JBP Process with key modern trade partners (e.g., HomePro, Thai Watsadu, Dohome, etc.) to align on growth targets and activity calendars.
- Top-to-Top Engagement: Facilitate high-level meetings with retailer executives to unlock new business opportunities and drive category leadership.
- Long-term Strategy: Translate corporate objectives into actionable 3-5 year sales roadmaps, focusing on sustainable market share acquisition.
2. Data Analysis & Commercial Excellence
- Advanced Analytics: Utilize Sell-in, Sell-out, and Inventory data to conduct deep-dive SKU performance analysis and identify gaps to maximize GMROI (Gross Margin Return on Investment).
- Forecasting Accuracy: Lead collaborative forecasting with the Supply Chain team to ensure high Fill Rates and minimize Out-of-Stock (OOS) issues.
3. Key Account Management & Negotiation
- P&L Ownership: Manage the Profit & Loss statement for each account. Strictly control trade spending to ensure net margin targets are met.
- Strategic Negotiation: Lead complex negotiations on annual trading terms, price adjustments, and New Product Listings to achieve Mutually Beneficial outcomes.
4. Category Management & In-Store Execution (Hands-On Focus)
- Planogram Optimization: Work with retailers to design Planograms that maximize shelf efficiency based on shopper insights.
- [Hands-On Leadership] Oversee nationwide merchandising standards and ensure optimal product availability and visibility. Must be prepared to conduct regular store visits for on-site execution review and immediate issue resolution.
- [Critical] On-site Problem Solving: Quickly identify and troubleshoot operational and execution issues at the store level (e.g., stock levels, display errors) and develop strategies to prevent recurrence.
5. Leadership & Team Development
- Team Management: Lead, coach, and motivate the team to achieve individual and team targets.
- Data Culture: Transform the team's mindset to be Data-Centric, coaching them to use market/sales insights for negotiation and problem-solving.
Qualifications:
Experience & Education:
- Education: Bachelor's degree or higher in Business, Marketing, or a related field. MBA is a strong plus.
- Minimum 7-10 years of experience in Modern Trade Sales or Key Account Management.
- At least 3-5 years in a managerial role leading a team.
- [Mandatory Requirement] Proven background in Construction Materials, Paint, Home Improvement (DIY), or related heavy/specialty FMCG is REQUIRED.
Core Skills:
- Strategic & Proactive Thinking: Ability to translate current market problems into clear, executable, and preventative mid-to-long-term strategies (1-3 years).
- Strong Leadership and People Management skills.
- Excellent Negotiation and Presentation skills (Fluent in Thai & English is essential).
- Financial Acumen: Strong understanding of P&L management, margin analysis, and trading term structures.
Technical Skills (Data Focus):
- Expert Proficiency in Excel: Pivot Tables, VLookup, and complex formulas are mandatory.
- Data Visualization: Experience with Power BI or Tableau is highly advantageous.
