About the Role
Senior Manager, Wine Business Development (Wine B2B Manager) will lead and accelerate the growth of our Wine Business-to-Business division. This role will define and execute the B2B wine strategy, expand our presence across HORECA, corporate, and SME segments, and build strong customer partnerships to position Tops among Thailand's leading Wine B2B players.
As a key commercial leader, you will drive sales growth, lead a high-performing team, and collaborate closely with Category Management, Marketing, Supply Chain, and Finance to deliver exceptional customer experiences and sustainable business performance. This role will be based at our Head Office at Central Changwattana.
Key Responsibilities
Commercial Leadership & Business Growth
- Develop and execute the Wine B2B growth strategy to achieve ambitious sales, profit, and market expansion targets.
- Lead, coach, and develop the B2B Sales team to maximize performance and customer engagement.
- Drive new customer acquisition while strengthening relationships with existing accounts.
- Identify market opportunities, industry trends, and competitive insights to enhance business growth.
Customer & Market Development
- Build strong partnerships with HORECA, corporate, and SME clients.
- Develop tailored sales solutions and value propositions to meet customer needs.
- Enhance customer retention and long-term account profitability through excellent relationship management.
Cross-Functional Collaboration
- Partner with Marketing to develop impactful sales materials, promotions, events, and customer engagement initiatives.
- Work closely with Category and Trade teams to optimize assortment, pricing, and portfolio strategies based on customer and market insights.
- Collaborate with Supply Chain teams to ensure efficient service delivery and customer satisfaction.
- Partner with Finance to manage credit control, account receivables, and customer account governance.
Business Performance Management
- Own sales revenue, gross profit, and customer growth targets.
- Monitor business performance and implement actions to improve profitability and operational efficiency.
- Deliver regular business reviews and strategic recommendations to senior leadership.
What We're Looking For
- Bachelor's degree in business administration, Marketing, Hospitality, or related fields.
- Minimum 5 years of experience in wine, alcoholic beverage sales, category management, or commercial roles.
- At least 3 years of leadership experience managing B2B sales teams.
- Strong knowledge of the wine industry, customer landscape, and route-to-market channels.
- Solid understanding of Thailand's alcohol regulations, licensing requirements, and taxation environment.
- Strong commercial acumen with experience managing revenue, margins, pricing, and customer profitability.
- Proven ability to influence stakeholders and lead cross-functional collaboration.
- Excellent communication, negotiation, and relationship-building skills.
- Fluent in Thai with strong English communication skills.
