Country Manager FC Professional

  • Setting up a true B2B Foodservice organization within an existing Opco, making use of local, regional and global resources.
  • Responsible for the total commercial results in the Thailand FC-Professional Business Unit focused on Horeca (Coffee & Tea) and Bakery channel. Developing and implementing the commercial strategy of the unit. 
  • Driving an entrepreneurial mindset, continuous improvement, a fact based (a.o. digital) way of working, proper relationship management.
  • Responsible for the engagement in the team.
  • Responsible for the agreed volumes, turnover and GP per kg
  • Contributing as member of the APAC H&B commercial team and to the total performance of APAC commercial business unit. 

 

#LI-MB

Country Manager FC Professional

What we ask

  •  Academic/Master level with more than 10 years experience
  • Leadership experience
  • In-depth knowledge of B2B and Foodservice market;
  • In-depth knowledge of Sales incl. entrepreneurial and commercial skills,  winning mentality, agility, resourcefulness
  • Good knowledge of Food Industry
  • Knowledge of Marketing, Financial Management and HR Management
  • P&L Management experience
  • Strategic thinker to drive future growth strategy
  • Result oriented, creative with excellent problem solving, analytical and influencing skills
  • Entrepreneurial and commercial skills,  winning mentality, agility, resourcefulness
  • Pro-active, willing to take ownership, driving
  • Excellent inter-personal communication skills incl. questioning and listening
  • Account management, Execution and Closing
  • Negotiation and Value-Based Selling skills
  • Able to work in matrix and network organization with multi-disciplinary approach
  • Project management 
  • Analytical and mature financial skills 
  • Digitally savvy
  • People management
  • Leveraging relationships
  • Show business and commercial sense
  • Behaving commercially obsessed
  • Generating impact
  • Acting with ethics and values
  • Driving customer business
  • Team player and empowering leader
     

What we offer

FrieslandCampina Thailand is the affiliate of Royal FrieslandCampina and has been here since 1967. We produce and sell variety of dairy products under brand name Foremost, Ship, Falcon, My Boy, and Debic The extensive product range of quality products includes  UHT milk, yoghurt drinks, condensed milk, and whipping cream. We believe our current and future success depends largely on the quality of our employees. For this reason, Foremost wants to offer an attractive, challenging and inspiring working environment where employees are encouraged to develop themselves both professional and personally.

Vacancy description

1.. Commercial strategy & planning for Horeca and Bakery channel in Thailand 

       a.    Design winning go-to-market strategy for Horeca (Coffee & Tea) and Bakery channel addressing all touchpoints in operator/customer journey (i.e. route-to-market network, mental                    availability plan, product training, exhibitions, digital tools).

       b.    Lead the execution of sales strategic and operational agenda to drive business growth and profitbality for Horeca (Coffee & Tea) and Bakery channel with local and global brands &                  knowledge.

       c.    Plan and Develop roadmap in collaboration with regional and central commercial and marketing teams to progress the transformation into Professional (B2B foodservice) mindset                    driven business unit.

       d.    Build the portfolio strategy for exponential growth.

       e.    Full P&L responsibility for the country for Professional business.

2.  Leading team
       a.    Build, develop and nurture a diverse commercial B2B Foodservice team with deep application and operator knowledge.
       b.    Develop the integrated organization structure – leveraging resources in global and opco.
       c.    Attract, grow and retain talent.

3.    Drive commercial execution and lead transformation and be an ambassador for FC-Professional in the Thai OpCo 
       a.    Drive the annual and Budget process in line with guidance.
       b.    Review operator and category trends and develop competitve data to formulate strategies and plans that deliver the commercial plans. 
       c.    Establish operator conversion teams around complete operator journey and commercial excellence and include/engage all relative stakeholders. 

4.   Drive Mental, Physical availability and Customer Preference by preferred partnerships 
       a.    Grow operator penetration & Share of Shelf with relevant FDWS and C&C
       b.    Lead winning partnerships with key strategic customers
       c.    Efficient Trading Terms: Develop & install future proof win-win pricing model and trade terms. 
       d.    Secure optimal distribution in market and implement new focused RTMs. 
5.   Innovation
       a.    Develop relevant portfolio with regional and central marketing teams.
       b.    Own the local 12Q process to reflect a solid innovation pipleline based on deep operator and category insights. 
       c.    Drive the plans for rolling out global H&B portfolio (DEBIC) in Thailand. 

6.    Compliance
       a.    Ensure contracting fulfils legal requirements

7.    Continuous Improvement
       a.    Improve and embed the way of working around the commercial processes 

8.    Relationship management
       a.    Ensure and improve best customer experience (a.o. visits, questions, complaint handling, OTIF-deliveries)
       b.    Align with relevant stakeholders within broader FC-organization; local, regional and global.

9.    Drive implementation and improvement of digital tools to support commercial processes
 

Staying true to who you really are, that is your starting point at FrieslandCampina. Because it is precisely by embracing our differences that we can grow together. We want to create a working environment that allows all employees to bring their best and authentic selves. If who we are suits you, but you're not sure if you're the best fit for the role, we still encourage you to apply so we can help you find the role that fits you best.

This role will report to Head of Sales Horeca & Bakery APAC and dotted to Managing Director Thailand and will be based at Head Office, Phayolyothin, Bangkok.

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JOB-ID: 49714 | Country Manager FC Professional, Thailand
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