Head of General Trade
Drive Commercial Excellence in General Trade Across Asia
We’re seeking a strategic and execution-focused leader to spearhead the acceleration of our General Trade (GT) channel across Asia. This role is pivotal in delivering our Asia strategy through rigorous execution, advanced route-to-market (RTM) capabilities, and a high-performance field sales culture. You’ll partner with local sales leaders to scale best practices, leverage cutting-edge tools and data, and ensure consistent delivery of volume, distribution, and profitability targets across markets.
Apa yang kami minta
- 10y+ Commercial (Marketing & Sales) experience, of which min. 50% from GT sales operations within an emerging GT market context
- 5y+ Process and Project Management
- 5y+ Team Management Experience
- 5y+ FMCG Industry Experience
- Influencing others / key stakeholder management
- Data driven decision making
Apa yang kami tawarkan
- Unique company culture of Dutch heritage and international presence.
- You’ll become a key part of our ongoing transformation and contribute to provide better nutrition for the world.
- You will be working with a wonderful team who are motivated to contribute and to live our purpose.
- Diverse development program to grow and enhance your professional journey.
- We offer you a competitive salary & benefits package.
- Opportunity to #UnleashYourNature.
Keterangan jawatan kosong
Key Objectives
- To deliver the GT channel acceleration program, this as part of the rigor in execution pillar of our Asia strategy.
- To enable the delivery of GT value market share, distribution, volume, Net Sales and GP targets.
- To ensure we have a leading edge RTM strategy (RTM Power) in place, one that delivers:
o Quality distribution and leading rotation in-store
o A fully embraced field sales culture that drives continuous improvement and is characterized by a “Step-in to Step-up, everyday” mindset & behavior
o Rigorous execution of our way of selling and distributor management
o Leading edge (AI) tools & data that provide our sales teams with the ability to outsmart competitors
o Compliance in-line with our values and global policies - To be the sparring partner to local Sales Directors, RSMs and Sales Ops leads and secure cross market learnings / best practices are being scaled consistently.
Key Deliverables
- RTM Power
o Rigorous Execution of the RTM Power strategy (9 Pillars) across OpCo’s
o Deployment of the “Step-in to Step-up, everyday” sales culture (“lock into operational DNA”)
o Delivery and timely execution of the advanced capability & data roadmap for GT (in close collaboration with Global IT / D&A)
o Ensure tight governance on our global DMS template
o Execution of the GT Capability development program & plan
o Co-lead the Future Proof Distributor Network program for prioritized markets (ID,VN) - Store Power
o Embedding of everyday consistent execution of Store Power in GT to deliver against OSA, SOS, Planogram & POSM targets - 12Q
o Secures GT priorities are consistently reflected in OpCo 12Q plans - GT SME
o Represent Asia as SME in relevant global programs such as Optimus
o Advise other business units in consistently adopting & scaling the RTM Power program
Team Details
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We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.