Commercial Director (FMCG)

Purpose of the Role

Drive the company's commercial performance by shaping effective go-to-market strategies, strengthening nationwide distribution capabilities, and accelerating profitable growth across key sales channels. This role is accountable for enhancing commercial execution, developing organizational capabilities, and ensuring sustainable business expansion.

Key Responsibilities

Commercial Strategy & Business Growth

• Develop and execute commercial strategies to achieve revenue, profitability, market share, and distribution growth.

• Drive business expansion through customer development, strategic partnerships, and new business opportunities.

• Develop annual sales plans, budgets, and forecasts while ensuring effective resource allocation.

• Monitor business performance, market trends, and competitor activities to achieve commercial objectives.

• Establish pricing strategies, commercial policies, and customer agreements that support sustainable growth.

Sales & Commercial Excellence

• Lead nationwide General Trade operations while overseeing Modern Trade to maximize channel performance and distribution effectiveness.

• Drive Route-to-Market (RTM), Trade Marketing, and Sales Operations to improve sales execution, productivity, and commercial processes.

• Develop Sales Capability & Training programs to strengthen organizational capability and leadership development.

• Continuously enhance commercial systems, processes, and execution standards to improve operational excellence.

Leadership & People Development

• Build and lead high-performing teams across Sales, Trade Marketing, RTM, Sales Operations, and Sales Capability.

• Develop organizational structure, succession plans, and talent strategies to support business growth.

• Foster a high-performance culture through coaching, performance management, and people development.

Cross-functional Collaboration

• Collaborate with Marketing, Supply Chain, Finance, HR, and other functions to ensure effective commercial execution.

• Lead strategic business initiatives and organizational transformation projects.

• Bachelor's degr

Yêu cầu công việc

• Bachelor's degree in Business Administration, Marketing, Economics, or a related discipline; MBA is an advantage.

• Minimum 12 years of experience in FMCG sales, including at least 5 years in a senior sales leadership role.

• Proven track record of leading nationwide General Trade organizations and delivering sustainable business growth.

• Strong exposure to Modern Trade, distributor management, channel development, and nationwide sales operations.

• Solid experience in Trade Marketing, Route-to-Market (RTM), Sales Operations, Sales Capability/Training, and commercial excellence.

• Strong understanding of FMCG distribution models, sales execution, pricing strategies, and channel management.

• Demonstrated experience in budgeting, P&L management, financial analysis, and performance management.

• Strategic mindset with strong business acumen and the ability to translate strategy into execution.

• Excellent leadership, coaching, organizational development, stakeholder management, and negotiation skills.

• Strong analytical, problem-solving, and decision-making capabilities.

• Fluent in English.

• Proficient in Microsoft Office applications.

Quyền lợi

• Thưởng: Attractive sales bonus Attractive career development plan