Head of Gourmet, South East Asia

About the role

• The role is responsible for the mid-term commercial strategy and targets for the Gourmet business domain in the assigned market. This includes devising and executing the sales strategy, in alignment with regional/ global strategy and priorities, as well as leading a team of sales professionals towards delivering the sales volume and financial business objectives. 
• A strong focus on go-to-market strategy optimization and execution, including developing distributor networks, strategic partnerships and key account management is expected from this role.
• The role is responsible for the development and sustainable delivery of the midterm sales plan for assigned area by ensuring the commercial enablers are in place for current and forward-looking commercial success. The role will be part of the market leadership team, and play an integral part in devising and driving the market’s commercial growth strategy.  

Key responsibilities include

• Develop, own and execute the mid-term strategic plan for achieving the business targets for Gourmet business including maximizing volumes, margins and profitability
• Ensure that critical and strategic business drivers are known and understood within commercial and other relevant teams, in order to maximize sales potential in the area of responsibility
• Understand and develop the key commercial enablers required for successful implementation of the mid-term strategic plan for assigned areas of responsibility
• Develop and expand customers and market segments
• Lead the end-to-end route to market and distributor management, including devising distributor strategy, setting up and harnessing distributor/ partner networks, and effectively managing distributors to drive business results
• Create a differentiated e-commerce roll out and driving value in our high margin business
• Nurture and maintain new and existing customer relationships as well as relationships with partners
• Identify new business opportunities and serve as ‘frontline’ representative with potential customers to develop business
• Manage the planning of resources (budget, forecast, manpower, etc.), oversee budgetary controls and manage expenses
• Manage, coach and guide team members to enable their commercial performance, including through managing targets and sales processes, building capabilities, performance management, sales meetings, regular commercial reviews etc
• Collect, analyze and assess market intelligence to devise relevant strategic and operational plans and maximize business opportunities; including e- commerce, ensure relevant trends and information is communicated to appropriate functions/ internal stakeholders
• Provide ongoing analysis of sales performance metrics against budgeted objectives such as market share, margin, revenue growth, profitability; measure and assess effectiveness of overall commercial activities and update business plans accordingly
• Build and develop strong relationships with global/regional/local internal stakeholders to have a clear understanding of critical priorities and objectives and establish action plans that translate into business opportunities
• Be a part of the Market Leadership team and will be responsible for all company-wide agendas

About you 

• Bachelor's degree, preferably in Business Commercial subject or Food technologist or equivalent (Master degree preferred)
• 12 to 15+ years of relevant experience in a commercial B2B environment, preferably in a multinational company in food industry or FMCG; knowledge and experience of chocolate industry is a plus
• Demonstrated track record in strategically developing new customers, new products and new market segments with maximizing volumes, sales margins and customer profitability, and managing end-to-end processes.
• Fluent in Business English; Native language is an added advantage
• IT Skills in the MS Office and Google suite
• Strong business acumen with solid commercial experience and credentials
• Desire to build something to make a difference. Drive for results and ambition to win in the market
• Natural change agent. Vibrant, performance-driven individual who possesses the fortitude to lead a transformation
• Strong negotiation and communication skills, engaging a wide variety of internal and external stakeholders across organizational boundaries
• Contribute to an atmosphere in which people work together, enthusiastically and effectively, in producing outstanding results. Raise performance levels of others
• Resilient and confident individual who operates well under pressure and in global environments undergoing change. Understand how to pivot quickly when necessary
• Proactive and entrepreneurial mindset; self-starter who takes ownership and accountability
• Agile, flexible and comfortable with ambiguity; Ability to thrive under pressure and ability to adapt to market needs and changes
• Strong cross-functional collaboration to achieve results
• Excellent communication and negotiation skills
• Hands-on style; willing to roll up sleeves
• Inspiring and effective people management
• Good interpersonal skills and teamwork: work cooperatively and effectively with others to set goals, resolve problems and make decisions that enhance organizational effectiveness.
• Strong organization & planning skills
• Strong ethics: understand ethical behavior and business practices and ensure own behavior and the behavior of others is consistent with these standards and aligns with the values of the organization.
• Focus on client needs: anticipate, understand, and respond to the needs of internal and external clients to meet or exceed their expectations.
• Strong in navigating complex matrix organizations, both internally and externally