Commercial Director, Gourmet, China

About the role

• The role is responsible for commercial strategy and targets for the Gourmet business domain in the assigned market. This includes identifying and mapping business opportunities and developing the sales strategy, in alignment with regional/ global strategy and priorities. 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 accountable for delivering the sales volume and financial business objectives through leading a team of sales professionals (Account Managers and Account Executives). Manage the national distributors and lead the key accounts in the market. The role also provides guidance and capability development for the sales team as well as ensuring capabilities at the extended sales force through distributors.
• The role will be part of the market leadership team, and play an integral part in devising and delivering the market’s commercial growth strategy.

Key responsibilities include

• Develop, own and execute the strategic plan for achieving the business targets for the Gourmet business toward maximizing volumes, margins and profitability
• Ensure that critical and strategic business drivers are known and understood within commercial and other relevant teams, to maximize sales potential in the area of responsibility
• Develop and expand  customers and market segments
• Nurture and maintain new and existing customer and partner relationships directly and through the team; ensure strategic account plans are well developed and executed, support directly in complex and priority accounts
• Identify new business opportunities and serve as a ‘frontline’ representative with potential customers to develop business
• Optimize route to market, including devising distributor strategy, setting up and harnessing distributor /partner networks and driving business results through effective distributor management
• 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
• Continuously collect and assess market intelligence and key trends to adapt and devise market approaches; ensure relevant trends and information are communicated to appropriate functions/ internal stakeholders
• Provide ongoing analysis of sales performance metrics against budgeted objectives such as market share, margin, revenue growth, and profitability; measure and assess the 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
• Travel requirements: 60%

About you

• Master's Degree with a major in Food Science/Engineering etc.
• Food industrial background, B2B is a must.
• High integrity/credibility to internal and external stakeholders.
• Strategic thinker with strong business acumen and an ability to successfully manage 
• priorities in a highly matrixed, fast-paced organization
• Relevant experience of 15 years in the food industry with the management of key accounts in the bakery sector and distributors network nationwide
• Experience with food ingredients or branded food products sold in the foodservice channel
• Experience with managing sales teams nationwide
• Good understanding or experience in brand marketing
• Experience in driving significant business change such as transforming and expanding distribution networks, digital expansion
• Ability to shape business and define the growth strategy and drive the necessary transformations
• Strong written and verbal communication skills in both English and Mandarin
• Cross-functional Collaboration to achieve results across silos. 
• Excellent communication skills (presentation, report writing).
• Good interpersonal skills.
• Ability to drive projects to completion.
• Computer software skills include Word, Excel and PowerPoint.
• An extremely proactive and entrepreneurial mindset.
• Agile, flexible and comfortable with ambiguity. Ability to thrive under pressure in an unstructured environment.
• Result-oriented mindset.
• Rigorous, diplomatic.