Head of Modern Trade

Job Summary

Company Products: Food and Beverage FMCG with Health Enrichment and Beverage category (Ribena, BRAND's, CC Lemon)
This role to plan and achieve annual account plan on sales, profit and market share for the designated key account (International Key Account- Lootus and Giant, Local Key Account, E-commerce)

Job Responsibilities

Commercial Deliverables:

1. Achieve sales targets and profit objectives for designated key accounts.
2. Monitor sales achievements and initiate programs to ensure targets are met.
3. Ensure accurate monthly sales forecasts and maintain sufficient stock with healthy shelf life.
4. Negotiate promotional costs and margins with buyers to achieve account profitability.
5. Manage and optimize trade funds, achieving planned trade spend KPIs.
6. Identify opportunities to extend distribution and increase sales through promotional activities with retailers/outlets.
7. Possess strong knowledge of Category Marketing by channel and articulate this understanding into commercial strategies for the Modern Trade channel.
8. Experience in handling external data management (e.g., AC Nielsen, Kantar, Shopper insights).
9. Plan yearly AOP strategy for the Modern Trade Channel and prepare budgets.
10. Manage E-commerce business to drive performance and traffic on Suntory and retailer platforms.

Customer Programs:

1. Develop and execute annual business plans, strategies, and promotional activities.
2. Conduct regular business reviews with designated accounts (at least semi-annually).
3. Manage and fulfill existing contractual agreements.
4. Develop and maintain good customer service and mutually beneficial relationships with retailers.

Commercial Works/Executions:

1. Analyze and appraise the effectiveness of promotional activities and trade investments, aiming to achieve planned ROI.
2. Coordinate the execution of exclusive promotions, display setups, and roadshows between commercial marketing, operations teams, and stores.
3. Coordinate ordering and delivery between customers and distributors.
4. Negotiate category development projects with customers.
5. Conduct monthly trade visits with the sales team.

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Your Team

Company size: 130 employees
Line Manager: Sales Director
Team: 3 x Key Account Manager + 1 x Key Account Executive + 1 x Ecommerce Manager

 

Skills and Experience

Experience:

• Minimum 8-10 years of experience in FMCG industry, with a focus on modern trade channels.
• Proven track record of managing key accounts and driving sales growth.
• Experience in developing and executing strategic plans.

Skills:

• Strong leadership and team management skills.
• Excellent negotiation and relationship-building abilities.
• Analytical and strategic thinking.
• Proficiency in sales forecasting and inventory management.
• Ability to analyze market trends and consumer insights.
• Strong commercial acumen and financial management skills.
• Effective communication and presentation skills.

Attributes:

• Results-oriented with a proactive approach.
• Ability to work under pressure and meet deadlines.
• Strong problem-solving skills.
• High level of integrity and professionalism.
• Adaptable and able to thrive in a fast-paced environment.

Technical Skills:

• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word).
• Familiarity with CRM and ERP systems.
• Good to have knowledge of data analysis tools and techniques

Education

Our DEI Commitment

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.