BDM Thailand & Indochina

The position is responsible for the overall performance of the company in the Th, Indonesia, Vietnam and other Indo-China trading  markets, including developing and executing the commercial plan, achieving short- and medium-term financial goals, and building and maintaining relationships with key customers and partners.

The person in the position is fully responsible to:

*Develop and execute a commercial plan that aligns with organizational and regional strategies, and drives revenue growth, market share gains, and profit improvement, in line with define targets

* Lead Sales and customer marketing responsibilities

*Lead and develop sales local team

*Lead  a cross-functional team to ensure effective execution of the commercial plan, working closely with Marketing, Finance, Supply Chain, Legal, Regulatory

*Achieve short- and medium-term financial goals, including net sales, gross profit, category/market share, and operating income

* Develop a strong bond and working relationship with Distributors and evolve structures ways of working

* Strengthen relationships and collaboration with key customers and partners. Work towards JBPs

*Stay abreast of current trade trends, market conditions, and marketing, finance, supply chain, and sales enablers

Key Deliverables

*Deliver on the P&L, including net sales, trade spends, gross profit, and deliver sales KPIs for the rest of the market

*Manage budgets

*Achieve the optimal supply chain platform for the markets, including forecast accuracy, WMAPE, and OTIF

*Develop and implement an effective and coordinated commercial plan in support of organizational and regional/business unit strategies.

*Represent the company with recognized customers and/or relevant organizations, partners, and suppliers within the markets.

Summary of major duties:

MARKET STRATEGIES

•            Defines and grows the business through effective long term strategy (strat plan) and annual business plans (AOP), Channel, category, and key customer strategies at trade level for the  market under his/her responsibility.

•            Carry forward/ establish: “where to play” and “how to win”  programs that deliver the outcomes required with clear marketing, sales and financial deliverables.

•            The role leads customer marketing, field sales, and  Supply Chain in delivering profitable growth for key customers (through the distributors).

•            Leads the articulation of geographic, channel, customer, and category priorities and what it will take to deliver against the strategies – he or she is the key communicator of this at all forums.

•            Communicates and consistently monitors progress of the execution of the strategy with internal and external stakeholders.

•            Develops and executes joint business plans with distributor partners and identified key customers within markets.

•             In all called out areas below, the role will comply with or develop the right measurables at all levels to ensure delivery and visibility of progress (or the lack of it) in achieving business goals.

Team management and leadership (1 direct report)

Team management is a key responsibility of the role. They are responsible for assembling a team of high-performing employees and creating a positive and productive work environment. The main duties may include:

•             Recruiting and hiring: The role is responsible for hiring and onboarding new employees. They need to be able to identify and attract top talent, and they also need to ensure that new hires are properly trained and integrated into the team.

•             Performance management: The role is responsible for setting goals for their team members and monitoring their performance. They also need to provide regular feedback and coaching to help their team members develop and grow.

COMMERCIAL EXECUTION

•            Owns and manages the total trade spend budget for the Countries. Define guidelines, plans full year trade spend in line with yearly strategic plan, monitors with finance team actuals vs budget on a monthly bases, and adjusts year to go plan as needed in order to meet business objectives within agreed budget.

•            Delivers the agreed market strategies in-store or channels. The role articulates and delivers to his or her marketing partners ideas, positions and insights that will deliver the right positioning, price, product, promotion and place for markets under the business unit. The role is a key participant in the development of marketing plans and strategies and owns the delivery of marketing ambitions in channels, customers and categories.

•            Oversees the delivery of the commercial goals through the distributor by creating well defined Key Performance Indicators (KPIs).  The KPIs reflect and show sales and customer/trade strategies being executed as planned across the market.

•            Distributor KPIs includes but is not limited to: gross invoice sales, in-country sales, speed to shelf, distributor and trade inventory, meeting retail driver standards

•            It is expected that the role manages sales operational support systems internally  in the areas of customer/trade marketing, consumer promotions, merchandising, sales analysis and sales administration.

•            Externally, the role is the main driver of the distributor and key retailer relationship – responsible for joint business planning and top 2 top meeting in the market (interacting at CEO, COO and VPs level)

•Procurement operations

Follow Hershey Corporate IS team instructions of the testing journey

Training Program building and Execution for all AMEA Finance team members

FINANCE,

•            Owns and leads the execution of a healthy  P&L for the market which includes but is not limited to: total business, GS, NS, GP lines. He or she articulates the right and relevant financial deliverables with respect to channels, customers and/or shoppers for the market which reflect the investment in the marketing strategies. He or she also owns the execution of the appropriate levels of control and audit processes within the sales organization and with the distributor partners. It is his or her responsibility to coordinate both reporting and funding requirements with key internal and external partners with the region or sub-region. He or she has a full understanding of distributor financials and drives and influences the directions taken by distributors toward financial expectations of the Hershey Company.

SUPPLY CHAIN  & COMPLIANCE

•            The role requires that he or she co-plans and executes an optimal supply chain (in-bound) for the markets in conjunction and partnership with internal stakeholders. He or she is responsible for ensuring the delivery of the right stock, at the right time at the right price (out bound within the market). He or she co-owns the product freshness at the market and trade level with internal supply chain partners. He is or she constantly seeks for ideas and arrangements that allow the company to improve on Supply Chain KPIs such as fill rates, WMAPE, OTIP and product quality.

•            The role is in charge to secure quality and regulation process in the market with the support of the regional team to ensure the company complies with all applicable laws and regulation in the country

Education:

Candidates with MBA.  He or she must know and understand current trade trends, market conditions and sales enablers through continued education and training.

Experience:

8-10 years solid work experience in sales (key account management, distributor management and traditional trade.) Must have worked at least in two markets outside his or her home market.  Demonstrated ability in key functional tasks and a clear progression or expansion in terms of areas of responsibility or increase in business size and complexity.