Business Development & Customer Marketing Manager - Thailand & Indochina

Position Title: Business Development & Customer Marketing Manager - Thailand & Indochina

Location: Thailand

Summary:

The role leads the commercial agenda for the FMCG business within the assigned markets (Thailand & Indochina – Cambodia, Vietnam, Indonesia). This role drives top‑line & bottom-line growth as well as market share through strategic account management, distributor leadership, and flawless execution across all channels. The role also owns the trade investment strategy, demand forecast accuracy, and in‑store excellence to ensure brand availability, visibility, and conversion.

Key Deliverables:

• Deliver on the P&L, including net sales, trade spends, gross profit, and deliver sales KPIs for the rest of the markets
• Ensure optimal brand experience and category management for relevant brands/categories in the market
• Set, manage and track marketing budgets (Trade Spends, Consumer Promotion Spends)
• 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.

Major Duties/Responsibilities:

DISTRIBUTOR / CUSTOMER MANAGEMENT

• Lead Joint Business Planning (JBP) with key retailers, wholesalers, and distributors.
• Manage annual trade terms, negotiate promo plans, and ensure ROI‑positive investment deployment.
• Coach and manage distributor partners to deliver coverage, availability, and execution KPIs.
• Monitor customer profitability and drive continuous improvements.

STRATEGIC (MARKET) MANAGEMENT

• Develop and execute the annual country sales strategy, aligned with regional commercial priorities.
• Define channel strategies across all relevant channels (e.g. MT, GT, e‑commerce)
• Drive revenue growth, market share expansion, via strategic growth pillars / initiatives
• Identify growth gaps and develop corrective plans to address volume delivery, price competitiveness, and distribution reach.

COMMERCIAL EXECUTION / TRADE MARKETING

• Ensure perfect store standards: availability, visibility, pricing, compliance, and promotional execution.
• Collaborate with Distributor Trade Marketing to develop & deploy activations & POSM
• Track execution KPIs via field force reports, market visits, and retail audits.
• Track competitor pricing, promotions, innovations, and market activations.
• Identify market trends, shopper insights, and route‑to‑market opportunities.
• Provide data-driven recommendations to influence brand, category, and channel strategies.

FINANCE / P&L MANAGEMENT

• Own and lead the execution of a healthy P&L for the market
• Formulate relevant financial deliverables with respect to channels, customers and/or shoppers
• Own execution of the appropriate levels of control and audit processes

Minimum Education and Experience Requirements: 

Education:

• Candidates with MBA is an advantage but not required.  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 had multi-country responsibility (>2 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.