Head of Sales - SEA

Summary:

Focuses on achieving market financial goals which includes but is not limited to:  revenue through gross profit, and market share by developing and executing business plans, working closely with Marketing, Finance and Operations and ensuring effective coverage of territories and execution of agreed marketing/trade strategies. Where applicable, this role is responsible for achieving channel and customer profitability as well as market/category share goals. In other words, the delivery of the country/ies P&L is the core deliverable of the role.

The role requires developing and implementing an effective and coordinated business development plan with in support of organizational and regional/business unit strategies (i.e. multiple markets as applicable) and other globally or regionally driven efforts (e.g. Modern Trade). The role is also a customer facing role representing the corporation with recognized customers and/or relevant organizations, partners and suppliers within the market/s.

The role is ultimately responsible for the development and training of his team of direct reports and key distributor personnel for markets under his/her business unit.  Succession planning is also a key responsibility area for this role. He/she must keep abreast of current trade trends, market conditions and marketing, finance, supply chain and business development enablers through continued education and training.

The Head of Sales - SEA is expected to leverage and grow partnerships with key customers both in modern and traditional trade (as relevant) for the markets under the business unit. He/she is the main liaison for the Marketing, Finance and Operations regional or sub-regional support teams. 

Major Duties/Responsibilities:

MARKET STRATEGIES

• Defines and grows the business through effective customer marketing and business development strategies at trade level for specific markets under the business unit.
• Clearly executes: “where to win” and “how to win” programs that deliver the outcome required with clear marketing, business development and financial deliverables.
• Leads the articulation of market priorities and what it will take to deliver against the strategies – he/she is the key communicator of this at all forums.
• Communicates and consistently monitors progress of the execution of the strategies with internal and external stakeholders.
• Develops and executes joint business plans of the Principal entities with their distributor partners and identified key customers within markets.
• In all called out areas below, the role will comply with or develop the right measures at all levels to ensure delivery and visibility of progress (or the lack of it) in achieving business goals.

BUSINESS DEVELOPMENT OPERATIONS

• Oversees the delivery of the Business Development goals through direct reports or through the distributor through well defined Key Performance Indicators (KPIs).  The KPIs reflect and show business development strategies being executed as planned across the market. KPIs includes but is not limited to: business development and speed to shelf, distributor and trade inventory and meeting retail driver standards.
• Delivers adequate and relevant training directly or through others for his/her direct reports. 
• It is expected that Head of Business Development manages operational support systems internally in the areas of customer marketing, consumer promotions, merchandising and business development.
• Externally, the role is the main driver of the distributor relationship – the main driver of joint business performance.

 Collaborating with MARKETING, FINANCE and SUPPLY CHAIN

• Delivers the agreed market strategies. The role articulates and delivers to his/her marketing partners ideas, positions, and insights that will deliver the right positioning, price, product, promotion and place for markets under the business unit.
• He/she is a key participant in the development of marketing plans and strategies and co-owns the delivery of marketing ambitions in the markets as measured through share (category or value).
• Owns and leads the execution of a healthy P&L for the market of the Principal entities which includes but is not limited to: total business, brands, channel and customer P&Ls.
• He/she articulates the right and relevant financial deliverables for the market which reflect the investment in the marketing and business development strategies.
• He/she also owns the execution of the appropriate levels of control and audit processes in the market.
• It is his/her responsibility to coordinate both reporting and funding requirements with key internal and external partners with the region or sub-region.
• He/she  has a full understanding of the distributor financials and drives and influences the directions taken by distributors toward financial expectations of the Hershey Company.
• The role requires that he/she plans and executes an optimal supply chain (in-bound) for the markets in conjunction and partnership with internal stakeholders. He/she is responsible for coordinating the delivery of the right stock, at the right time at the right price (out bound within the market).
• He/she co-owns the product freshness at the market and trade level with internal supply chain partners. He  or she constantly seeks for ideas and arrangements that allow the Principal entities to improve on operations KPIs such as fill rates and product quality.

PEOPLE MANAGEMENT 

• Delivers the agreed organizational and talent development strategies in his/her markets.
• The role consistently articulates to his/ her HR partners (as well as regional and or sub regional counterparts) ideas, talent requirements and insights that will deliver the right and relevant people growth who embody the Hershey Values.
• The role is a key participant in the development of the in-market talent and strategies and co-owns the delivery of the right succession plan for his/her team.
• The role is an active participant in determining in-market recruitment, retention and rewarding processes and programs for his/her market. This includes the distributor where relevant.
• The role is also an active partner in the selection of key talent for the distributor partner in the market (as applicable).
• The role is the prime initiator of any hire or fire decisions in the market he/she controls.

Competencies: 

Strategic Agility

Thinks strategically by clearly anticipating future trends, challenges, and consequences, creating breakthrough strategies and plans to achieve a competitive advantage, and proactively adjusting strategies and plans to sustain a competitive advantage.

Business Acumen

Understands how businesses work including how strategies and tactics work in the marketplace. Maintains working knowledge of competitors as well as current and possible future policies, practices, trends, and information affecting his/ her business and organization.

Drive for Results

Pushes self and others to exceed goals and achieve breakthrough results. Recognizes the key actions necessary to achieve results; establishes and communicates the priorities to others; and maintains own and others focus on achieving the important goals. Demonstrates persistence in overcoming roadblocks to achieving results and encourages others to do the same

Problem Solving and Decision Making

Uses a systematic process to solve difficult problems including gathering and examining information from a variety of sources; identifying the root cause of problems; drawing appropriate conclusions; generating viable solutions; and, weighing the pros and cons to arrive at a final decision. Makes decision in a timely manner, sometimes with incomplete information and under tight deadlines and pressure.

Team Leadership

Motivates team or project members to perform at their highest potential by understanding their individual needs, soliciting their input, empowering them to achieve breakthrough results, holding individuals accountable for own actions, and recognizing individual contributions and achievements. Takes an active role in developing others, including hold development discussions, constructing development plants and monitoring progress toward goals, providing stretch tasks and assignments, providing timely, honest, and “actionable” feedback, and taking corrective action as necessary.

Process Management 

Identifies the processes required to accomplish work tasks; simplifies and integrates processes and work tasks to enable efficient workflow; utilizes best practices to organize people and activities; measures results against key metrics; uses resources efficiently.

Geography Supported – Philippines, Thailand, Singapore, Malaysia, Indochina, Brunei

 Team -  2 Business Development Managers, 2 Associate Sales Managers,  2 Customer & Channel Strategy Managers

Minimum Education and Experience Requirements: 

Education: Candidates preference with MBA but not limited to.  He or she must know and understand current trade trends, market conditions and sales enablers through continued education and training.

Experience:

• Minimum of 12 – 18 years’ solid work experience in Modern Trade Key Accounts Management and Distributor Management for Philippines and Singapore/Malaysia market.
• Strong Preference given to candidates with experience managing Singapore, Malaysia, and Thailand region.
• Must have a strong track record of sales and commercial management for a global FMCG company
• Strong Preference given to candidates with experience managing Food and Beverage - Consumer Goods.
• Demonstrated ability to work in a stretched position for a lean organization while provided a high degree of autonomy.
• Has a strong entrepreneurial spirit and a solutions-oriented mindset who can navigate well through ambiguity and change.
• Must have the ability to drive cross functional teams towards accomplishment of shared objectives.