FrieslandCampina (Thailand) PCL.

Head of General Trade

FrieslandCampina (Thailand) PCL.
ลงประกาศเมื่อ 23 Feb 2021

Head of General Trade

FrieslandCampina (Thailand) PCL.


  • General Trade
  • GT
  • Sales


Job Scope:
This position reporting to Sales Director. Head of General Trade responsible for the General Trade Channel. Lead cascading of Fighting Unit strategy into data-driven Customer and Channel plan for General Trade. Align and integrate with Brand Plans from Marketing and Channel & Category strategy from CCD team. Translate into detailed budget and 12Q plans (incl. RTM, KPIs and sales targets, per area/distributor). Build strong customer preference with relevant portfolio (prioritizing Hero SKUs) and driving physical availability with strong Consumer and Customer activation plans. Strategically manage sales team and help individuals develop. Also leading roadmap to build constructive route-to-market model to make wider and deeper distribution.

Roles and responsibilities:
•Lead cascading of Fighting Unit strategy into data-driven Channel plan for GT. Align and integrate with Brand Plans from Marketing and Channel & Category strategy from CCD team. Translate into detailed budget and 12Q plan (incl. RTM, KPIs and sales targets, per area/distributor). Run execution drumbeat and deliver on 12Q plan and budget
• Drive customer preference to grow share of wallet through constructive partnering with new and existing customers/distributors, leading fact-based negotiations to create Win-win trade terms (incl. promo, discounts, rebates), engaging in joint business planning and deploying efficient service agreement
• Develop and expand the number of high-contribution distributors, identifying new distributors & gradually growing sales, consolidate existing accounts where needed
• Win with relevant portfolio: (1) Creating Hero SKU focused ‘Must sell list’ for assigned channel/area (differentiated per sub-region if relevant); (2) Optimizing assortment (OBPPC) for all customers (incl. OOH, E-commerce) to serve the 24/7 consumer and customer; (3) Collect pack insights and learnings from field and closely monitor competitor products (launches) and customer demand to drive barrier-breaking renovation and innovation
• Drive physical availability by executing Consumer and Channel Activation plans and leading Perfect Store program in assigned Region: (1) Set distribution targets for Area Sales Managers (prioritizing Hero SKUs); (2) Build Perfect Visibility by implementing Consumer Activation Plan, and including Perfect Store KPIs in sales incentive scheme to drive rotation (3) Run effective consumer & customer promotions, in line with CCD and Marketing guidelines
• Closely monitor key KPIs & report to Sales Director and MT: Sales (vol./val./ profitable growth), Active outlets, effective calls, customer NPS, distributor/region/channel contribution (profitable volume growth).
• Own and run a reliable sales forecast & S&OP
• Participate in key commercial planning meetings with sales team and other stakeholders to ensure alignment • Manage Regional Sales team strategically to deliver best results, e.g. putting A-talent into critical sales roles, set and communicate clear objectives, leveraging global training programs to grow and develop great salesmen.
• Sought out opportunities to expand new channel.

Required Qualifications;

• Bachelor's Degree or higher in Business Administration or related field, MBA is a plus.
• Minimum 10 years’ of proven experience of leading, cascading of Fighting Unit strategy into data-driven Customer and Channel plan for General Trade.
• Agility skills; mental, people, result
• Entrepreneurial spirit with strong leadership skills, result-oriented, self-motivated, and pragmatic.
• Data driven with strong analytical & problem solving
• Good presentation and negotiation skills.
• Has demonstrated the ability to work in a team setting and has contributed to the achievement of a team's success.
• Must be able to communicate clearly and concisely both verbal and in writing with all levels within all business functions.
• Able to work under pressure and business dynamic.
• Good Command of both Thai and English in speaking, reading, and writing.
• Computer proficiency in Microsoft Offices and presentation tools.
• Established skills in building route to market
• Strong collaboration with cross functional team

Location: This position will be based at FrieslandCampina Thailand Head Office, Phaholyothin , Bangkok.

Human Resources Department
FrieslandCampina (Thailand)

5th floor, S.P. Building, 388 Paholyothin Road,
Samsen Nai, Phayathai, Bangkok 10400

Tel : 02-620 1900

To learn more, please visit our Company Career Website


ผู้จัดการ / อาวุโส
10 ปี


Royal FrieslandCampina is organized as a cooperative with 19,244 member dairy farmers in the Netherlands, Germany and Belgium and has been providing millions of consumers globally with dairy products containing valuable nutrients for over 144 years. We are a global company, but with a focus on local communities and customers. And not just in Europe, but also in many countries in Asia, Africa and the Middle/East. Our farms, factories and products have long been a part of daily life in many countries across the globe.

We reach millions of people in more than one hundred countries around the world, with our milk products, cheese, butter and ingredients. We are fascinated by the power and potential of milk; hence we help people move forward by getting more out of milk. As the largest dairy Co-operative in the world.

FrieslandCampina Thailand is the affiliate of Royal FrieslandCampina and has been here since 1967. We produce and sell variety of dairy products under brand name Foremost, Ship, Falcon and My Boy. The extensive product range of quality products includes pasteurized milk, UHT milk, yoghurt drinks, and condensed milk.

We believe our current and future success depends largely on the quality of our employees. For this reason, Foremost wants to offer an attractive, challenging and inspiring working environment where employees are encouraged to develop themselves both professional and personally.