Job Description

Department/Division: Commercial Team

The occupant is responsible for supporting KA (Key Accounts) and EC (E-commerce) , O2O commercial performance by setting channel strategies, building promotional plans, and fully supporting the commercial team to achieve targets. Not only providing plans but also importantly influencing the commercial team to improve our ways of working to outperform the market.

What makes this a great opportunity?

This role offers the occupant the opportunity to build a comprehensive scheme for how we do business with KA, EC and O2O including setting targets, planning promotions, preparing negotiating materials, tracking the status of negotiations, and evaluating to find learnings to adapt to future actions. KA is the most important channel for the company, and the occupant will be highly regarded as a key role in the entire organization. EC is where we combine commercial and marketing purposes, providing broader experiences to the occupant while managing investment levels.



Role Responsibilities

Principal Accountabilities and Attributions:

1.Lead to develop KA & EC, O2O channel strategy and work with commercial/marketing to outperform with clear objectives.

Assist Head of Modern Retail to develop and execute comprehensive KA and EC channel strategies to drive market outperformance, ensuring alignment with commercial and marketing objectives.
Set ambitious yet achievable targets, design high-impact promotional plans, and prepare robust negotiating materials to empower the commercial team. Continuously track and evaluate negotiation progress, extracting key learnings to refine future strategies and actions.
Collaborate with the brand team to deliver tailored assets that enhance promotional effectiveness and brand visibility.
Manage Trade BI budgets with precision, ensuring optimal allocation and alignment with ATL investments to maximize ROI.
Instill advanced promotional strategies within the team, ensuring campaigns are both effective and aligned with key KA customer expectations.
2.Manage and Optimize Key Account Promotions and execution excellence:

Develop and manage end-to-end promotion plans for key accounts, ensuring seamless integration with the annual KA calendar and marketing investments.
Plan N+3 promotions with precision, setting KPIs that align commercial and brand activations for maximum impact.
Track and analyze sales results and KPIs for main KA and EC accounts, ensuring progress toward annual targets and identifying areas for improvement.
Synthesize key learnings from both successes and failures, engaging stakeholders to design more effective future promotions.
Provide the commercial team with advanced negotiating tools and materials to secure favorable terms and drive profitability.
Manage the P&L for main KA and EC accounts, ensuring optimal profitability through strategic SC management and investment allocation.
3.Team management and development :

Drive the team to build deep expertise in KA and EC, fostering a culture of excellence and innovation.
Establish and refine best practices for KA and EC operations, ensuring sustained performance improvement and operational efficiency.
Set clear objectives, execute strategic plans, and adapt based on real-time data and market feedback to stay ahead of competitors.
Identify skill gaps and implement targeted training programs to enhance team capabilities in Omni-Channel strategy, negotiation, and data-driven decision-making

Qualification
Bachelor's Degree is required.
Minimum of 8-10 years of commercial or trade marketing experience in the FMCG industry, with a strong focus on KA and Modern Off Trade.
Proven track record in Omni-Channel strategy development and execution, with at least 3-5 years of leadership experience in this area.
Extensive experience in EC-related roles, with a deep understanding of digital commerce dynamics.
Exceptional commercial acumen and financial expertise, with a demonstrated ability to drive profitability and growth.
Strong leadership and management skills, with a history of leading high-performing, cross-functional teams to achieve exceptional results.
Self-driven, results-oriented, and adept at navigating complex challenges with a positive and proactive mindset.
Advanced understanding of sales channels, with the ability to design and implement strategies that optimize channel performance.
Proficiency in Windows software, particularly Excel and PowerPoint, with strong analytical capabilities.
Excellent interpersonal skills, with a collaborative approach to working within and across teams.
Fluency in English and Chinese, both verbal and written.