web analytics
FMCG & Retail
21 Aug 2019
Job Opportunity : Commercial Director (350 K)
Commercial Director (350 K)
Our Client
A Leading Global Consumer Company
Report to
Senior Vice President


Primary duties will be to work closely with the identified key Country Distributors to drive our Writing Strategy into action. This will involve planning, developing and flawlessly executing strategic key sales and channel marketing initiatives in the assigned territory while ensuring that all Go-To-Market executions are fully aligned with global Delivery and Development strategic growth plans.


  • To achieve the annual sales (sell-in and sell-out) and gross margin targets for the assigned territory.
  • To prepare for internal approval, the ex-works prices to Country Distributors taking into account of global and market specific price guidelines for the year. Thereafter, to communicate on a timely basis, the updated prices to distributors and internal Customer Service team.
  • Assist in the preparation of annual financial budgets and provide monthly feedback on Latest Estimates highlighting variances (+/-) against official targets
  • Prepare Monthly Business Review updates and other business presentations as and when requested.
  • Put in place, Country Distributors Monthly Reports which provides visibility of distributors into-market sales YoY, product segment and channel performance, inventory holdings and key activities (including competition).
  • Plan, manage and report on approved specific trade marketing expense and investment budgets. Reflect such expenditures into the A&P Tracker.
  • Other duties as assigned from time to time.


  • To gain alignment / agreement with the Country Distributors on the purchase and into-market sales targets by product segment and key channels.
  • Work closely with the Country Distributor’s sales and marketing team to drive flawless execution of agreed sales and channel marketing plans and activities (including new product launches).
  • Work with Country Distributors to put in place, a 12 months rolling sales and channel marketing plan and ensure that such plans are corrected reflected into the Demand Forecast per the agreed cycles.
  • Support the Country Distributors in their Joint Business Planning with the key customers to identify, develop and execute strategic programs such as major consumer promotions, events, sampling, and permanent / offshelf displays. When needed, to assist in annual catalog reviews, line reviews and new product listings.
  • Coach Country Distributors to monitor key promotions and activities via pre and post analysis to drive continuous improvement in executions. Submit such analysis to internal stakeholders when needed.
  • Work with Country Distributors to identify opportunities to obtain point of sales (POS) data for our key segments. Such data will be used to identify key trends, opportunities, market share and impact of The company’s investments in displays, advertising etc.
  • Identify / map out distribution universe and potential; and establish clear distribution targets for key product platforms for Country Distributor salesforce to achieve within a mutually agreed period.
  • Assist Country Distributors to develop and train their sales personnel and key retailers to sell products in line with the defined strategies
  • Periodically, spend time with Country Distributors’ sales team in the field to obtain first hand knowledge of trade customer needs, issues and opportunities.
  • Leverage on insights in the key markets to effectively translate it into sales and promotion plans.


  • At least 8 to 10 years of senior sales or market development experience
  • Demonstrated experience in successfully managing Country Distributors is an added advantage
  • Strong analytical and organizational skills matched with creative drive
  • Experience in preparation of sales budgets, forecasting etc
  • Effective project management skills and follow-ups
  • Good negotiation skills
  • Self-starter and able to work independently
  • Sound analytical skills and acute attention to details
  • Strong verbal and written English communication skills
  • Ability and desire to multi-task