JOB DESCRIPTION:
ROLE PURPOSE
As Head of Trade, you will lead the strategic direction and execution of sales and distribution across channels, driving both short‑term performance and long‑term sustainable growth. This role is accountable for protecting and strengthening the organization’s commercial reputation while building a high‑performing sales organization capable of winning in a highly competitive, fast‑evolving market.
You will operate as a key commercial partner to Marketing, Market Insights, and Commercial teams—shaping channel strategies, accelerating market penetration, and leading large‑scale execution with discipline and impact.
KEY RESPONSIBILITIES
COMMERCIAL STRATEGY & GROWTH
- Define and execute a comprehensive sales and distribution strategy to maximize revenue, market share, and profitability across all channels.
- Translate market, customer, and shopper insights into differentiated go‑to‑market strategies across GT, MT, Rural, M&B.
- Drive pricing, promotion, and distribution excellence to deliver sustained topline and bottom‑line results.
- Proactively monitor industry, channel, and consumption trends and convert them into actionable growth opportunities.
ENTERPRISE LEADERSHIP & CROSS‑FUNCTIONAL INFLUENCE
- Build strong, outcome‑driven partnerships with Marketing, Market Insights, and CMM to align short‑ and long‑term channel strategies and execution plans.
- Influence senior stakeholders internally and externally, including key accounts and major customers, to unlock mutual growth opportunities.
- Provide strategic input into bid processes, integrated proposals, and content development based on customer and market feedback.
CUSTOMER & PARTNER EXCELLENCE
- Lead the development of long‑term, trust‑based partnerships with key customers and strategic partners.
- Deepen understanding of customer business objectives to drive account growth, retention, and joint value creation.
- Champion customer‑centricity while balancing commercial discipline.
EXECUTION, GOVERNANCE & PERFORMANCE MANAGEMENT
- Set clear objectives across sales volume, market share, distribution coverage, and margin performance.
- Review performance rigorously; identify gaps, diagnose root causes, and course‑correct with speed and precision.
- Shape sales incentives, KPIs, and operating rhythms to drive accountability and excellence in execution.
- Ensure full compliance with the Company Business Code of Conduct and all applicable local regulations.
TALENT, CULTURE & ORGANISATION BUILDING
- Lead, inspire, and develop a large‑scale sales organisation (~600 employees), directly managing senior leaders.
- Build a strong leadership bench through succession planning, capability building, and proactive talent development.
- Embed a high‑discipline, performance‑led culture while attracting scarce, high‑quality commercial talent.
EXPERIENCE & EDUCATION
- 10+ years in senior commercial or sales leadership roles within FMCG or Healthcare environments.
- Proven track record managing P&L portfolios of USD 200M+, consistently delivering growth in revenue, profitability, and market share.
- Demonstrated success leading large field forces in competitive, fast‑changing markets.
- Bachelor’s degree in Economics, Medical, Pharmacy, or equivalent.
- MBA strongly preferred.
CAPABILITIES THAT DIFFERENTIATE TOP CANDIDATES
- Deep understanding of channel dynamics, shopper behaviour shifts, and O2O / e‑commerce ecosystems.
- Strong command of data‑driven decision‑making, execution excellence, and productivity optimisation.
- Ability to anticipate market and channel disruption and translate insights into winning GTM strategies.
- Credible, inspiring people leader with the presence to mobilise large teams and influence senior stakeholders.
- Combines strategic vision with hands‑on execution discipline.
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
ANI International Nutrition
LOCATION:
Vietnam > Ho Chi Minh City > Flemington Tower
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Not specified
MEDICAL SURVEILLANCE:
No
SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
