As the Head of Commercial (Hong Kong & Macau), you will serve as the chief commercial steward for the territory, holding full accountability for top-line revenue, volume expansion, commercial profitability, and market share.
In this strategic leadership role, you will orchestrate growth through key distribution partners, steering Joint Business Planning (JBP), revenue management, promotional architecture, and retail visibility. You will act as the pivotal bridge connecting regional category strategies with robust in-market execution across both territories.
Key Responsibilities
Strategic Commercial Leadership & P&L Delivery
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Own the annual operating plan (AOP), revenue targets, trade budgets, and bottom-line commercial margins across Hong Kong and Macau.
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Monitor channel health metrics-including sell-in, sell-out, inventory turns, and rate of sale-implementing proactive initiatives to capture market share.
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Lead Net Revenue Management (NRM) strategies, pricing corridors, and trade investment optimization to safeguard sustainable ROI.
Distributor Partnership & Route-to-Market Governance
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Serve as the senior executive interface with master distribution partners, establishing strategic alignment and operating rhythm.
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Co-create high-impact Joint Business Plans (JBPs) featuring clear KPIs for channel penetration, distribution depth, service-level agreements, and promotional calendars.
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Conduct regular business reviews (QBRs) and operational audits to drive distributor accountability, sales force focus, and capability development.
Key Account & Channel Activation
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Collaborate with partner sales teams to secure premium listings, category shelf share, and favorable trade terms across core retail accounts:
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Modern Retail: Major supermarkets, hypermarkets, and key convenience store chains.
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Foodservice & On-Premise: QSRs, restaurant chains, catering operators, leisure, and institutional venues.
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Digital & Omnichannel: E-commerce, quick-commerce, and home delivery platforms.
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Champion category management principles, shopper marketing initiatives, and planogram compliance to drive point-of-sale conversion.
Portfolio Commercialization & Cross-Functional Alignment
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Adapt regional brand marketing initiatives and new product innovations (NPI) into tailored local launch programs.
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Partner with regional supply chain and planning counterparts to ensure demand forecasting precision, healthy safety stock levels, and supply reliability.
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Safeguard full compliance with local regulatory requirements, import standards, and corporate governance policies.
Ideal Candidate Profile
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Professional Experience: 12-15+ years of progressive commercial sales, account management, and business leadership experience within established multinational FMCG / consumer goods companies.
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Go-to-Market Expertise: Proven track record in an indirect, distributor-led, or franchise route-to-market model across Hong Kong and Macau.
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Retail Ecosystem Knowledge: Deep commercial familiarity with the Hong Kong trade landscape, including direct familiarity with key buying desks across major grocery and CVS chains.
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Commercial Acumen: Robust command of commercial P&Ls, contractual negotiations, trade terms, and Gross-to-Net (GTN) management.
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Influence & Leadership: High emotional intelligence with demonstrated ability to inspire, align, and mobilize external business partners and matrixed internal teams.
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Languages: Native/fluent Cantonese and professional English are required; conversational Mandarin is an advantage.
