Business Development Manager, Vietnam & Cambodia

Job Location: ​Bangkok​

Bangkok

Company description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 38,767  dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

Diversity Statement

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

About the Role:

If you’re looking for a role with variety, this is it. As a Business Development Manager, we count on you to make impact on developing and managing the overall assigned business by analysing and monitoring performance; developing customer plans and gap bridging activities (whenever necessary); working with cross-functional teams in the region on channel specific projects; leading distributor teams to effectively execute promotional activities as well as following up on in-store implementation.

Main Responsibilities:

Sales Strategy

• Lead and develop Channel planning to work with Distributor teams in implementing the strategic goals set for the business growth
• Defines distribution targets per SKU for assigned Channel
• Defines displays standards and appropriate POS material by format, both for occasions and permanent for assigned Channel
• Develop customer or channel specific gap plans to generate faster off take and greater success of achieving sales objectives

Sales Forecast, Budget and Objectives

• Proposes to the Country Sales Manager a Sales Budget (volumes, trade spending, etc.) by the Channel
• Monitors Sales Targets achievement continuously and proposes revision where necessary (volumes, profits)

Customer Plans

• Analyzes current Customer Performance and defines future Business Opportunities
• Assists Distributor Channel team in defining Customer-specific Goals and Strategy
• Develops SWOT Analyses on a National Level
• Continuously Monitors Channel & Customers Performance

Trade Spend Management

• Keeps Trade Spending within the Guidelines established by the Ferrero Commercial Policy
• 1st Level Approver for Distributor Claims on Trade Spends for assigned Channel 
• Ties Trade Spending to specific Business-driving Activities (Promotions, 2nd Placements, etc.)
• Analyses trade spending and ensures the best return on investment 

Deployment & Control

• Monitors execution of distribution, display, and activation targets for assigned Channel, follows up and coordinates with Distributor Channel teams to ensure local execution is aligned with defined plans and policies
• Evaluates proposals and input from Distributor Channel teams to ensure alignment with policies at national level
• Monitors Sales, Stocks & Building Blocks KPIs for the customers assigned
• Reviews and resolves any SOA issues with Distributor relevant to assigned Channel 
   

Who we are looking for:

• Min. Bachelor’s Degree in relevant field
• At least 6 years’ experience in similar roles, knowledge in Vietnam and Cambodia market is preferred
• Fluency in English, understanding Vietnamese is a plus
• Strong analytical skill, account management, negotiation and leadership skills
• Proactive, dynamic, responsible, result-oriented
• Market Knowledge: Traditional & Modern Trade, Impulse Channel, Ecommerce, Food Service; Trade Marketing; Channel & Customer Plan; Commercial Logistics; Sales, Field & Merchandising Processes, Distributor Management
• Strong with Microsoft Office (excel, powerpoint etc.), knowledge of AC Nielsen is preferred

How to be successful in the role and at Ferrero:

We encourage all our people to think creatively to set personal targets and objectives and push new, better ways to work. Employee contribution and engagement at Ferrero is based on the individual, team and organization dimension, so should have the ability to work independently, as a part of the team and be able to build proper relations with stakeholders at all levels. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes.