Commercial Development Manager, SEA

The role is aimed to support the team by driving the commercial development within the countries of Southeast Asia. The key focus areas for the  role are annual sales operations planning, sales performance reporting, monitoring and root cause analysis, as well as trade spend management, and strengthening ROI, execution plan monitoring and pro-active course correction. The role drives market and channel insights oriented reporting and remediations.

• Provide early identification of risks and proactively manage contingency planning to deliver key operational deliverables (LE / STT / STD / FA / Weeks Coverage / Arbitraggio management) for the respective markets
• Collaborate on forecast accuracy and bias trends to strengthen the rolling 14-month forecast through strong local S&OP, adhering to internal supply chain deadlines
• Partner with the Country Sales and Supply Chain team to review the weekly forecast for responsible markets
• Support the budget process by assisting in the planning and preparation of the 3-year strategic business plan, annual budget, and budget adjustments with relevant insights, analysis, and assessment of the commercial plan for the responsible markets
• Track and report all relevant sales performance metrics for responsible markets (e.g., distribution, visibility, QLI, GSV, TS, DSR, STC, etc.)
• Manage execution plan monitoring, including campaign analysis with insights and recommendations
• Collaborate during monthly meetings and initiatives, ensuring follow-up actions are completed
• Collect and analyze information on market and competition, develop reports, and propose actions to improve Ferrero’s positioning and/or address specific performance issues
• Ensure compliance with promotional guidelines for the responsible markets and channels; manage the trade spend accrual and payment process
• Manage timely and accurate reporting on SEA Trade Spend position each month; facilitate monthly reviews of total SEA Trade Spend across markets and brands, ensuring full-year alignment with budget targets through close collaboration with Finance
• Ensure trade spend investment is effective by conducting break-even analyses and driving year-on-year improvement
• Contribute to revenue management initiatives by analyzing pricing, promotions, and trade terms to optimize profitability and volume growth
• Collaborate with Finance and Sales to ensure alignment on revenue targets, pricing corridors, and margin improvement opportunities
• Design and implement an ROI framework; perform ROI analyses for planned initiatives and collaborate with Country Sales Managers to drive year-on-year ROI improvement
• Adhere to sales processes, procedures, and tools for the responsible markets
• Identify and implement process and reporting improvements to enhance efficiency, transparency, and accountability across the SEA cluster
• Drive the rollout of all sales efficiency-related systems and tools (e.g., MyPS, DPS, DMS, and Sales Reporting)
• Work on the development and deployment of the Distributor Management System (Data Exchange and Power BI reporting) to ensure optimal monitoring and management of distributor partners on an ongoing basis

• University Degree in Economics, Business Management, Finance or Marketing
• Relevant experience with solid market knowledge with understanding of Traditional & Modern Trade, Impulse Channel, Channel & Customer planning; FMCG industry strongly preferred, background in commercial finance or revenue management is a strong plus
• Good analytical and data reading skills, insight orientated reporting, strategic thinking, project management
• Ability to work effectively across teams and manage multiple stakeholders
• Good interpersonal and communication skills, ability to contribute individually and be a strong team member
• Proactivity, high level of responsibility and accountability, dynamism and agility, resilience
• Ability to work in a high-paced environment, high result orientation, multi-tasking and time-management skills
• Advanced MS Office skills: Excel and PowerPoint, Power BI; SAP knowledge is considered a plus
• Fluency in English, written and spoken. Any other language is considered a strong plus

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Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.

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 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.
Find out more here.