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? 40,000  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:

The role is aimed to develop and manage the overall assigned business by analysing and monitoring performance, developing customer plans and gap bridging activities (whenever necessary) and working with cross-functional teams in the region on channel specific projects. The role leads distributor teams to effectively execute promotional activities as well as following up on in-store implementation. 
 

Main Responsibilities:

• Lead and develop channel planning to work with distributor teams in implementing the strategic goals set for the business growth

• Define distribution targets per SKU for assigned channel, define 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

• Manage sales forecast and sales budget (volumes, trade spending, etc.) by the channel

• Monitor sales targets achievement continuously, propose revision where necessary (volumes, profits)

• Analyze current customer performance and define future business opportunities

• Assists distributor channel team in defining customer-specific goals and strategy

• Develop SWOT analyses on a national level, continuously monitor channel and customers performance

• Keep trade spending within the guidelines established by the Ferrero Commercial Policy

• Act as first level approver for distributor claims on trade spends for assigned channel 

• Tie trade spending to specific business-driving activities (promotions, second placements, etc.)

• Analyze trade spending and ensure the best ROI

• Monitor execution of distribution, display, and activation targets for assigned channel, follow up and coordinate with distributor channel teams to ensure local execution is aligned with defined plans and policies

• Evaluate proposals and input from distributor channel teams to ensure alignment with policies at national level

• Monitor Sales, Stocks & Building Blocks KPIs for the customers assigned

• Review and resolve any issues with distributor relevant to assigned channel 

Who we are looking for:

• University degree

• 6+ years of experience in similar roles in FMCG, with the strong knowledge of distributor and account management

• Market Knowledge: traditional and modern trade, impulse channel, e-commerce, food service

• Good understanding of trade marketing, channel and customer planning, commercial logistics, sales, field and merchandising processes

• Strong analytical skill, account management, negotiation and leadership skills

• Proactivity, accountability, resilience, dynamism and self-motivation, growth mindset

• Advanced MS Office skills, knowledge of AC Nielsen is preferred

• Fluency in English is required, fluency in Vietnamese 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.