Regional Sales Director

17 hours ago

Hong Kong, Central and Western District, Hong Kong SAR China Zespri International Full time

We are seeking a skilled Regional Sales Director to lead our sales efforts in Hong Kong and Macau.

As a key member of our team, you will be responsible for developing and implementing sales strategies to drive growth and optimize relationships with distributors and retailers.

Your primary focus will be on ensuring an effective distribution network and executing plans that maximize customer funds and investments to support brand execution and trade marketing initiatives.

  • Sales Strategy:
  • Support the MDM Region to define Channel priorities and Roles, aligning with the MDF stage for the market.
  • Understand the value chain in Hong Kong and support the MDM Region to develop the optimal RTM structure and balance DKA & NKA to deliver the MDF ambition and targets.
  • Implement optimum Service/Partnership Models for KA's and Distributors, ensuring fair value distribution across the value chain.

Category Advice & Shopper Marketing:

  • Collaborate with Trade Marketing and Distributors' Marketing teams to tailor consumer- and shopper-centric campaigns for our brands and products, achieving shopper objectives (Penetration, Headspace, Frequency, Spend per Trip) aligned with MDF guidelines.

Internal Business Planning:

  • Work with Trade Marketing to build an annual Sales & Marketing Calendar for Hong Kong, aligning all ATL & BTL activity to deliver maximum impact for our investments.
  • Leverage analysis to understand and optimize efficiency of our investments and their impact on Shopper behavior (penetration/frequency, spend).
  • Build and Implement Joint Business Plans including developing KA Business plans and JBP's for key wholesalers and selected retail customers.
  • Tailor and Implement Range, Merchandising & Shopper Marketing Programs, providing input to MDM and Marketing to develop tailored activation plans and customer funds.
  • Implement Quarterly Business Reviews through running quarterly business reviews with key wholesalers and key retailers in the region to review progress against the JBP's.
  • Manage Weekly performance working with key wholesalers in the region on a day-to-day basis to ensure weekly volume is achieved and all issues are managed effectively.
  • Educate the Distributor & Develop Skills by implementing a structured program to educate relevant people in key wholesalers on Zespri, the Category, our Brands/Products.

Operational Excellence:

  • Forecast Demand by working with each wholesaler to understand their weekly demand requirements to feed into the Sales Forecast in a timely manner.
  • Manage Customer Inventory & Quality working with wholesalers to monitor pricing & supply in the market and manage their order planning and fruit supply/inventory within and between seasons.
  • Handle Customer Sell-through & Orders with wholesalers on a day-to-day basis to ensure the volume sells through their business and that all orders are processed effectively.
  • Oversee Quality Claims & Minimize Fruit Loss by partnering with Operations and wholesalers to manage quality claims and minimize potential fruit loss by adjusting sales plans to sell through stock to avoid losses.
  • Manage legal compliance and contract ensuring that all distributors & wholesalers are legally compliant and work to Zespri standards & expectations as per Contracts/Terms.
  • Manage Field Sales Force Coverage/Scheduling & Briefing of the monthly/weekly activity plan (the range/displays/promotions/activations Zespri want executed).
  • Deploy In store Activations & work with selected retailers to ensure full implementation of the Activation Plan in-store, including promotions/events, merchandising, POS/Brand Visibility and select the optimum retailers and outlets for sampling.

We are looking for a strong team player with a background in Key Account Management or Trade Marketing/Marketing. The ideal candidate will also possess:

  • A Bachelor's Degree in related fields.
  • 4-6 years of experience in FMCG Sales, including Key Account (KA) Sales roles, and ideally in Trade Marketing/Marketing.
  • Strong understanding of strategy and its execution in the Hong Kong market.
  • Strong financial and commercial acumen.
  • In-depth experience with Category Management and the ability to implement a category-centric go-to-market approach.
  • Proven experience in managing diverse retail customers and/or selecting and developing multiple distributors to build mutually beneficial partnerships and drive long-term growth.
  • Experience in developing customer plans and executing trade and shopper marketing programs with excellence.

Zespri International offers a competitive overall remuneration package, including a Short-Term Incentive scheme opportunity. We pride ourselves on our culture-driven environment and unique organization. Join us in shaping our future as a Regional Sales Director.

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