All posting locations: Manila, , Philippines
Job Function: 01 - Sales
Date Published: 07-Mar-2023
Ref #: R-67420
Description & Requirements
Main Purposes of the Job:
- Lead the commercial execution of country business plan in Retail & Foodservice
- Manage the daily country operations & identify key opportunities to accelerate growth & profitability in the market(s) through increase distribution- perfect store execution- portfolio management- and acquisition of new business.
- Evaluate & improve GTM with the mindset of efficiency and effectiveness.
- Identify & commercialize sizeable opportunities with Lift & Launch and Innovation.
- Oversee consumer/shopper strategy.
- Maintain effective relationship for both internal (Marketing- Operations- Finance- Regional Foodservice- & HR) & external (distributors & customers) teams & stakeholders.
- Develop & implement guidelines to support the local commercial team to achieve MBO.
- Ensure compliance with local government polices & regulations as well as KHC ethics & country regulatory.
Job responsibilities:
- D&A Management
- Key Performance Indicators: Delivery of annual budgeted:
- a. Net Sales Value (NSV)
- b. Profitability / Contribution Margin
- c. Innovation/lift and launch pipeline
- Lead top-to-top relationship management with key customers in both Retail & Foodservice
- Accountable for the local execution of Foodservice projects from the Region and/or International Zone in key sub-channels specifically in QSR- FSR- Hotels.
- Data-driven. Thoroughly understand SELL-OUT and SELL-IN data to derive insights & identify opportunities to grow.
- Ensure effective D&A Management in both Retail & Foodservice
- Ensure accurate/correct monthly forecasts are submitted ahead of deadline with the objective/ intention to achieve the forecast accuracy target.
- Identify & collaborate with regional stakeholders for Lift & Launch and Innovation opportunities. Commercialize upon launch.
- Lead the competency development of the local sales team and ensure their individual development plans are in-place & active.
- Grow sales (volume & value mix)- market share and weighted distribution within scope.
- Drive Kraft Heinz strategic commercial plans including but not limited to: new market/channel entry- geo-expansion- direct-to-consumer- new product launches- cross-category promotions- distributor management- trade engagement/loyalty- promotion adherence- etc.
- Build integrated business plans to drive sales within scope and engage all stakeholders for execution.
- Optimize portfolio strategy (SKU/channel/area mix) to attain maximum value creation.
- Build the “Kraft Heinz” brand name to give consumers compelling reasons to choose our brand over competing brands
- Develop a tactical program to support both Marketing and Sales objectives and expand distribution channels\
- Contribute to structure and implement segmentation and RVP (Retail Value Propositions) by segment and merchandising standards.
- Ability to build and maintain effective relationships with internal and external stakeholders
- Ensure all business practices comply with policies and regulations of the government and Heinz ethics
- Monitor and/or assess industry's regulatory changes as well as competitive activities and their impact to Heinz
Qualifications:
- 3-5 years experienced as Sales or Channel Head in reputable FMCG company preferably MNC companies or global food & beverage or consumer brands
- 5 years’ minimum of Sales/ Marketing/ Business Development (FMCG/FMCG Distributor) which covers both Retail & Foodservice
- Strong in analyzing sales data- negotiation- relationship Management
- Proficient in Trade Marketing and Consumer insights
- Proficient in Lift & Launch and Innovation
- Expert in Root-cause analysis- Critical Thinking & Problem Solving
- Strong team management with experience of leading big team
- Amicable to work in a matrix organization.
- Resilient- curious- strong executor
- Strong ability to quickly troubleshoot shortfalls and operate independently (Strong Self Starter)
- Customer-centric mindset
- Fluent in English
About Us
The Kraft Heinz Company is one of the largest food and beverage companies in the world, with eight $1 billion+ brands and global sales of approximately $25 billion. We’re a globally trusted producer of high-quality, great-tasting, and nutritious foods for over 150 years. Our brands are truly global, with products produced and marketed in over 40 countries. These beloved products include condiments and sauces, cheese and dairy, meals, meats, refreshment beverages, coffee, infant and nutrition products, and numerous other grocery products in a portfolio of more than 200 legacy and emerging brands.
No matter the brand, we’re united under one vision: To sustainably grow by delighting more consumers globally. Bringing this vision to life is our team of 39,000+ food lovers, creative thinkers, and high performers worldwide. Together, we help provide meals to those in need through our global partnership with Rise Against Hunger. We also stand committed to responsible, sustainable practices that extend to every facet of our business, our consumers, and our communities. Every day, we’re transforming the food industry with bold thinking and unprecedented results. If you share our passion – and are ready to create the future, build a legacy, and lead as a global citizen – there’s only one thing to do: join our table and let’s make life delicious!
Our Culture of Ownership, Meritocracy and Collaboration
We're not afraid to think differently. Embrace new ideas. Dream big. We empower our people at every level – from entry-level intern to senior leader – to own their work. We share a responsibility to think like Owners – to be mindful of the collective and sustained success of Kraft Heinz – which we apply to every situation, every day.
As part of Kraft Heinz, you're supported to grow and achieve. You’re expected to bring your authentic self to work every day, to lead with humility, and drive outstanding performance at every level – and you’ll be rewarded. You’re given opportunities to leave a mark and build a legacy. But you won’t do it alone. You’re supported by passionate teammates along the way, and our collective, collaborative spirit fuels our incredible progress.
Kraft Heinz is an Equal Opportunity Employer - Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.