Head of Gourmet, South East Asia

Barry Callebaut Group


Date: 2 weeks ago
City: Petaling Jaya
Contract type: Full time
About The Role

  • The role is responsible for the mid-term commercial strategy and targets for the Gourmet business domain in the assigned market. This includes devising and executing the sales strategy, in alignment with regional/ global strategy and priorities, as well as leading a team of sales professionals towards delivering the sales volume and financial business objectives.
  • A strong focus on go-to-market strategy optimization and execution, including developing distributor networks, strategic partnerships and key account management is expected from this role.
  • The role is responsible for the development and sustainable delivery of the midterm sales plan for assigned area by ensuring the commercial enablers are in place for current and forward-looking commercial success. The role will be part of the market leadership team, and play an integral part in devising and driving the market’s commercial growth strategy.

Key Responsibilities Include

  • Develop, own and execute the mid-term strategic plan for achieving the business targets for Gourmet business including maximizing volumes, margins and profitability
  • Ensure that critical and strategic business drivers are known and understood within commercial and other relevant teams, in order to maximize sales potential in the area of responsibility
  • Understand and develop the key commercial enablers required for successful implementation of the mid-term strategic plan for assigned areas of responsibility
  • Develop and expand customers and market segments
  • Lead the end-to-end route to market and distributor management, including devising distributor strategy, setting up and harnessing distributor/ partner networks, and effectively managing distributors to drive business results
  • Create a differentiated e-commerce roll out and driving value in our high margin business
  • Nurture and maintain new and existing customer relationships as well as relationships with partners
  • Identify new business opportunities and serve as ‘frontline’ representative with potential customers to develop business
  • Manage the planning of resources (budget, forecast, manpower, etc.), oversee budgetary controls and manage expenses
  • Manage, coach and guide team members to enable their commercial performance, including through managing targets and sales processes, building capabilities, performance management, sales meetings, regular commercial reviews etc
  • Collect, analyze and assess market intelligence to devise relevant strategic and operational plans and maximize business opportunities; including e- commerce, ensure relevant trends and information is communicated to appropriate functions/ internal stakeholders
  • Provide ongoing analysis of sales performance metrics against budgeted objectives such as market share, margin, revenue growth, profitability; measure and assess effectiveness of overall commercial activities and update business plans accordingly
  • Build and develop strong relationships with global/regional/local internal stakeholders to have a clear understanding of critical priorities and objectives and establish action plans that translate into business opportunities
  • Be a part of the Market Leadership team and will be responsible for all company-wide agendas

About You

  • Bachelor's degree, preferably in Business Commercial subject or Food technologist or equivalent (Master degree preferred)
  • 12 to 15+ years of relevant experience in a commercial B2B environment, preferably in a multinational company in food industry or FMCG; knowledge and experience of chocolate industry is a plus
  • Demonstrated track record in strategically developing new customers, new products and new market segments with maximizing volumes, sales margins and customer profitability, and managing end-to-end processes.
  • Fluent in Business English; Native language is an added advantage
  • IT Skills in the MS Office and Google suite
  • Strong business acumen with solid commercial experience and credentials
  • Desire to build something to make a difference. Drive for results and ambition to win in the market
  • Natural change agent. Vibrant, performance-driven individual who possesses the fortitude to lead a transformation
  • Strong negotiation and communication skills, engaging a wide variety of internal and external stakeholders across organizational boundaries
  • Contribute to an atmosphere in which people work together, enthusiastically and effectively, in producing outstanding results. Raise performance levels of others
  • Resilient and confident individual who operates well under pressure and in global environments undergoing change. Understand how to pivot quickly when necessary
  • Proactive and entrepreneurial mindset; self-starter who takes ownership and accountability
  • Agile, flexible and comfortable with ambiguity; Ability to thrive under pressure and ability to adapt to market needs and changes
  • Strong cross-functional collaboration to achieve results
  • Excellent communication and negotiation skills
  • Hands-on style; willing to roll up sleeves
  • Inspiring and effective people management
  • Good interpersonal skills and teamwork: work cooperatively and effectively with others to set goals, resolve problems and make decisions that enhance organizational effectiveness.
  • Strong organization & planning skills
  • Strong ethics: understand ethical behavior and business practices and ensure own behavior and the behavior of others is consistent with these standards and aligns with the values of the organization.
  • Focus on client needs: anticipate, understand, and respond to the needs of internal and external clients to meet or exceed their expectations.
  • Strong in navigating complex matrix organizations, both internally and externally

At Barry Callebaut, we are committed to Diversity & Inclusion. United by our strong values, we thrive on the diversity of who we are, where we come from, what we’ve experienced and how we think. We are committed to nurturing an inclusive environment where people can truly be themselves, grow to their full potential and feel they belong. #oneBC - Diverse People, Sustainable Growth.

How to apply

To apply for this job you need to authorize on our website. If you don't have an account yet, please register.

Post a resume

Similar jobs

Product Manager - Innovation Hub Asia

Doka, Petaling Jaya
3 hours ago
Company DescriptionDoka is a world leader in providing innovative formwork, solutions and services in all areas of construction. The company is also a global supplier of well-thought-out scaffolding solutions for a varied spectrum of applications. With more than 180 sales and logistics facilities in over 60 countries, Doka has a high-performing distribution network for advice, customer service and technical support...

Finance Associate

Haleon, Petaling Jaya
20 hours ago
Hello. We’re Haleon. A new world-leading consumer health company. Shaped by all who join us. Together, we’re improving everyday health for billions of people. By growing and innovating our global portfolio of category-leading brands – including Sensodyne, Panadol, Advil, Voltaren, Theraflu, Otrivin, and Centrum – through a unique combination of deep human understanding and trusted science. What’s more, we’re achieving...

Senior Specialist - IT Governance

Grab, Petaling Jaya
23 hours ago
Company DescriptionAbout Grab and Our WorkplaceGrab is Southeast Asia's leading superapp. From getting your favourite meals delivered to helping you manage your finances and getting around town hassle-free, we've got your back with everything. In Grab, purpose gives us joy and habits build excellence, while harnessing the power of Technology and AI to deliver the mission of driving Southeast Asia...