The Manager/Assistant Manager, Global Sales Strategy & Market Development, will play a critical role in supporting the companys international growth agenda. Reporting directly to the Sr. Manager, Global Sales Strategy & Market Development, this role will be responsible for driving analytical insights, building commercial frameworks, and executing go-to-market strategies that strengthen our competitive edge across multiple product categories and markets.
Success in this role means delivering clear, data-driven recommendations that translate into measurable sales growth, increased market penetration, and improved distributor performance. The incumbent will work cross-functionally with local market teams, distributors, and HQ functions (Marketing, Finance, HR, Product Development, Legal, Operations) to ensure that strategic initiatives are implemented with precision and impact.
This position requires a balance of strategic thinking and operational execution. The individual will be expected to:
- Develop and manage structured sales reports, dashboards, and performance reviews to provide visibility of business performance to senior management.
- Identify, evaluate, and prioritize new market opportunities, providing recommendations supported by robust business cases.
- Partner with distributors and internal stakeholders to design and execute go-to-market plans, ensuring alignment with corporate objectives.
- Support the development of pricing, trade programs, and distribution frameworks that drive profitable growth.
- Act as a center of excellence in market intelligence, competitor analysis, and global best practices.
The role fits into the company as a key enabler of growthbridging HQ strategy with in-market execution. Success will be measured by the quality of insights delivered, effectiveness of commercial programs, and the ability to help markets achieve and exceed their sales and market share targets.
Responsibilities and Duties
Sales Strategy & Execution
- Support the development and rollout of global sales strategies, ensuring alignment between HQ objectives and market-level execution.
- Translate HQ strategy into clear market-level action plans with timelines, KPIs, and accountability.
- Track execution progress against sales targets and escalate risks/issues proactively.
Distributor & Market Development
- Identify, evaluate, and onboard potential distributors in new and existing markets, ensuring fit with company standards.
- Manage distributor performance reviews, tracking sell-in/sell-out volumes, coverage, and compliance with agreed terms.
- Recommend corrective actions for underperforming markets or distributors.
Business Performance Tracking
- Develop, maintain, and deliver structured dashboards and sales performance reports for management visibility.
- Conduct monthly and quarterly performance reviews with clear insights and recommendations.
- Consolidate market intelligence (pricing, share, competitor moves, regulatory changes) into actionable insights.
Go-to-Market (GTM) Planning
- Assist in designing GTM frameworks for new product launches and market entries, covering pricing, trade programs, retail activation, and distribution planning.
- Coordinate with internal and end market teams to ensure alignment and readiness for launches.
- Monitor GTM execution in-market and measure against success KPIs (sales, distribution, trial/conversion, ROI).
Commercial Analysis & Business Cases
- Build financial models to evaluate new market opportunities, distributor deals, and investment requirements.
- Provide ROI-driven recommendations to support senior management decision-making.
- Support negotiations with partners through data-backed analysis.
Processes & Controls
- Ensure compliance with HQ-standard sales processes, reporting formats, and approval requirements.
- Use ClickUp and other monitoring tools to track sales execution and enforce accountability across markets.
- Act as a point of control for ensuring distributor agreements, pricing structures, and trade programs are properly documented and adhered to.
Qualifications & Requirements (Education, Experience, Skills, Knowledge, Etc)
- Bachelors degree in Business, Marketing, Economics, or related field (Masters preferred but not mandatory).
- Minimum 57 years (Manager) / 35 years (Assistant Manager) of relevant experience in sales strategy, commercial planning, or business development.
- Proven track record in working with distributors, trade partners, or FMCG/tobacco/NRT categories across multiple markets.
- Strong exposure to go-to-market strategy, distributor management, and cross-functional coordination (Marketing, Finance, Trade, Supply Chain).
- Experience in building dashboards, sales reports, and performance tracking systems (Excel, PowerBI, or similar).
- Background in developing and presenting business cases/financial models to senior management.
Technical Skills
- Advanced proficiency in Excel and strong capability with PowerPoint (dashboards, financial modeling, presentations).
- Familiarity with project management tools (ClickUp, Asana, or similar) and ERP systems (SAP/Oracle/Navision preferred).
- Strong analytical ability able to translate raw data into clear insights and recommendations.
Soft Skills & Competencies
- Highly structured and detail-oriented, with strong follow-through on execution.
- Ability to manage multiple priorities across regions and time zones.
- Strong communication skills able to work effectively with senior management and local teams.
- Commercial acumen with the ability to balance growth ambitions with cost/ROI considerations.
- Comfortable working in a lean, entrepreneurial environment where proactive problem-solving is critical.
Other
- Willingness to travel as required to support market visits, distributor engagements, and business reviews.
- Fluency in English (additional regional languages a plus).
