Reporting to the Managing Director SEAPAC, the Regional Commercial Manager, Distributor Markets is a key member of the SEAPAC business unit and is primarily responsible for the management and delivery of wholesale commercial and brand objectives of the 3rd party export markets. The role manages 4 markets (Vietnam, Thailand, Philippines and Indonesia, (the distributor markets), 5 - 6 distributors (exclusive / non-exclusive) and 4 Edrington employees. The strategic purpose of the role is to uncover and deliver the markets full potential by optimising our route-to-market and route-to-consumers to ensure sustainable, safe growth within a complex Southeast region. The role will also be tasked to assess and develop Expansion Roadmap for emerging new markets such as Myanmar, Cambodia, Laos etc. as preparation for market entry in the future years.
The role also undertakes the duties as Chief Representative (CR) for Vietnam by providing leadership, brand (Supplier) expertise and administrative authorisation required for the functionality of the Representative Office in Vietnam.
Job Responsibilities:
- Responsible for the delivery and achievement of commercial objectives (sales revenue, volume, gross contribution, allocation optimisation) for the distributor export markets business.
- Partner with SEAPAC Finance, to maximise gross-to-net revenue through effective commercial strategies such as assortment allocation, channel-product mix management and optimisation of selling cost/trade investments
- Provide market insights on price and portfolio strategy of markets
- Together with Distributors, develop astute commercial strategy and growth ambition planning to uncover the growth opportunities define the strategic directions and key priorities at the local
- Actively lead, manage, and steer distributor relationshipsensuring strong alignment with the Managing Director, SEAPAC Marketing and Commercial teams whilst being accountable for business performance and developing the market strategy
- Accountable for the commercial (selling cost) spends including systematic assessment of ROI aligned with distribution prioritisation and activities
- Support the distributors in developing and refining local consumer calendars to ensure consistent and cohesive launch execution
- Assess and develop expansion strategy for new markets to capture future growth opportunities particularly with emerging Indochina region
- Inspire distributor and trade partners through exceptional storytelling of TEG's product and brand portfolio and respective brands ethos
- Strengthen brand equity and market share through flawless implementation of agreed marketing activation plans
- Keep high agility on competitors activity in commercial, pricing, operations, market entries, route-to-market and route-to-consumer models
- Ensure effective ways of working between Vietnam Rep. Office and Distributor team to achieve day-to-day performance delivery
Talent and skills:
- Degree in Business Administration, Marketing or equivalent
- Proven track record in commercial / sales operations, distributor or wholesale management and international / regional expansion
- Commercially astute and strong knowledge of the wine & spirits/premium consumer goods category and route-to-markets
- Exceptional communication, presentation, negotiation and stakeholder relationship-building skills.
- Strategic thinker while being hands-on when needed, with a data-driven approach to decision-making.
- Self-motivated and results-oriented, with the ability to work independently and as part of a team.
- Ability to manage complex situations and relationships
- Ability to travel for 50 - 70% of the time
