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Brief Summary of Job Profile: Responsible for developing and leading the commercial strategies and plans for coffee products produced by the roasting factory. This role focuses on identifying and expanding market opportunities, both domestic and international, enhancing brand presence, and actively seeking and acquiring potential customers to drive sustainable and scalable business growth.
Key Accountabilities:
1. Market Planning & Business Development
- Develop private label and roastery commercial strategy building including geographical and channel strategies.
- Translate market intelligence into actionable strategic initiatives that drive long-term revenue and margin growth.
- Lead identification and acquisition of new business opportunities across international and domestic markets, including partnerships with distributors, agents, and key accounts.
- Initiate tailored market entry plans, pricing strategies, and product positioning by region and customer segment.
- Drive strategic customer segmentation and define value propositions to maximize penetration and profitability.
- Lead budgeting and forecasting for commercial activities, with full P&L accountability for the coffee product portfolio.
- Monitor emerging industry trends to inform and enhance commercial planning and market positioning.
2. Distribution Development & Sales Operations
- Build and grow multi-channel distribution systems: distributors, retailers, supermarkets, and e-commerce, both locally and globally.
- Manage sales operations, including contracts, delivery terms, trade promotions, credit policies, and revenue tracking.
- Maintain and strengthen relationships with key trade partners and explore new ones in potential markets.
- Drive performance management of distribution channels to identify opportunities for cost efficiency and growth.
3. Product Commercialization & Cross-functional Management
- Collaborate closely with Coffee Product team to develop market-aligned product.
- Partner with Marketing to enhance brand awareness and support sales initiatives.
- Lead cross-functional collaboration to ensure operational readiness, product quality, and market responsiveness.
- Provide commercial input during new product development to ensure alignment with market demand and profitability goals.
4. Performance Tracking & Risk Management
- Lead commercial performance reviews with executive stakeholders, tracking KPIs related to revenue, margin, channel growth, and strategic goals.
- Identify and mitigate commercial risks related to payment terms, contracts, logistics, and compliance.
- Recommend timely actions to maintain stable, effective, and scalable commercial operations.
- Develop and maintain dashboards or reporting tools to support data-driven decision-making.
Yêu Cầu Công Việc
Education/ Training Qualifications:
- Bachelor’s degree in Business Administration, International Trade, Marketing, or a related field. MBA or equivalent advanced degree preferred.
- Professional certifications in sales, export, or strategy (e.g., CIM, ISM) are a plus.
Work Experience:
- Minimum 10 years of experience in sales or market development, with at least 3 years in a director or equivalent senior capacity, preferably in FMCG or packaged food/beverage industries, with exposure to both domestic and export markets.
- Strong understanding of FMCG distribution and import-export processes.
- Prior experience with coffee products is a strong advantage.
- Proven success in developing and executing commercial strategies across multiple channels (e.g., B2B, retail, e-commerce, distributors).
- Demonstrated track record of international business development, including market entry and partner acquisition.
- P&L ownership and experience with budgeting, forecasting, and financial planning.
Knowledge of:
- Strategic sales and business development
- Domestic and international market expansion
- Basic knowledge of export/ import regulations & compliance
- Strong project management skills, with the ability to prioritize tasks, meet deadlines, and manage resources effectively.
- Strategic thinker with strong analytical and commercial acumen, with the ability to analyze data, interpret data, identify trends, and make data-driven decisions.
- Detail oriented and quick learner.
Skills (Ability to):
- Strong communication and stakeholder management skills, with the ability to work cross-functionally and influence key decision-makers.
- Problem-solving, results-oriented, and proactive approach.
- Fluent in English written and verbal skills.
- Proficient in Microsoft Office Suite (Outlook, Word, Excel); familiarity with Internet
Other special requirements: Working location: HCM Office, travel to factory at Ba Ria - Vung Tau twice per week by shuttle bus.
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