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Careers at Bacardi

Head of Sales - Thailand

Job Name

Head of Sales - Thailand







Reporting Line:

Managing Director – Southeast Asia

Job type:

Full time

Lead recruiter:

Kelly Scarfe

About the role

As the Head of Sales - Thailand, you will be accountable for creating value through driving revenue, building brands, impeccable execution in the trade and developing strategic relationships with our distributor partners. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence in the country. Your deep commercial knowledge, ability to build brands, develop strategic relationships and lead and coach a Sales and marketing team will be key to your success in this role.

  • Build relationships with Key On and Off trade customers
  • Drive AVQPAP implementation across the Bacardi Martini portfolio across all channels
  • Working closely with team, you will drive a shared vision and winning team spirit among the internal and distributor sales teams.
  • Working with your team, you will monitor and measure the success of our distributor partners against a performance framework, and hold Distributor partners accountable for revenue and impact
  • Work within your territory optimize Bacardi efficient and effective Route-to-Market
  • You will coordinate with relevant commercial capability resources inside the Bacardi system to build capability of our distributor partners and ensure implementation of standardized Commercial best practices.
  • You will drive use of Commercial Way assets (e.g. Pictures of Success) and approach to activate our brands to influence consumers at the point of purchase
  • You will be accountable for planning and delivery of the channel and shopper programs agreed in the Country Integrated Activity Plan (IAP). 
  • You will drive key relationships with our distributor partners and influence the positioning of Bacardi brands in the Country, and distributors’ portfoliosLead, coach and manage the Bacardi (Thailand) Limited team to deliver key revenue and brand KPI targets as determined by the Country vision and strategic plan. 


Deliver results & excellence in execution

Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
Complete Picture of Success surveys and work with distributor counterparts to deliver POS execution targets
Develop and manage priorities - Create region/market plan around commercial initiatives – linked with territory priorities
Build and implement annual plans  with clear tactics and goals in partnership with distributors that reflect territory IAP programs and deliver excellent execution
Manage market / channel / account performance on a monthly basis – working with distributor counterparts to ensure delivery of forecast and budget (volume / value / execution) in line with Bacardi Scorecard
Ensure trade terms are pay for performance and support Bacardi priorities
Manage distributors throughout the year to deliver on agreed planand versus scorecard
Identify action plans to drive  value, volume, or execution improvement and implement
Actively build Distributor capability to create value for Bacardi and distributor
Input into the country IAP process to ensure local channel and customer needs are captured
Continuously optimize our Route–to Market and Cost to Serve in your territory. 
Build effective long-term relationships with distributors to drive financial impact
Provide accurate forecast sand manage price plans, discount plans and budgets
Ensure that timely input and feedback on the Country.

Develop talent and capability

Implement learning and development plans for your team based on Commercial Excellence approach
Implement standardized Commercial best practices (e.g. Winning with Distributors)
Ensure distributors and your team have any resources needed to deliver desired results—leverage key assets to optimize results, and quickly ipmlement best practice programs locally
Connect team resources and capabilities (e.g. RGM, POS, research, selling support materials to support local business objectives
Input into decisions related to key people in your  team

Create a winning team

Work with the Country team and distributors to build a shared sense of purpose among your sales & marketing teams
Align distributors and your sales and marketing teams behind targets and create a passion for winning
Recognize accomplishments and behaviors in a timely manner
Ensure distributors and your team have a knowledge of Bacardi history and culture

Innovation: Identify, develop, and make improvements to new ideas, techniques, procedures, services, or products

Skills and Experience

To be successful in this role you will have/be:

·       5 – 10 year Experience in sales in a leading FMCG company and leading teams.

·       First hand Field Sales experience

·       Demonstrable track record of performance in Commercial

·       Trade/customer marketing experience

·       Proficiency in English language skills

The following experiences are preferred:

·       Experience in the Spirits Industry, or Beverages is a distinct advantage

·       Experience in additional functions beyond the ones listed above

Our culture

We share the passion and entrepreneurial flair of our founder and are guided by our three culture pillars - Fearless, Family and Founders, they inspire our Primos to be the best they can be and drive us forward in all we do. But what does this mean?

·       Being Fearless; means adopting an agile mindset, being comfortable trying new things and taking risks. We are empowered to question, challenge and innovate.

·       Family; We treat each other, and our communities, like Family. Always.

·       Founders; The spirit of entrepreneurship is at the heart of everything we do. We see the business as if it’s our own. We do the right thing for the business and we all take accountability for our work.

When you join Bacardi, you become part of our family and gain more than just a job.