Head of Channel Development

Senior Manager, Customer Development

Senior Brand Manager

Head of Treasury

Head of IoT

National Business Development Manager

Channel Sales Manager-Modern Trade

Sales Manager – Traditional Trade (KSA)

Senior Key Account Manager – E-Commerce

Head of Finance and Accounting

Responsibilities: Business Analysis <ul><li>Drives Channel analysis (Overall channel-based segment / portfolio trends within different geographies, consumer trends, competitive analysis for the channel. Analysis of total channel business value and contribution of PMIDF &amp; other TMOs).&nbsp;</li><li>Drives Industry analysis (Multicategory Trends Follow Up, Account &amp; Channel Based overall Financials / P&amp;L / Performance analysis, Follow up activities of regional / global duty-free associations, Follow up of regulatory developments etc.) for the channel. Ensures industry analysis is considered as part of the channel strategy and plans.</li><li>Monitor the net operating revenue drivers (volume, price, mix effects) and the progress of trade terms for key accounts within the channel.</li><li>Channel performance KPIs and conduct regular channel performance tracking and reporting to Duty Free’s MT.</li><li>Post activity and ROI assessments within the channel.</li></ul> Strategy Definition Channel Development: <ul><li>Defining a channel value proposition and consequent business model that ensures short term profitability and future long term business growth.&nbsp;</li><li>Owns the trade spend strategy &amp; identify channel-based investment metrics which define the criteria and business drivers.&nbsp;</li><li>Responsible for defining and championing a PMIDF touchpoint segmentation and gives and gets framework to prioritize investment within the channel. Ensuring these are incorporated into the negotiation with key accounts and consequent post implementation within the channel.&nbsp;</li></ul> Business Development &amp; Partnering Portfolio Planning: <ul><li>On selective cases and with strong substantiation, proposes channel-based adaptations from the global portfolio strategy based on input from Customer Development and overall business priorities for the channel.</li></ul> Digital Marketing and CX: <ul><li>Work together with Marketing stakeholders to identify Consumer Journey within the channel and opportunity to engage LAS. Make proposals to develop/adapt toolboxes that improve the quality of engagement within the channel in line with channel’s value proposition and agreed objectives.</li><li>Explore joint with Marketing digital solutions that could increase the consumer experience within the channel.</li></ul> S&amp;PD: <ul><li>Formulate recommendations to adapt DF’s pricing strategy within the channel by incorporating in the analysis channel-specific levers.</li><li>Work together with S&amp;PD team to formulate a pricing strategy for new business expansion scenarios within the channel.</li><li>Review trade remuneration frameworks to ensure these take into consideration channel specific levels and objectives. When necessary, propose adaptations of the framework that better accommodate channel needs.</li></ul> Commercial Planning: <ul><li>Works together with the Commercial Planning team to ensure that business cases for new portfolio introductions or market expansions incorporate channel specific objectives, enablers and metrics.</li></ul> Channel Development Mission <ul><li>Channel Development’s main goal is to develop and maintain channel specific strategies, tools and processes to drive business expansion and innovation with an in-depth understanding of value proposition of the channel and consequent channel growth opportunities.&nbsp;This is achieved through:</li><li>Assessing businesss performance within the channel as well as other internal and external factors (consumer, competition, channels and industry) impacting profitability, SoM and revenue growth opportunities. Use fact based, data driven analysis to synthetize information, draw insights and conclusions and formulate a comprehensive channel strategy</li><li>Jointly working with Head of Portfolio to identify right portfolio assortment within the channel based on an in-depth understanding of the consumer base transiting in the different geographies that have a strong channel presence.&nbsp;</li><li>Partnering with the Digital Marketing team to identity the ideal engagement strategy and toolboxes to support channel growth opportunities.</li><li>Partnering with S&amp;PD to develop a cohesive pricing and trade remuneration strategy based on an in-depth understanding of the channel and the main strategic levels to achieve business objectives for the channel.</li><li>Working together with Area Deployment Heads to identify the main KAs partners across the channel and formulate a cohesive negotiation strategy that foster category growth within the channel.</li></ul> Area Deployment <ul><li>Field Intelligence: Industry, Channel, Consumer &amp; Competition</li><li>Account Planning &amp; Negotiation</li><li>Deployment &amp; executional excellence</li></ul> S&amp;PD <ul><li>PMIDF Strategy &amp; LRP (Portfolio, Pricing, etc.)</li><li>Pricing strategy &amp; data modelling</li><li>Monthly COT, NOR &amp; Cost Alignment</li></ul> Marketing <ul><li>Portfolio and CX Experience Strategy</li><li>Digital marketing toolboxes</li></ul> External Affairs <ul><li>Regulatory environment impacting channel growth potential.</li></ul> ﻿Requirements: <ul><li>Should have experience in channel specific strategies, tools and processes to drive business expansion and innovation with an in-depth understanding of value proposition of the channel and consequent channel growth opportunities.</li><li>Exposure in Commercial projects experience (channel development, commercial strategy, etc)</li><li>Should be from FMCG background (or related such as F&amp;B, cosmetics, electronics) industries experience.</li><li>Excellent experience in Strategy Planning, Commercial Development and Channel Development.</li><li>Should look after profit, revenue etc.</li></ul>

Responsibilities: <ul><li>Help design and support implementation of an enhanced Modern Trade channel operating model, processes and standards.</li><li>Implementation of standardized practice of Customer engagement model by market, by customer including:</li><li>building tools &amp; standard approach for Sales and retail data required on the External &amp; Internal customer business reviews at all levels within the organizations,</li><li>Business planning processes,</li><li>Account management process</li><li>Develop and deliver the commercial customer planning cycle including the omnichannel approach&nbsp;&nbsp;</li><li>Lead and coordinate with the key MT market the adaptation and usage of standardized processes and tools.</li><li>Support markets in developing a strategic relationship with 3 Top Customers across Top 3 markets by participating in the core meeting</li><li>On the Job coaching &amp; capability development of the CAMs organization in the markets to lead a MT standard channel operating model roll out</li><li>Analyze and communicate additional MT CAMs needs, Customer needs &amp;feedback to the business.</li><li>Enhance data driven customer collaboration by suggesting additional retail sales and insights-based tools</li><li>Support the business through performance analysis and insights into our MT channel operation</li></ul> Requirements: <ul><li>Excellent experience in consumer goods sales across Food/Non-Food categories</li><li>Minimum 4 years’ experience in managing sophisticated MT retailers</li><li>Minimum 2-3 years’ experience as Trade Marketing, Category and Shopper head&nbsp;</li></ul>

Responsibilities: Brand Planning: <ul><li>Develop brand marketing strategy and execution plans based on category strategy, annual budgets, overall sales, margins and market share targets, brand focus and present to supervisor</li><li>Build annual brand portfolio growth plans to achieve the brand growth targets&nbsp;</li><li>Develop optimal brands’ pack type, price and channel portfolio to meet consumer segmentation needs while achieving the profitability goals</li><li>Interact with division and global category teams to discuss brand positioning, architecture, issues etc.</li><li>Conduct in-depth analysis of market, consumer and customer analysis to derive data-driven actions to guide the brand marketing plan development and optimization</li><li>Conduct ROI analysis to monitor, improve and deliver optimum DME efficiency</li></ul> Marketing Execution Leadership and Management: <ul><li>Concepts: develop, qualifies and implements insight-driven marketing ideas, concepts and innovations across all aspects of marketing mix</li><li>Advertising and Media: lead development and deployment of superior consumer communications across all advertising and media channels</li><li>In-store activations: drives superior in store merchandising, sampling and promotion programs to build winning in store impact and consumer off-take</li><li>Agency management: Manage the advertising, media, PR, and promotion agencies to derive superior business results</li><li>Product/packaging innovations: build and drive the continuous stream of product and packaging innovations to achieve sustainable growth for the brands</li><li>Relationship Building: Visit critical markets and key customers regularly to understand latest consumer behavior patterns for all allocated brands</li><li>Initiate the PR / PO process by sharing request and required documents; Escalate in case of issues</li></ul> Creative Communication: <ul><li>Provide brief to the advertising agency for creatives, story board, celebrities to be used for endorsement, etc.for allocated brands; Seek inputs from Category Head, as required</li><li>Share media plans for the brands and seek inputs from Category Head to ensure alignment with objectives</li><li>Participate in reviewing and finalizing ad films jointly with Category Head</li></ul> Business Analysis and Realization: <ul><li>Conduct in-depth analysis of market, consumer and customer analysis to derive data-driven actions to guide the brand marketing plan development and optimization</li><li>Conduct ROI analysis to monitor, improve and deliver optimum DME efficiency</li></ul> Personal Capability Development: <ul><li>Responsible and committed for the training and development plan for self&nbsp;</li><li>Be the ‘owner’ for continuous growth under the supervision of the Category Head</li></ul> Requirements: <ul><li>Education: MBA (Reputed Institute)</li><li>7+ yrs of experience in Brand Marketing (Chocolate Division)</li><li>From FMCG companies</li><li>Prior experience of working closely with sales/Retail teams; R&amp;D/Supply chain &amp; external agencies partners</li></ul>

Job Role: <ul><li>Country Treasurer successful candidate will be responsible for managing a team whose function it is to develop, implement and maintain robust balance sheet controls to ensure solvency and efficient usage of balance sheet resources.</li></ul> Responsibilities: The Country Treasurer is responsible for: <ul><li>Prudent management of the Balance Sheet of each Legal Entity and disciplined practices in managing treasury risk exposures</li><li>Managing the capital, funding and liquidity of all the legal vehicles within their jurisdiction across all lines of business</li><li>Provide advisory service on treasury strategy and support Country-specific ALCO discussion</li><li>Devise treasury strategies with Markets Treasury, Market Risk and business segments.&nbsp;</li><li>Providing product, customer and geographic businesses with risk identification, risk management, product development and funding strategy through appropriate transfer pricing of both interest and liquidity risks, as approved by the Country ALCO and the Regional Treasurer</li><li>Monitoring of resultant liquidity, interest rate and currency risks, adhering to buffers, limits, triggers and reporting integrity, of local and global minimum requirements.</li><li>Evaluation of activities with all businesses to ensure regulatory and local rating agency requirements are met with respect to balance sheet, liquidity, interest rate, FX, and capital measurements</li><li>Communication to Country ALCOs and Regional Treasurer of accurate and timely information about material balance sheet exposure, changes, and issues.</li></ul> Requirements: <ul><li>Expertise in local regulation regarding liquidity and capital is required</li><li>Understanding of legal entity structure, systems, and businesses.</li><li>Experience operating at a senior level with a deep and robust history of meaningful engagements with senior leaders, regulators, and rating agencies.</li><li>Knowledge of capital markets is desirable.</li><li>Experience in benchmark submissions or an execution role in interest rates is desirable.</li><li>English language at proficient level both written and oral</li></ul>

Responsibilities:&nbsp; <ul><li>Responsible for designing product architecture &amp; schematic, hardware simulation, etc.</li><li>Developing design documents, product specification sheet &amp; product BOM</li><li>Designing schematics, PCB Design &amp; Architecture diagram to support development of given solution</li><li>development of hardware products starting from requirement analysis to system study, designing, components identification/procurement, prototyping, integration of units, documentation, and implementation</li><li>Identification of appropriate sensors as per product configuration for building the capabilities in the products for diagnostics &amp; data collection with digital/ analogue interfaces</li><li>Creating testing &amp; reliability plans, cases &amp; benches for conducting tests of hardware, electronic components at various stages as per the product design.</li><li>Compliance of the electronics designs &amp; components to relevant test protocols &amp; regulatory requirement</li></ul> Requirements:&nbsp; <ul><li>BE/ BTech in Electronics Engineering with 10-12 years’ experience or ME/MTech with 8-10 years of relevant industry and domain experience.</li><li>Possess thorough knowledge of Electronics Design &amp; standards for components and manufacturing processes including power component / logic circuits etc.</li><li>Strong abilities in creating, reading Schematics &amp; CAD work with proficiency in designing &amp; developing new products in conformance with pre-defined technical specificationsKnowledge of the vendor base/ Manufacturers of critical electronic and electro-mechanical components and sensors.</li><li>Significant hands-on experience and proficiency on Design, Development and testing of power supply circuits, Microcontroller based PCBA etc.</li><li>Exposure to electronic Manufacturing processes including PCB assemblies and testing.</li><li>Well versed with SMART product trends like IOT and high-end HMIs, displays etc relevant to consumer products with most recent experience on IOT, connected products and such designs.</li><li>Should have Good written / oral communication skills, inter-personnel skills and Self-motivation.</li><li>A good team player, capable of handling and motivating a team for successful project delivery</li><li>Possess good analytical skills and have flair for technical &amp; engineering aspects of product design</li></ul> Technical Skills:&nbsp; <ul><li>Deep knowledge on Microcontroller based design &amp; application knowledge, Mix signal Design, Analog &amp; Digital Circuit Design.</li><li>On Board Interface Protocols like I2C, SPI, CAN, UART, SD, LCD &amp; Memories</li><li>Communication Protocols like RS485, RS232, Ethernet, USB, Fibre-Optic, 11O7-Optical Communication &amp; ISDN-PRI</li><li>Wireless Protocols like RFID, Wi-Fi, Zig-Bee, GSM, NB-IOT</li><li>Testing Instruments like Spectrum Analyzer, LISN, ESD Gun, Digital Oscilloscope, Signal Generator, Digital Multi-Meter</li><li>Zuken CADSTAR, Altium, Mentor Graphics PADS, Xilinx ISE, Microsoft Visio, OrCAD &amp; PSPICE Simulation.</li><li>DFM &amp; DFT base design, Knowledge of reliability analysis DFMEA, MTBF, Good knowledge of EMI-EMC</li></ul>

Responbilities : <ul><li>Develops understanding of the Consumer Journey through all channels and turns insight into action&nbsp;</li><li>Defines Business Development at country level, by type of clients and channel within maximum distribution</li><li>Identifies new retail/channel/shopper trends</li><li>Defines category vision by channel (growth, profit, valorization, look of success, penetration, loyalty), leveraging brand portfolio, based on Customer &amp; Customer &amp;&nbsp;</li><li>Business Drivers</li><li>Uses Consumer Knowledge to guide multi-brand promotional strategy fit to consumers / Customers expectations and business requirements</li><li>Fosters collaboration between brands and ensures consistent category vision and alignment</li><li>Develop trade category channel plan</li><li>Acts as key enabler cross-functionally to drive process efficiency</li><li>Masters Commerce Fundamentals</li><li>Activates Business Drivers</li><li>Pursues turnover and profit optimization</li><li>Stays up-to-date with market, consumers&amp; competitors</li><li>Builds on categories Shopper insight</li><li>Develops Customer Centric Business</li><li>Collects and connects comprehensive knowledge about the retailer/platform</li><li>Influences the retailer/platform</li><li>Builds retailers/category/platform development plans</li><li>Adapts brand portfolio, pricing, distribution and promo strategy in contextual to the category growth drivers</li><li>Collaborates across functions</li><li>Builds Selling Proposition and Negotiate</li><li>Builds Selling story&nbsp;</li><li>Sets negotiation priorities&nbsp;</li><li>Forecasts business with accuracy</li><li>Drives Point of Sales field execution</li><li>Follows-up &amp; controls</li><li>Masters brand selling scenarios</li><li>Facilitates workshops to upskill cross-functional teams on category, channel, RGM, business planning, business analytic topics</li></ul> Requirements : <ul><li>A graduate with a degree in Business Management, Marketing, Commerce or equivalent;</li><li>Has at least 10 years work experience in Commercial</li><li>Demonstrated effectiveness in coaching &amp; developing talent</li><li>Good project management skills and effective communication skills</li><li>Ability to handle a fast-paced environment and operate independently with ambiguity</li><li>A true Team Player</li><li>A solid networker that builds strong relationships with employees and stakeholders across the organisational hierarchies</li><li>A challenger who questions the status quo and pushes teams to achieve objectives</li><li>A learner who keeps himself/herself abreast of the latest in HR to make the HR offer relevant and cutting-edge</li><li>Process-driven and with excellent project and time management skills</li><li>Practical and someone having a methodical approach to problem-solving</li></ul>

Responsibilities: <ul><li>The incumbent will strategize and execute sales activities for target channels.&nbsp;</li><li>He/she is responsible for collaborating with cross-functional partners and distributor to manage all aspects of the Modern Trade business including, business planning, strategy and development</li><li>Achieve assigned business objectives and targets of assigned customers in terms of sales value, inventory and trade spends by category.&nbsp;&nbsp;</li><li>Co-ordinate internally with Category Manager and Marketing Manager to develop customer POP driver (distribution improvement, promotion activities, sell-in distribution, merchandising, sales call effectiveness and collection) and customer management plan.</li><li>Manage the development of Retailer Joint Business plans to be in line with the company business objectives and category channel strategy as agreed in the FY Distributor JBP Targets.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</li><li>Build strong network and relationship with Shared Distributor Account team to leverage Power of One direction, exchange best practices for key customers, and ensure business support from the distributor on a timely basis.</li><li>Work with Shared Distributor Channel &amp; Account Manager for trading terms negotiation with customers based on deep dive analysis to ensure channel/customer profits.</li><li>Gaining insight from customer data (i.e., DH, CSmart, Tops) and apply fact-based information for local campaigns</li><li>Develop good relationships with retailers to maintain the sound business relationship via regular meeting with customers (i.e., business plan, monthly/quarterly business review, etc) on a pre-defined regular basis. Co-ordinate meetings between Shared Distributor Account Manager and the customers top management.&nbsp;&nbsp;</li><li>Co-ordinate with the cross-function in Distributor (i.e., Trade Team, Shared Account Team, SCM and Merchandiser) to ensure field execution excellence as per POP Drivers</li><li>&nbsp;Optimize Trade spending based on effective return on investment to manage the assigned accounts profitably and align with agreed KPIs.&nbsp;</li><li>Track and monitor Trade Spend report on monthly basis</li><li>Manage internal planning and control i.e., demand planning, promotion brief and evaluation, and accounting settlement</li><li>Close contacts with distributor KAMs, trade marketing and country manager on regular basis</li></ul> Requirements: <ul><li>Preferably should have handled the leadership role in Modern Trade for FMCG companies in Thailand with an overall experience of 10+ years.</li><li>Have a vast track record of successfully growing MT retail sales performance as well as delivering on budget and long-term strategy.</li><li>Workable knowledge of route-to-market development with specific focus on key account management model</li><li>Strong Distributor Management experiences are required</li><li>Additional functional experience, preferably in Marketing, Trade Marketing is an advantage</li><li>Highly analytical and numerate</li><li>Have a key interest in the product and category they have worked with and have a great understanding of customer and market behavior and able to adapt to changes.</li><li>Be an exceptional senior stake holder manager, both internally and externally and able to influence and take people on a journey at all levels.</li></ul>

RESPONSIBILITIES: <ul><li>Responsible for setting, agreeing, and driving achievement of the annual revenue goals for the assigned channels and to set and monitor relevant targets for each Distributor monthly &amp; annually.</li><li>Executes the Go To Market channel strategies and provide expertise and direction to the team on the use of selling tools and all relevant materials needed to enable a successful sell-in.</li><li>Work cross functionally with counterparts in Sales teams, customer marketing, supply chain, and Distributors Teams to ensure alignment on distribution and commercial priorities to ensure key activities readiness.</li><li>Ensures sales team alignment with category, channel strategies and Distributor partners.</li></ul> REQUIREMENTS: <ul><li>Significant sales management experience within Top Tier FMCG company.</li><li>Significant experience of distributor management &amp; sales management experience within KSA.</li><li>Experience and track record of success leading teams working on elevating channel strategy and/or brand initiatives.</li><li>Proven track record increasing revenue by contributing, driving, &amp; executing with excellence a holistic business plans inclusive of short and long term business strategies and financial targets.</li><li>Team player who can communicate effectively and develop solid relationships across multiple levels.</li></ul>

Role Description: <ul><li>In this function lead role, you will work very closely with the PPD Brands in formulating the E-Commerce strategy for them.</li><li>The location of the job will be Mumbai.</li></ul> Responsibilities: <ul><li>Lead and negotiate annual agreements with Ecommerce partners.</li><li>Develop plan, KPI and Goals to achieve for each Ecommerce partner.</li><li>Define and implement Go to Market strategy with cross functional teams (marketing, supply chain, IT, sales,…).</li><li>Identify new ecommerce trends and opportunities for business growth and implement action plans.</li><li>Prepare and present products proposals to future and current Ecommerce partners.</li><li>Handle specific sales events thanks to collected information from marketing department to enhance brand’s visibility and improve sales performance.</li><li>Analyze and interpret Ecommerce partner’s sales report to identify strengths, weaknesses and business opportunities.</li><li>Ensure E-commerce benefits all, i.e. drives consumers and revenues to salons.</li><li>Business delivery of turnover and market share as agreed.</li><li>Aligned profitability of the Ecommerce channel.</li><li>Excellence in execution to drive superior customer experience.</li><li>Drive efficiency and effectiveness for all media and promotional campaigns.</li><li>Building a strong Ecommerce team and upskilling all key stakeholders in terms of their</li><li>Understanding of the new channel and its drivers.</li></ul> Requirements: <ul><li>MBA</li><li>Shopper and consumer centricity.</li><li>Analytical skills to drive insight from data.</li><li>Develops Business Operations, Enhance Selling and Category Development.</li><li>Good communication and presentation skills, Build Selling Propositions and Negotiate.</li><li>Masters Ecommerce Consumer Journey and Digital levers.</li><li>Good understanding of Ecommerce systems and processes.</li><li>Monitor Sell-in and Sell-out excellence.</li></ul>

Responsibilities: <ul><li>Develops financial well-being of the organization by providing financial projections, accounting services, and preparing growth plans</li><li>Develops organization prospects by studying economic trends and revenue opportunities; projecting acquisition and expansion prospects;&nbsp;</li><li>analyzing organization operations; identifying opportunities for improvement, cost reduction, and systems enhancement; and accumulating capital to fund expansion.</li><li>Monitors financial performance by measuring and analyzing results, initiating corrective actions, and minimizing the impact of variances.</li><li>Maximizes return on invested funds by identifying investment opportunities and maintaining relationships with the investment community.</li><li>Perform risk management by analysing the organization’s liabilities and investments</li><li>Decide on investment strategies by considering cash and liquidity risks</li><li>Control and evaluate the organization’s fundraising plans and capital structure</li><li>Ensure cash flow is appropriate for the organization’s operations</li><li>Supervise all finance personnel (controllers, treasurers etc.)</li><li>Manage vendor relationships</li><li>Ensure compliance with the law and company’s policies</li><li>Reinforce financial data confidentiality and conduct database backups when necessary</li><li>Providing Due Diligence related data and solving queries</li><li>Fund Management – Forecast cash flow positions</li><li>Managing banking relationships</li><li>Supporting the CEO on business &amp; growth strategy</li><li>Comply with financial policies and regulations</li><li>Managing Statutory &amp; Taxation audits</li><li>Managing financial discipline across the business and closely working with all the departments</li></ul> Requirements: <ul><li>Qualified Chartered Accountant</li><li>8 – 10 years as Head with SME / Manufacturing Setup</li><li>Excellent knowledge of accounting regulations and procedures. Knowledge of Generally Accepted Accounting Principles (GAAP) will be an added advantage</li><li>Hands-on experience with accounting software like Tally, Zoho Books /SAP, Oracle or any other ERP</li><li>Advanced MS Excel skills is a must.</li></ul>

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