Head of Sales (GT and HORECA channel)

Responsible for developing and leading the GT and HORECA channel business strategy to drive revenue growth, expand market share, and ensure sustainable profitability; while building a robust distribution network and a high-performing, professional sales organization.

• Developing and implementing a comprehensive sales strategy to achieve revenue and business growth objectives.
• Leading, mentoring, and managing a team of sales professionals to drive performance and meet targets.
• Identifying new business opportunities and expanding key accounts, partnerships, and distribution channels.
• Analysing sales data, market trends, and competitor activities to refine sales strategies.
• Establishing and maintaining strong relationships with high-value clients and stakeholders.
• Collaborating with marketing and product teams to align sales initiatives with business objectives.
• Overseeing sales operations, including sales forecasting, pipeline management, and CRM optimisation.
• Setting sales quotas, KPIs, and performance metrics to track progress and drive accountability.
• Ensuring compliance with sales policies, contracts, and legal regulations.

• Job requirements

  - Education background:  Bachelor’s degree or higher in Economics, Business Administration, Marketing, or related fields.

  - Work experiences: Minimum 15 years of sales experience in the FMCG industry, including at least 5 years in senior-level GT channel management. Strong knowledge and in-depth understanding of the GT/HORECA market dynamics and distribution systems.

  - Competency:

  +    Strategic Leadership Capability

  +    Commercial & Financial Capability

  +    FMCG Market & GT/HORECA Channel Expertise

  +    People Leadership & Talent Development

  +    Execution Excellence & Operational Management

  +    Stakeholder Management & Cross-functional Collaboration

  +    Compliance, Ethics & Corporate Governance