Business Development Manager, Food Venture & AFH Sales;食品新创业务和AFH业务发展经理

Overview A new Food Venture team is established in China to expand our brands into new AFH and meal occasions. It will execute the global Food Ventures strategy with a local lens, developing scalable, culturally relevant, and consumer-first business models while leading AFH sales end to end. With the new org structure, the commercial team will cover full channels in AFH including both KA management and IDT business, and the full portfolio solution including both packaged and culinary solutions (expand to meal). This setup requires this sales role to lead channel strategy and business development work for special channels in transportation and travel, such as highway, train, air and tourism locations. This role will report directly to Sales Director, Food Venture. Responsibilities Be the key stakeholder together with trade marketing lead to form the overall strategy & playbook, planning & budgeting for future success of special AFH channels, with focus on transportation and travel. Be the expert in special channels, priorities the business development strategy, investment and execution. Lead the customer hunting and bidding process, coach division/field sales teams for regional customer hunting and farming. Strategy & Playbook: Work together with trade marketing lead to design and define the strategy and playbook for AFH channels (both KA and Distributor model), include portfolio solutions (product and packaging), activation solutions, investment policy (A&M, S&D, D&A) Business Development: Expand new channels and businesses together with division sales team; responsible for 0-1 customer sell-in and management, as well as 1-10 business opportunity scale-up; Develop and manage direct customers, establish stable customer relationships with key customers, and promote the healthy and rapid development of key customer business through JBP management Customer/Distributor Management: Establish a professional RCD evaluation system for special channels, develop professional RCD in transportation, travel and tourism locations (including DTC model) Cross-function Coordination & SOP: Establish cross department cooperation with departments such as Division Field Sales, Trade Marketing, Marketing, Finance, Insights, Legal, Supply Chain, etc. to promote the healthy and stable development of the special channel business Performance Review and Coaching: Effectively manage and follow up on various project investments for key customers and key RCDs, ensuring that ROI is achieved above the company's average level; coach field sales team to improve management effectiveness and capabilities on hunting and farming Qualifications 8+ years in FMCG, especially in Food and Beverage industry 5+ years strong sales background with focus on AFH channels, especially channels like transportation and travel Strong strategic thinking and analytical skills to be able to lead channel strategy High degree of planning and execution skills, including playbook design Experience to lead customer and distributor hunting and bidding and management Experience to coach field sales teams for execution effectiveness The ability to see the big picture without constraints and tackle realities in a detail-oriented approach The ability to build up new business and ways of working from scratch. Self-starter, self-motivating, disciplined, passionate with the brands Good verbal and presentation skills Great communication skill to deal with different types of customers, functions, and divisions Open minded, willing to challenge the status quo, strong drive for results Experience in trade marketing, pack solution Ability to work in a matrix organization Intense travel required (up to 50%)
Be the key stakeholder together with trade marketing lead to form the overall strategy & playbook, planning & budgeting for future success of special AFH channels, with focus on transportation and travel. Be the expert in special channels, priorities the business development strategy, investment and execution. Lead the customer hunting and bidding process, coach division/field sales teams for regional customer hunting and farming. Strategy & Playbook: Work together with trade marketing lead to design and define the strategy and playbook for AFH channels (both KA and Distributor model), include portfolio solutions (product and packaging), activation solutions, investment policy (A&M, S&D, D&A) Business Development: Expand new channels and businesses together with division sales team; responsible for 0-1 customer sell-in and management, as well as 1-10 business opportunity scale-up; Develop and manage direct customers, establish stable customer relationships with key customers, and promote the healthy and rapid development of key customer business through JBP management Customer/Distributor Management: Establish a professional RCD evaluation system for special channels, develop professional RCD in transportation, travel and tourism locations (including DTC model) Cross-function Coordination & SOP: Establish cross department cooperation with departments such as Division Field Sales, Trade Marketing, Marketing, Finance, Insights, Legal, Supply Chain, etc. to promote the healthy and stable development of the special channel business Performance Review and Coaching: Effectively manage and follow up on various project investments for key customers and key RCDs, ensuring that ROI is achieved above the company's average level; coach field sales team to improve management effectiveness and capabilities on hunting and farming
8+ years in FMCG, especially in Food and Beverage industry 5+ years strong sales background with focus on AFH channels, especially channels like transportation and travel Strong strategic thinking and analytical skills to be able to lead channel strategy High degree of planning and execution skills, including playbook design Experience to lead customer and distributor hunting and bidding and management Experience to coach field sales teams for execution effectiveness The ability to see the big picture without constraints and tackle realities in a detail-oriented approach The ability to build up new business and ways of working from scratch. Self-starter, self-motivating, disciplined, passionate with the brands Good verbal and presentation skills Great communication skill to deal with different types of customers, functions, and divisions Open minded, willing to challenge the status quo, strong drive for results Experience in trade marketing, pack solution Ability to work in a matrix organization Intense travel required (up to 50%)