Head of Trade
On-siteHong Kong, Hong Kong
Job Summary
Design and execute an omnichannel Route-to-Market strategy unifying Modern and General Trade channels across Hong Kong and Macau. Lead negotiations for annual trading terms, manage departmental P&L, and optimize trade spend to ensure high ROI. Direct key account teams to retain strategic partners while overseeing merchandising operations, including planogram compliance, share of shelf visibility, and on-shelf availability. Champion digital transformation by driving eB2B adoption and Online-to-Offline commerce initiatives. Manage a high-performing sales and field merchandising organization through resource allocation, performance evaluations, and continuous coaching.
Required Qualifications
- Bachelor's degree in Business Administration, Marketing, Science, or a related field
- 15+ years of commercial, sales, or trade marketing experience in the Pharmaceutical, Consumer Healthcare (OTC), or FMCG industries
- minimum of 5 years managing sizable sales and field merchandising teams
- Up-to-date knowledge of the Hong Kong and Macau retail landscape
- in-depth operational familiarity with health & beauty chains and supermarket merchandising requirements
- Proven track record in structuring field routing, setting up in-store compliance audits, managing POSM execution, and driving shelf visibility strategies
- Strong experience in high-stakes Key Account negotiation, trading terms management, and P&L accountability
- Ability to motivate, train, and direct on-the-ground merchandisers to achieve high operational standards
- Exceptional capability to align store managers, KA buyers, and Principal demands smoothly
Desired Qualifications
- Proficiency in Microsoft Office (Word, Excel, PowerPoint)
- Good command of spoken and written in English and Chinese (Cantonese/Mandarin)
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