Head of Modern Trade - Dairy Sales

We are seeking Head of Modern Trade to Lead the function to deliver on opco wide sales, growth and profitability targets. Develop sales strategy for expanding footprint across channels and geographies, for evolving into new ways of working through adopting technological advancements, for driving flawless in-store execution and for engaging and energizing sales team and business partners for higher performance. Develop short term (S&OP) and long term (12 Quarter) plans and forecasts. Liaison with other functions including Brands, Technical Operations, Customer Finance, ICT and Logistics for smooth execution and continuous improvements.g Head of Modern Trade to Lead the function to deliver on opco wide sales, growth and profitability targets. Develop sales strategy for expanding footprint across channels and geographies, for evolving into new ways of working through adopting technological advancements, for driving flawless in-store execution and for engaging and energizing sales team and business partners for higher performance. Develop short term (S&OP) and long term (12 Quarter) plans and forecasts. Liaison with other functions including Brands, Technical Operations, Customer Finance, ICT and Logistics for smooth execution and continuous improvements.

What We Ask

Qualification:

• Master’s Degree or equivalent
  
  
  

Experience:

• 15 + years experience in key areas of Sales including key account management with hands on experience of managing complex negotiations and business partner management, exposure to field sales management and category and channel development.
• Experience of managing and leading teams is essential.
  
  
  

What We Offer

At FrieslandCampina, you'll immerse yourself in a unique, globally connected culture, where collaboration with colleagues across all our businesses is part of daily life. Alongside a competitive salary and comprehensive benefits package, we’re dedicated to your ongoing development, offering abundant opportunities for hands-on learning. Our informal, friendly environment fosters teamwork with passionate professionals who share your drive for excellence. At FrieslandCampina, we empower you with the autonomy and confidence to make a meaningful impact — helping to nourish the world while advancing your career

Vacancy Description

• Overall responsible for delivering volume and NSR for modern trade in Pakistan
• The Head of Modern plays a critical leadership role in driving the revenue and growth leading a team of Account Managers and Territory Managers
• Ensure physical availability and achieve category wise market share and numeric handling targets, including new launches
• Maintain adequate product/channel mix to drive profitable growth
• Design & execute medium term and long-term sales strategy aligned with company vision of white revolution
• Lead and devise 12Q plan for key accounts in line with brand, category and channel plans
• Lead S&OP process and maintain forecasting accuracy and bias as per targets
• Design and implement sales force effectiveness nationally and drive improvements in 4S KPIs (Call Productivity, SKU/Bill vs exit last year)
• Design & implement cost-saving projects like F2D, Direct Serve & E-Delivery
• Yearly incentives to be negotiated against sales value, key KPIs including On shelf availability and share of shelf, primary and secondary displays, merchandizing spaces, participation in annual calendar activities and brand ambassador deployment
• Lead auto replenishment project execution in collaboration with supply chain function
  
  
  

Staying true to who you really are, that is your starting point at FrieslandCampina. Because it is precisely by embracing our differences that we can grow together. We want to create a working environment that allows all employees to bring their best and authentic selves. If who we are suits you, but you're not sure if you're the best fit for the role, we still encourage you to apply so we can help you find the role that fits you best.

Team Details

For thousands of people every day, we are more than just a dairy company. To our farmers, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness, FrieslandCampina means something more. For them, it's not just about what we do, but who we are.

We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.