Director, Frozen Commercial

24 hours ago

Samut Sakhon, Samut Sakhon, Thailand Thai Union Group PCL. Full time

Position:
Director, Frozen Commercial - Thailand

Level:
Director

Department:
Sales - Thailand

Reports to
: Managing Director, Frozen Commercial - International

Responsible for defining the strategic direction and leading all commercial operations for the Frozen Food category, covering sales, marketing, channel strategy, P&L management, and market development. The role ensures sustainable business growth and competitiveness within the Thailand market and relevant regional

Responsibilities

  • Develop comprehensive commercial strategies for the Frozen portfolio across all dimensions: channel, pricing, promotion, product portfolio, and category.
  • Plan sales, revenue, margin, and profitability targets for both short‑term and long‑term objectives.
  • Analyze market trends, competitors, frozen food insights, and consumer behavior to identify new growth opportunities.
  • Lead the annual budgeting process and oversee monthly/quarterly forecasting.
  • Oversee sales performance across all channels: Modern Trade, Traditional Trade, Wholesale, HoReCa, Online, etc.
  • Develop and manage relationships with key accounts, distributors, and food service partners.
  • Manage trade terms, margin structures, and contract negotiations to ensure optimal value.
  • Plan and drive trade/channel marketing activities to boost sales and market penetration.
  • Collaborate with R&D, Marketing, and Supply Chain teams for new product development (NPD).
  • Oversee product assortment and category architecture across channels.
  • Optimize product portfolio to meet market needs and improve profitability.
  • Lead commercial teams including Sales, Key Account, Trade Marketing, and Category Management.
  • Establish KPIs and clear performance evaluation systems.
  • Coach and develop teams to strengthen strategic capability and professionalism.
  • Build a high‑performance culture focused on results, efficiency, and collaboration.Manage full P&L for the Frozen business: costs, margins, A&P, and trade spending.
  • Track financial performance and address gaps.
  • Oversee demand planning and partner closely with Supply Chain to ensure product availability.
  • Manage inventory, supply planning, and product quality, particularly for temperature‑controlled items.
  • Prepare reports on sales, P&L, forecasts, market trends, and strategic initiatives.
  • Present business performance and strategic recommendations to executive leadership (C‑Level / Board).

Qualifications

  • Bachelor's degree or higher in Business, Marketing, Commerce, Food Business, or related fields.
  • Minimum
    10–15 years
    of experience in Commercial / Sales / FMCG / Food.
  • Experience managing frozen food business is a strong advantage.
  • Proven experience managing large‑scale P&L.
  • Experience handling HoReCa or Export markets is a plus.
  • Strong strategic planning and commercial negotiation experience, especially with key retailers / Modern Trade.
  • Strong analytical skills and business acumen.
  • Experienced in managing teams from Manager to Senior levels.
  • Strong Thai and English communication skills (speaking, writing, presentation).
  • High commercial mindset, strategic thinking, and result‑driven orientation.

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