It’s amazing what can happen over a cup of coffee". At JACOBS DOUWE EGBERTS (JDE), we’ve made it our mission to find out. Our people have been raising the bar since day one, thinking fast and acting even faster to make an impact that’s felt around the world. JDE is the home to some of the most well-known coffee brands in the world.

For more than 265 years, we have been inspired by the belief. Today our coffee & tea portfolio is available in over 100 countries around the world through iconic household names including: Jacobs, Tassimo, Moccona, Senseo, L’OR, Douwe Egberts, Super, Kenco, Pilao & Gevalia etc.

What’s it like to work at JACOBS DOUWE EGBERTS?

At JDE, we are convinced that to grow our company we need to grow our people – through learning, coaching and experiences. We want you to be the best that you can be and encourage you to take ownership for your career.

In our ambition to become the leading global coffee company Asia is a key growth priority and we have made significant acquisitions in the region.  Post integration of these companies there is still opportunity to bring the way of working and capabilities to the global standards. To have sufficient focus and capacity to complete this task, we decided to create the role of APAC Sales Director. The APAC Sales Director leads the Sales function across the APAC region, covering the following MSUs: Australia, New Zealand, China, Thailand, Malaysia, Singapore, Myanmar, Vietnam, as well as multiple export countries and newly integrated businesses.

The APAC Sales Director reports directly to the President APAC and dotted line to the Global Sales Director. The APAC Sales Director has several direct reports.  Indirect reports are amongst other all the sales directors of the countries of the APAC region.

The APAC Sales Director ensures sustainable and profitable growth by implementing and localizing the global (sales) strategy in APAC. He will ensure to meet the needs of existing and emerging retail segments and customers in the region, thereby improving the organization’s competitive position throughout APAC retail businesses.

He will work with a two speed approach.  First focus is ‘Deliver the Present’, via a systematic and consistent focus on design and delivery of programs to drive perfect execution at the point of sale.  Second focus is to ‘Create the Future’ to setup the organisation and capabilities for future success.

The APAC Sales Director provides on the ground support to markets or other internal stakeholders as needed. Act as an ambassador for all company values in day to day work and is an evangelist for Sales & Trade Marketing across the wider organization.

Responsibilities:

• Manage the APAC regional Sales Team (including sales Excellence, Key Account management, Pricing management and Trade Marketing management).   Lead the community of APAC sales directors.
• Adaptation of global Sales strategy to regional Sales strategy applicable to all Retail businesses across APAC region (incl. strategy for digital sales channels / e-commerce), thereby meeting the needs of existing or emerging retail customers or segments (incl. customer segmentation, and customer acceptance criteria).  Contributes to the global sales strategy development as key expert in developing markets.
• Actively monitors execution of country sales AOP plans with local GM/SD.  Use sales outperformance and sales health kpi’s to drive transparency in execution.  Develops corrective action plans with the local market in case of deviation versus plan.
• Accountable for setting and managing compliance to pricing guidelines and bandwidths for the Region.
• Work closely with the local teams, Market Research and Marketing to develop guidelines and tools to drive In Store Excellence through perfect store program.
• Works with the global E-commerce team to execute the strategy to win in online channels across markets. Make sure the resources and Way of Working are in place.
• Defines RTM for the region.  Works with the GM/SD to evaluate if RTM design in adequate to deliver long and short targets. Sets standards for working with Distributor and signs off all distributor contracts in the region.
• Drives the roll out of sales tools to drive Sales Performance / Efficiency and Customer Profitability (Image recognition, distributor data sharing,  Account & Promo Planning, Eptas, etc…)
• Defines regional sales capabilities within the global sales capability framework, develops and roll out training programs for critical capability gaps.

Master degree in related field

Must have:  

• Asian retail, general & modern trade and distributor management experience.  
• 10 years of international commercial experience in leadership position.
• Proven track record on sustainable and profitable growth in previous functions.
• Proven track record on defining and implementing the sales strategy.
• Managed retail segments in a FMCG company, and have a solid experience in food products and category management.
• Sales expertise is essential in all its dimensions, strategic and operational.
• Strong negotiation skills.
• Successful executive experience in a company focused on growth.