Hello. We’re Haleon. A new world-leading consumer health company. Shaped by all who join us. Together, we’re improving everyday health for billions of people. By growing and innovating our global portfolio of category-leading brands – including Sensodyne, Panadol, Advil, Voltaren, Theraflu, Otrivin, and Centrum – through a unique combination of deep human understanding and trusted science. What’s more, we’re achieving it in a company that we’re in control of. In an environment that we’re co-creating. And a culture that’s uniquely ours. Care to join us. It isn’t a question.
This is an exciting time to join us and help shape the future. It’s an opportunity to be part of something special.
As SEAT Commercial Excellence Head, you will be responsible to define the commercial excellence vision and strategy, identifying the right priorities and ensuring that our markets have the required capabilities and skills to drive sales performance and win against the competition.
The South-East Asia & Taiwan (SEAT) region has a wide variety of markets which range from highly modern trade centric markets to hybrid markets with a combination of tradition and modern trade. Over the last years, Haleon has experienced an increase weight of more organized customer (Key Accounts, eCommerce) that emphasize the importance of a clear omnichannel customer centric commercial agenda.
In this context, Commercial Excellence represents one of the key pillars of the SEAT growth strategy, with the ambition for Commercial Excellence to contribute growth through related priorities. To achieve this ambition, we need to formulate, cascade, and implement best practices in 4 core areas of commercial excellence:
- Go to Market Strategy and Commercial Systems
- Customer Management
- Retail Execution
- Net Revenue Management (NRM)
This role will also ensure the right level of capabilities and data/insight to succeed in all these key pillars.
Responsibilities:
The incumbent’s primary responsibilities within the four core areas will be the following:
Go to Market Strategy and Commercial Systems
- Work with markets to build the right Go To Market given the stage of evolution of the market, Haleon’s business requirement and the portfolio we want to drive there.
- Coordinate and harmonize commercial systems, leveraging the global portfolio identifying what are the best solution to apply based on the specific market needs.
- Support local adaptation or creation in case global solution are not fit for purpose.
- Coordinate APAC demand and represent the region in global forum and steering committees.
Customer Management
- Regional commercial excellence is responsible to manage relations and negotiations with international customers that are basing their negotiation in the region and coordinate with other regions for customers that have global presence.
- Identify and build a customer centric agenda that could help the markets to understand the customer needs and support an effective Joint Business Planning with them.
- Leverage the Shopper Science Lab (global in-house built capabilities to identify shopper needs translating them in effective insights and specific customer plans, in particular in category management)
- Future thinking in terms of
- Driving a sustainability agenda across region with key retailers.
- Evolving the Omni-channel agenda.
- Next generation customer engagement.
Retail Execution
- Develop and execute commercial excellence modules and solution for all different channels, to improve the effectiveness of our execution.
- Facilitate dissemination of best practices across geographies by obtaining the buy-in of key stakeholders including country General Managers and Sales Directors of large geographies.
Net Revenue Management
- Drive regional Net Revenue Management agenda, with the ambition to identify value (for Haleon and the customers) through active mix, price, trade terms management, promotion, and portfolio management.
Requirements:
- 10 years of experience across companies which have proven multichannel customer centric approach
- Experience of managing global/ regional retailers (increasing part of the mix)
- Cross Functional Team experience (Sales/ Category Marketing)
- Shopper Understanding and Category Management Experience
- Track record of working in regional and global teams.
- Channel Strategy experience preferred.
- Proven management skills
- Good communication and collaborative work skills
- Strong people leadership
