Commercial Manager

JOB PURPOSE

Responsible for managing and developing assigned brands and product categories to achieve business objectives. Drive Sales In and Sales Out performance, optimize inventory levels, manage product pricing, develop promotional strategies, and ensure strong brand performance.

KEY RESPONSIBILITIES

1. Procurement

• Ensure the achievement of Sales In targets from suppliers and Sales Out for customers based on the company's business plan.
• Identify product needs based on market analysis and consumer trends.
• Source, evaluate, and select new brands and products to add to the portfolio, ensuring diversity and alignment with the company's development strategy.
• Conduct market research to understand consumer trends and guide new product development.
• Negotiate with suppliers on commercial terms to ensure optimal benefits for the company, including discounts, payment terms, and supplier incentives.
• Ensure timely stock delivery, profitability, promotional campaigns, and marketing according to the company / category / brand plan.
• Monitor and adjust product pricing based on market fluctuations and the company's strategy.

2. In-Stock Planning

• Utilize historical sales data, market trends, and other factors to forecast future customer demand.
• Closely monitor and analyze sales performance to optimize revenue for assigned products and brands.
• Plan orders, determining timing and quantity of new orders to maintain inventory levels according to plan.
• Collaborate with Supply Chain and relevant departments to create demand forecasts, adjusting stock levels to ensure sufficient product availability across stores and sales channels.

3. Activation / Campaign / Promotion

• Coordinate with suppliers to develop promotional programs to drive sales.
• Plan and implement promotional programs and product activations to attract customers and increase sales.
• Evaluate campaign effectiveness and adjust strategies as needed.

4. Supplier Management

• Ensure suppliers comply with contracts and agreements.
• Manage product quality within the assigned brand / category.
• Monitor, evaluate, and guide suppliers with improvement plans on quality or service issues.
• Develop action plans based on agreements with brands and internal departments.
• Manage supplier risks, including financial, supply chain, and quality risks, by creating contingency plans for potential supply disruptions.
• Build relationships with strategic suppliers and negotiate optimal pricing while ensuring quality and timely delivery.

5. People Management & Team Development

• Forecast resources, plan recruitment, create career progression paths, employee development plans, and training schedules.
• Develop processes for managing and evaluating employees within the Category Management team.
• Train and provide guidance on knowledge and skills to subordinates for effective job performance.
• Conduct regular performance reviews to identify timely strategies and solutions.
• Implement employee performance evaluations, propose rewards, and assess the team.

6. Other Tasks

• Participate in company-wide projects.
• Carry out tasks as assigned by superiors.

JOB REQUIREMENTS

1. Education & Knowledge

• Bachelor's degree or higher in International Trade, Economics, Commerce, or a related field.
• Good English communication skills (required).
• Proficient in MS Office.

2. Experience

Minimum of 8 years of experience, with at least 3 years in a similar position in the Cosmetics industry.

3. Professional Competencies

Extensive knowledge of the domestic market:

• Understand customer behavior, preferences, and consumption trends in the domestic market.
• Be well-informed about competitors in the domestic market and use this insight to build effective competitive strategies.
• Knowledgeable about local regulations and standards related to the product category, products, and business operations.

Knowledge of product portfolio management:

• Ability to analyze sales, inventory, and trend data to optimize the product portfolio.
• Skills in setting and adjusting prices to meet market demand and profit targets.
• Skills in analyzing and managing profit and costs related to products and marketing campaigns.
• Effective communication and negotiation skills.
• Comprehensive understanding of distribution channels (GT, MT, E-commerce, B2B) and customer characteristics of each channel.
• General knowledge of branding, marketing communication, and trade marketing.

4. Supplementary Skills

• Efficient resource utilization.
• Ability to establish and maintain strong relationships.