B&W TH Customer Strategy & Planning Lead

Job Title: B&W TH Customer Strategy & Planning Lead

Location: Thailand

Context & Main Purpose of Job

Define BU Commercial Plan, Channel Prioritization & Dynamic Resource Allocation

1) Adapts Category Growth Strategy for BU (if required)

2) Shapes and aligns Commercial Plan (TTS and BMI) with BU Lead.

• Drives Channel/Customer Prioritisation within BU: Portfolio and Channel Activity Systems (Channel strat, pricing / trade promo, shopper / digital plans)

• Influences Dynamic Commercial Funding Decisions for BU in Market

3) Deploys core capabilities required to win by Market (e.g. Catman / Shopper / NRM)

4) D4C/D4R: integrates BU Channel & Customer voice upstream to BG /Innovation process

Key Responsibilities / Focus Areas

Category Growth Strategies

Localise Global Category Growth Strategies with top markets

Innovation

Define innovation pipeline for Horzion 1

Define NPD delivery targets at market level

Share customer trends and needs with BG to be included in Horizon 2 and 3 plans

Targets and Budgets

Shape & align Commercial Plan with BU LT.

Dynamic Funding Decisions across Markets

Define in-year Channel Shift targets for markets

Pricing & Promotions Mix

Manage BU pricing and promo guard rails (e.g. Europricing / Argus)

Define and deploy multi-market pricing and promo strategy 

Overview of L4 and L5 by market

Execution

Define BU execution standards at category / brand & customer level

Capability

Deploy core capabilities required to win by Market (e.g. Catman / Shopper / NRM)

KPI’s and Dimensions

• USG (Win the Shelf:  Share of shelf, TDP, dynamic deployment of BU resource)
• GM / UOM (Fuel for growth: Price corridor compliance, Dynamic TTS allocation / NRM / Shopper BMI)
• %BW (Key Cells: iRSV ahead of MS, AGS Top Tier, Category Management /Captaincy)

Key Interfaces

• BU GM
• BG Head of CD
• CBD Head of Country
• Market CSP
• Functions:  BU Finance, Supply Chain and R&D

Key Skills & Knowledge

Key Skills

• Innovation mindset;
• Commerce channels execution and digital business models
• Commercial Strategy and Business Acumen / NRM
• Category Growth Management
• Data-Drive Mindset
• Customer and Retailer Understanding

Standards of Leadership

• Strategic thinking and writing
• Communication and storytelling
• Stakeholder Management
• Lateral Influence without Authority
• Process Thinking (Discipline)
• Ability to join the dots and show the big picture

Relevant Experiences

• Prior experience in a CBD role

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