HEAD OF MODERN TRADE

Position Title: Head of Modern Trade

Department: Sales

Reporting to: Assistant Vice President - Sales

Work Location: Quezon City, Metro Manila, Philippines

Work Set-Up: Onsite

Position Purpose:

Leads the Modern Trade channel strategy and execution for HTHD, with accountability for profitable sales, retailer partnerships, trade investment, account portfolio growth and integrated store execution. Designs a scalable structure initially organized around three KAM account clusters, coordinating trade marketing and merchandising without duplicating functional accountabilities.

Key Accountabilities

A. Channel Strategy & Commercial Growth

• Own the annual Modern Trade business plan, customer segmentation, sales and gross-profit targets, distribution expansion and account priorities.
• Lead major-supermarket, membership-club and second-tier-supermarket account clusters, adapting assignments as HTHD scales.
• Identify strategic opportunities for listings, category growth, new products and key-account partnerships.

B. Key Account Leadership & Negotiation

• Oversee joint business plans and annual retailer negotiations within approved authority.
• Build senior relationships with buyers and category leaders; resolve major commercial escalations.
• Coach KAMs on account planning, assortment, pricing, trade terms and profitability.

C. Trade Marketing & Merchandising Integration

• Align trade marketing, merchandising and field execution plans with customer commitments and commercial priorities.
• Agree RACI and reporting interfaces with Marketing and Sales Operations; monitor displays, promotions and on-shelf availability.
• Evaluate trade spend, promotional return and activation effectiveness with Finance.

D. Operating Discipline & Financial Stewardship

• Coordinate forecasting, inventory, fill rates, returns, receivables and claims with Supply Chain and Finance.
• Establish account dashboards for sell-in, sell-out, margins, distribution, service and working capital.
• Operate within approved budgets and commercial approval limits; escalate deviations.

E. Leadership & Organization Development

• Set KAM objectives, review performance and develop commercial capabilities.
• Recommend staged evolution to National KAM and dedicated banner-account structures when account economics warrant.
• Support objective assessment and transition planning for incumbent employees against the redesigned role.

Experience and Qualifications

Minimum Formal Education Level Required:

1. Bachelor’s degree in Business, Marketing or a related discipline; postgraduate qualification advantageous.

Length and Type of Relevant Experience Required:

1. At least 2–4 years of experience in brand or trade marketing.
2. Typically 8–12 years of progressive FMCG/food distribution commercial experience, with substantial Modern Trade and key-account leadership.
3. Demonstrated negotiations and business planning with Philippine supermarket and membership-club customers.
4. Strong commercial finance, margin management, trade-spend evaluation, forecasting and people-leadership capability.

Job Types: Full-time, Permanent

Pay: Php35,000.00 - Php50,000.00 per month

Benefits:

• Employee discount
• Flexible schedule
• Free parking
• On-site parking
• Opportunities for promotion
• Pay raise

Ability to commute/relocate:

• Quezon City: Reliably commute or planning to relocate before starting work (Required)

Education:

• Bachelor's (Required)

Experience:

• Marketing: 2 years (Required)

Language:

• English (Required)

Work Location: In person