JOB DESCRIPTION:
About Abbott
Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac®, PediaSure®, Ensure® and Glucerna® – to help get the nutrients they need to live their healthiest life.
PRIMARY OBJECTIVE:
The Trade Sales Director is responsible for leading and driving the commercial performance across Cambodia and Myanmar, two structurally different and highly dynamic markets.
The role owns the end-to-end trade business, including sales delivery, distributor strategy, trade marketing excellence, channel development, and route-to-market execution, ensuring sustainable growth while maintaining full compliance with company standards and local regulations.
This role requires a balance of strategic leadership and hands-on execution, with a strong ability to operate effectively in complex, evolving, and often uncertain market environments.
What You’ll Work On
Business Ownership & Performance Management
- Full accountability for delivering IMS, market share, off-take, and distribution targets in line with Annual Plan.
- Drive disciplined trade investment with strong ROI focus, ensuring optimal balance between growth and profitability.
- Own top accounts performance and overall trade P&L contribution, including pricing, trade terms, and spending effectiveness.
- Ensure high-quality demand planning, forecast accuracy, and healthy inventory across the system.
Market Leadership and Complexity Management
- Lead commercial strategy across two frontier markets with distinct maturity and risk profiles.
- In Cambodia, focus on accelerating structured growth, GT and MT development, and channel expansion.
- In Myanmar, operate with agility in a volatile environment, ensuring business continuity and adapting to rapid market changes.
- Proactively identify risks and opportunities, implementing contingency plans and decisive actions.
Distributor Strategy & Governance
- Own the design, performance, and evolution of distributor models in both markets.
- Define optimal structure, lead selection and restructuring where needed.
- Implement robust Joint Business Plans (JBP) with clear KPIs and regular performance reviews.
- Ensure full transparency and governance across pricing, trade spend, inventory flows, and credit exposure.
- Build distributor capabilities for long-term, sustainable growth.
Channel & Route-to-Market Strategy
- Develop and implement differentiated strategies across General Trade, Modern Trade, and OTC/Pharmacy channels.
- Optimize route-to-market coverage, cost-to-serve, and service levels across urban and rural environments.
- Expand distribution footprint and unlock growth opportunities in underdeveloped channels and geographies.
- Manage channel conflicts and ensure alignment across pricing, promotions, and product assortment.
Trade Marketing & Execution Excellence (EDGE)
- Drive best-in-class trade marketing and in-store execution standards, embedding an “Edge – Every Day Great Execution” mindset across all markets.
- Ensure consistent and high-quality execution at Point of Sale (POS), including availability, visibility, pricing, shelving, and promotional compliance.
- Develop and implement effective in-store activation programs aligned with brand strategy and commercial priorities.
- Lead and optimize the deployment of Promotional Advisors (PA) and field teams to maximize store-level impact and productivity.
- Monitor execution performance using clear KPIs and field insights, driving continuous improvement and accountability across distributor and internal teams.
- Work closely with Marketing to translate brand plans into strong and measurable retail execution outcomes that drive offtake and market share gains.
Leadership & Organizational Impact
- Lead direct teams across sales and trade marketing, as well as indirect distributor sales organizations.
- Drive a high-performance culture with strong accountability, discipline, and collaboration.
- Influence cross-functional stakeholders including Marketing, Supply Chain, and Finance to deliver aligned business outcomes.
- Develop talent and build a strong succession pipeline across both markets.
Compliance & Risk Management
- Ensure strict adherence to company policies, code of conduct, and all local regulatory requirements.
- Maintain strong governance over trade spend, pricing practices, and distributor operations.
- Mitigate financial, operational, and reputational risks, particularly in cash-based and distributor-led environments.
- Promote a culture of integrity, transparency, and ethical business practices.
- Qualifications & Experience
- 10+ years of FMCG or similar industry experience, with strong exposure to emerging or frontier markets.
- Proven track record in managing distributor-led business models and delivering sustainable growth.
- Strong commercial acumen combining strategic thinking with executional excellence.
- Demonstrated leadership capabilities and ability to manage complexity and ambiguity.
- High resilience, adaptability, and integrity.
Required Qualifications
- 10+ years of FMCG or similar industry experience, with strong exposure to emerging or frontier markets.
- Proven track record in managing distributor-led business models and delivering sustainable growth.
Preferred Qualifications
- Strong commercial acumen combining strategic thinking with executional excellence.
- Demonstrated leadership capabilities and ability to manage complexity and ambiguity.
- High resilience, adaptability, and integrity.
Apply Now
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.
Connect with us at abbott.com, on LinkedIn at https://www.linkedin.com/company/abbott-/, and on Facebook at https://www.facebook.com/AbbottCareers.
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
ANI International Nutrition
LOCATION:
Thailand > Bangkok : Q-House Lumpini Building
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 50 % of the Time
MEDICAL SURVEILLANCE:
Yes
SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)