Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

This position exists to develop, lead, and implement Sales Operations strategies that drive commercial excellence across the organization. The role is responsible for building capability and delivering measurable results across three critical pillars: Route to Market (RTM), Sales Force Effectiveness (SFE), and Sales Operations (Merch Ops). The role partners closely with Sales, Category Planning & Activation (CPA), and Finance to ensure sales strategies are translated into executable plans that deliver volume, revenue, and profitability targets.

Principal Accountabilities

Route to Market (RTM)

Key Responsibilities

• Develop and implement RTM strategies aligned with business objectives across all channels (Traditional Trade, Modern Trade, Away From Home)

• Evaluate and recommend optimal distribution models (direct, indirect, hybrid) based on market dynamics

• Drive distributor performance through structured business reviews, KPI tracking, and capability building

• Identify white space opportunities and develop plans to expand numeric and weighted distribution

• Partner with CS&L to optimize service levels, lead times, and cost-to-serve

• Lead RTM transformation projects including territory redesign, beat optimization, and outlet segmentation

Sales Force Effectiveness (SFE)

Key Responsibilities

• Design and implement sales capability frameworks including competency models, training curriculam, and certification programs

• Develop and manage sales performance dashboards and KPI scorecards

• Lead the design and continuous improvement of sales incentive and recognition programs

• Implement structured coaching and field accompaniment programs for frontline managers

• Drive adoption of sales technology tools (CRM, SFA, reporting systems) to improve productivity

• Conduct regular sales capability assessments and close identified gaps through targeted interventions

• Benchmark sales force productivity against industry standards and best practices

Sales Operations – Merchandising Operations (Merch Ops)

Key Responsibilities

• Define and implement merchandising standards and planogram compliance across all channels

• Develop execution scorecards to track in-store KPIs (share of shelf, display execution, pricing/promo compliance, availability)

• Lead the merchandising team/third-party agencies to deliver best-in-class store presence

• Leverage store audit data and competitive intelligence to identify execution gaps and growth opportunities

• Coordinate with Trade Marketing on activation execution and in-store visibility programs

• Drive process excellence in order management, returns, and trade spend compliance

• Develop and maintain SOPs for all sales operations processes

• Liaison with the vendor for merchandiser operations & ensure periodical negotiations, pay for performance & maintain overall business relationship

Compliance & Governance

Key Responsibilities

• Ensure 100% compliance with corporate policies, trade terms, and commercial guidelines

• Conduct regular audits of sales processes and distributor operations

• Provide training and refresher courses on compliance policies

• Orient new sales employees on company policies and code of conduct

More about this role

• Minimum 10 years in Sales, Commercial, & Sales Operations roles

• Deep understanding of FMCG/CPG sales operations and go-to-market models

Skills & Competencies

• Strong leadership and people management skills

• Strategic thinking with ability to translate strategy into execution

• Excellent analytical and problem-solving capabilities

• Strong project management skills

• Proficiency in sales technology platforms (SFA, DMS, BI tools)

• Excellent verbal and written communication skills

• Strong presentation and stakeholder management skills

• Ability to influence cross-functional teams without direct authority

Experience

• Proven track record in RTM design and optimization

• Experience managing sales force effectiveness programs

• Hands-on experience with merchandising operations and in-store execution

• Knowledge of Traditional and Modern Trade markets in Asia

• Experience working with distributors and third-party partners

Supporto alla Relocation disponibile?

Nessun supporto disponibile per la relocation

Riepilogo business unit

Mondelēz International nel sud-est asiatico è presente in cinque paesi in 19 mercati con oltre 18 nazionalità e 7.500 dipendenti. Questo gruppo sta emergendo come una delle regioni in più rapida crescita in Asia, Medio Oriente e Africa e siamo orgogliosi di produrre costantemente prodotti di alta qualità in nove stabilimenti produttivi. Siamo leader di mercato nelle principali categorie di snack, producendo e vendendo marchi come i biscotti Oreo e Tiger, le torte lunari Kinh Do, i cracker Jacob’s, il cioccolato Cadbury Dairy Milk, la bevanda in polvere Tang, le caramelle Halls e il formaggio Eden. Siamo il punto di riferimento in quanto azienda responsabile e d’aiuto per le comunità in cui operiamo.

Mondelēz International è un datore di lavoro che offre pari opportunità e tutti i candidati qualificati verranno presi in considerazione ai fini dell’impiego a prescindere da razza, colore della pelle, religione, sesso, orientamento o preferenza sessuale, identità di genere, origine nazionale, stato di disabilità, stato di veterano protetto oppure qualsiasi altra caratteristica protetta dalla legge.

Tipo di lavoro

Contratto a tempo indeterminato

Field Sales

Sales