We are seeking a highly driven Senior Open Trade & Macau Manager to lead our Open Trade (OT) business across Hong Kong and Macau, driving sustainable sales growth, channel development, distributor management and operational excellence. This role is ideal for talent with strong FMCG sales leadership experience, deep knowledge of general trade dynamics, and a proven track record of managing distributors, sales teams and channel strategies.

You will lead a team responsible for execution excellence, POP activation, distribution expansion, forecasting accuracy, and robust sales fundamentals. You will also serve as the key commercial lead for Macau, managing Macau distributors, RTM strategies, and monthly business reviews to accelerate performance.

Job Summary:

We are seeking a highly driven Senior Open Trade & Macau Manager to lead our Open Trade (OT) business across Hong Kong and Macau, driving sustainable sales growth, channel development, distributor management and operational excellence. This role is ideal for talent with strong FMCG sales leadership experience, deep knowledge of general trade dynamics, and a proven track record of managing distributors, sales teams and channel strategies.

You will lead a team responsible for execution excellence, POP activation, distribution expansion, forecasting accuracy, and robust sales fundamentals. You will also serve as the key commercial lead for Macau, managing Macau distributors, RTM strategies, and monthly business reviews to accelerate performance.

Job Description:

Work Location: Grand Century Place, Mong Kok East

What You'll Be Doing:

(1) Commercial & customer management

• Lead and scale Open Trade business across Hong Kong & Macau to deliver sales, value and profit targets.

• Develop and execute channel strategies aligned with brand plans and company objectives (HK + Macau).

• Own volume forecasting, demand planning, stock management and channel health KPIs.

• Lead all Macau distributor management including POP plans, monthly reviews, KPI tracking and investment effectiveness.

• Partner with Export South China (where relevant) on RTM strategy and monthly business performance.

(2) Trade Marketing & Execution Excellence

• Build and execute annual OT Channel Plans including POP drivers, new product launches, display, distribution, and promotion mechanics.

• Customize activation plans based on shopper insights, trade dynamics and competitor activities.

• Monitor channel performance, analyze weekly/monthly sales, and convert insights into action plans.

• Ensure OTIF execution of sales strategy, including target setting, display, call routes, promotions and distribution expansion.

(3) Distributor & Customer Management

• Manage Hong Kong OT distributor teams to drive execution and maximize coverage, ND and active accounts.

• Ensure efficient AR management, trading term spend control, and market return levels within company objectives.

• Engage customers with business reviews, channel opportunities and commercial proposals.

(4) Business Insights & Market Intelligence

• Drive sales analytics and market insights to identify risks, opportunities and growth levers.

• Track competitor pricing, trade dynamics, shopper behavior and category trends to adjust strategy.

• Leverage Nielsen data, internal systems and customer data to strengthen commercial decision making.

(5) People Leadership & Cross-Functional Collaboration

• Lead, coach and develop a team of Senior Sales Representatives, Sales Representatives and Promoters (Hong Kong & Macau).

• Partner with Marketing, Trade Marketing, Supply Chain, Finance and GM to align on channel plans and resolve operational challenges.

• Ensure robust KPIs, performance reviews (MYR/YER) and continuous development plans.

What We Are Looking For

• Bachelor’s degree in Business, Marketing, or related field.

• 12+ years FMCG sales / customer management experience, with strong exposure to Open Trade; 5+ years at managerial level preferred.

• Proven track record in distributor management, general trade operations, demand planning and channel strategy development.

• Strong commercial acumen in budgeting, trading terms, sales analysis and profitability management.

• Excellent communication, negotiation and stakeholder management skills.

• Strong leadership skills with experience managing front-line teams and developing high-performing talent.

• Highly analytical, data-driven, and results-oriented.

• Proficient in MS Excel & PowerPoint; SAP experience is an advantage.

• Fluent in English, Cantonese and conversational Mandarin.

About FrieslandCampina (Hong Kong) Limited

It is a multi-national dairy company headquartered in the Netherlands, with a strong presence in the Asia Pacific that includes Hong Kong.  Today, FrieslandCampina is one of the world’s largest dairy companies. Every day, Royal FrieslandCampina provide millions of consumers all over the world with valuable nutrition from milk.

In Hong Kong, our key consumer products are Infant Milk and Ready to Drink Milk under the brand names of Friso and Dutch Lady. In the Food Service, we are well known for market leader Black & White Evaporated Milk preferred by Tea Masters and long heritage Longevity sweetened condensed milk. We are expanding our business in the China market, Macau as well as Taiwan from our base in Hong Kong.

Our company has an inclusive culture that reflects our heritage. That means people here are open, friendly, straight-forward and pragmatic. Our team players are always seeking collaborations built on trust and respect, and that spirit fuels the power of ‘We’. Our culture is about embracing the power of differences in order to grow together.

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