Sales Director - FMCG · Ambition Hong Kong

About the Role:

1) Sales Strategy & Revenue Ownership

Own the end-to-end sales strategy for HK, setting annual and quarterly revenue targets and executing plans to achieve them.
Develop channel-specific growth plans for:

Drive commercial excellence in pricing, discount governance, trade terms, sales forecasting, and order planning.
Monitor market trends, competitor activities, and consumer demand to adjust sales strategies in a timely manner.

2) Key Accounts Management

Lead major customer relationships and negotiation for key accounts (e.g., retailers, distributors, strategic partners).
Own key account business reviews, promotional planning, and category/brand development initiatives.
Identify growth opportunities within existing accounts (share gains, new listings, increased velocity, assortment optimization).
Ensure service levels, sell-in execution, and commercial terms meet company objectives.

3) General Trade Distribution & Growth

Strengthen distribution coverage and outlet performance across HK general trade.
Build and maintain distributor/dealer relationships where applicable.
Develop and execute routes-to-market plans, ensuring product availability, visibility, and consistent merchandising standards.
Manage trade spending efficiency (trade marketing investments vs. measurable outcomes).

4) E-commerce Channel Development

Create and execute an e-commerce growth plan, including platform strategy and sales execution.
Collaborate with marketing and operations to ensure product readiness, content readiness (where applicable), and fulfillment capability.
Track e-commerce KPIs (e.g., GMV, conversion, repeat rate, promotional effectiveness) and implement optimization actions.
Coordinate with internal stakeholders on merchandising, online pricing, promotion cadence, and customer service expectations.

5) Trade Promotions & Commercial Planning

Lead annual/quarterly promotional calendars and drive alignment with marketing and supply planning.
Ensure promotions are executed on-time, within margin targets, and with measurable performance tracking.
Manage pipeline, forecast accuracy, and inventory/availability coordination to reduce stock-outs and overstocks.

6) Team Leadership & Execution

Lead and develop the HK sales team (including KAMs/field sales/BD where applicable).
Set clear performance objectives, conduct regular coaching and performance reviews, and ensure disciplined execution.
Ensure proper reporting cadence: weekly sales performance, forecast updates, account pipeline health, and channel KPIs.

7) Cross-Functional Collaboration

Work closely with General Manager, marketing, supply chain/operations, finance, and customer service to ensure sales plans are achievable and profitable.
Provide input on product strategy based on customer needs, channel demand, and sales performance insights.
Ensure compliance with internal policies, trade terms approvals, and customer contracting processes.

About the Candidate:

Bachelor's degree or above (Business/Marketing/Engineering/Food-related preferred).
Proven experience in F&B or FMCG sales in Hong Kong (preferred), with leadership ownership of revenue outcomes.
Strong track record managing key accounts and/or modern/general trade.
Experience growing and managing e-commerce channels is highly preferred.
Demonstrated ability in negotiation, pricing discipline, and commercial contract management.
Strong analytical skills: forecasting, KPI tracking, and data-driven decision-making.
Excellent communication and stakeholder management skills across internal and external parties.
Leadership capability: coaching, performance management, and building sales capability.

If you are ready for above, pls share your contact to calvin.wan @ ambition.com.hk

Sales Director - FMCG