Head of Sales, Downstream

Job title: Head of Sales, Downstream

Company: Louis Dreyfus Company


Job description: Company DescriptionLouis Dreyfus Company is a leading merchant and processor of agricultural goods. Our activities span the entire value chain from farm to fork, across a broad range of business lines, we leverage our global reach and extensive asset network to serve our customers and consumers around the world. Structured as a matrix organization of six geographical regions and ten platforms, Louis Dreyfus Company is active in over 100 countries and employs approximately 18,000 people globally.Job DescriptionIn line with the Louis Dreyfus Co. strategy and business plan, LDC China is aiming at further developing its activities downstream, by developing sales of packaged juices. This ambition is requiring a dedicated team, with specific skills and reporting line. The Sales & Business development manager will be leading this effort in China by identifying market opportunities, designing strategic roadmap, and growing downstream sales through direct sales but also through distributors, brokers, etc… He/She will also supervise pricing, sales targets and marketing programs associated with the portfolio of customers.Main Responsibilities：
1. Propose a commercial strategy per sales channel

• Jointly with the LDC China marketing team, identify the opportunities per sales channels and propose a commercial strategy to develop sales in line with the brands positioning & marketing strategy
• Design a long-term commercial strategy per brand including execution plans and expected profitability
• Onboard and collaborate with LDC support functions to ensure internal buy in

2. Identify, develop and manage a network of distributors for the Chinese market

• Identify potential distributors for all category within downstream
• Negotiate and formalize distribution agreements in line with LDC downstream commercial strategy
• Set up KPI to manage the performance of the distributors

3. Assess the opportunity to develop private label offers by Identifying potential private label clients and assess opportunities of replicating existing private label concepts (retail, food service, e-commerce)4.Grow sales (volume & value mix), market share and distribution.5.Report timely and accurately the performance of the commercial operations and the profitability

• Monthly report to the China downstream management
• Ad hoc reporting on request

6.Support the development of recommendations to develop new business opportunities

• Assist in product development: definition of key markets, sales channels as well as co packing opportunities.
• Connect the downstream operations with the platform SnOP teams to ensure adequate planning, purchasing, operations to meet customer sales needs at their required timing
• Partner with internal & external stakeholders to play a lead role in developing proper distribution, merchandising, pricing, and promotion

7. Market intelligence & product development

• Jointly with the Research team, setup and maintain market intelligence to understand package oil and juice demand, trends, growth opportunities
• Collect and analyze quantitative and qualitative data to valid or invalid potential downstream projects business plan
• To Identify, collect, analyze and share appropriate competitors’ move, channel insight, distributor feedback with relevant stakeholders within LDC.
• Co-develop with platform R&D for third parties products and other innovative products

8. Participate in:

• Conferences/fairs representing the company whenever needed
• ad hoc projects

9. Ensure compliance of existing and future business with local regulationsQualificationsExperience

• 10 to 15 years experience
• Experience in Sales/Business development, with execution of project from development to negotiation and delivery
• Experience of managing wholesalers/distributors, or Key Account management
• Experience in dealing with imported products in the food and beverage area
• Experience in developing sales channels (distributors of supermarket, hypermarket, CVS, traditional trade, restaurant, O2O channels etc.)
• Work in a multinational and multicultural environment
• With good performance track record

Other skills (Computer Skills, etc)

• Beverage, retail industry, ideally food & beverages
• Negotiation and execution of trade contracts, supply chain processes
• Good leadership and skill to manage distributors or agents
• Participate to the conduction of market study, consumer insight
• Project management
• Good knowledge with excel, power point & SAP
• Languages: English (fluent) & Mandarin

Additional InformationAdditional Information for the jobWhat We Offer– A dynamic and stimulating international environment, which embraces diversity, equity and inclusion.– Learning & development opportunities.– Competitive compensation and benefits.– Insurance systems & schemes.Diversity, Equity & InclusionLDC is driven by a set of shared values and high ethical standards, with diversity and inclusion being part of our DNA. LDC is an equal opportunity employer committed to providing a working environment that embraces and values diversity, equity and inclusion.LDC encourages diversity, supports local communities and environmental initiatives. We encourage people of all backgrounds to apply.SustainabilitySustainable value is at the heart of our purpose as a companyWe are passionate about creating fair and sustainable value, both for our business and for other value chain stakeholders: our people, our business partners, the communities we touch and the environment around us.

Expected salary:

Location: Shanghai

Job date: Sun, 12 Jan 2025 23:19:26 GMT

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