Job Description
1. Strategy & Planning
• Develop the Modern Trade strategy / yearly plan in alignment with brand/business objectives.
• Set sales targets (volume, value), margin, distribution, share of shelf, etc.
• Analyze market trends (consumer behavior, competitor actions, trade terms) to adjust strategy.
• Plan trade promotions, visibility (POS), assortment, pricing, in-store display / planograms.
2. Account Management
• Identify, negotiate and manage relationships with key modern trade customers (chain stores, supermarkets, wholesalers).
• Negotiate trading terms, listing fees, promotional support, payment terms.
• Ensure compliance with contracts / agreements.
3. Execution & Visibility
• Ensure product availability, correct assortment and good shelf placement.
• Manage planogram compliance, share of shelf, filler products, promotional displays and POSM.
• Execute promotions / activations as planned; monitor effectiveness.
• Field visits and audits of modern trade outlets to ensure standards (stock levels, display, pricing, merchandising).
4. Budget & Trade Spend Management
• Manage budget for trade promotions, listing fees, POSM, placement.
• Allocate trade spend to maximize ROI.
• Monitor effectiveness of promotions and provide post‐promotion evaluations.
5. Team Management
• Lead, coach, and motivate a team (Sales Executives / Merchandisers) responsible for Modern Trade.
• Set clear targets, provide training, and performance reviews.
• Ensure reporting and data‐driven decision making.
6. Cross‐functional Collaboration
• Work with Marketing (brand & shopper marketing), Supply Chain, Finance, Logistics etc. to ensure product availability, launch execution, cost control.
• Coordinate with Trade Marketing to develop shopper promos.
• Align with demand planning / forecasting.
7. Customer & Shopper Insight
• Gather and analyze insights from customers & consumers.
• Understand shopper behaviour / preferences in modern trade.
• Use data (sales, market share, trade audits) to inform strategy adjustments.
8. Working Conditions & Other Considerations
• Frequent travel and visits to retail outlets across Phnom Penh / provinces.
• Working under pressure to meet sales / visibility targets.
• Some evenings or weekend work may be required for promotions / activations.
• Must maintain strong relationships with customers; sometimes dealing with slow payment or negotiation delays.
Job Requirements
• Bachelor’s degree in Business, Marketing, Commerce or related field.
• 3–5+ years’ experience in Modern Trade / Key Account / FMCG / Alcoholic or Beverage industry.
• Experience negotiating with chain retailers / supermarket chains.
• Strong understanding of merchandising, display, shelf space management, planogram execution.
• Ability to analyze data (sales, distribution, market data), good with Excel / reporting tools.
• Strong communication, negotiation, presentation skills.
• Leadership skills: able to manage a team, influence cross‐functions.
• Fluent in Khmer; good English skills.
• Experience in beer / alcoholic beverage sector.
• Local network / good existing relationships with modern trade buyers.
• Knowledge of digital trade, e‐commerce for modern trade outlets.