Trade Sales Director- Cambodia & Myanmar

The Trade Sales Director is responsible for leading and driving the commercial performance across Cambodia and Myanmar two structurally different and highly dynamic markets.

The role owns the end-to-end trade business including sales delivery distributor strategy trade marketing excellence channel development and route-to-market execution ensuring sustainable growth while maintaining full compliance with company standards and local regulations.

This role requires a balance of strategic leadership and hands-on execution with a strong ability to operate effectively in complex evolving and often uncertain market environments.

What Youll Work On

Business Ownership & Performance Management

• Full accountability for delivering IMS market share off-take and distribution targets in line with Annual Plan.
• Drive disciplined trade investment with strong ROI focus ensuring optimal balance between growth and profitability.
• Own top accounts performance and overall trade P&L contribution including pricing trade terms and spending effectiveness.
• Ensure high-quality demand planning forecast accuracy and healthy inventory across the system.

Market Leadership and Complexity Management

• Lead commercial strategy across two frontier markets with distinct maturity and risk profiles.
• In Cambodia focus on accelerating structured growth GT and MT development and channel expansion.
• In Myanmar operate with agility in a volatile environment ensuring business continuity and adapting to rapid market changes.
• Proactively identify risks and opportunities implementing contingency plans and decisive actions.

Distributor Strategy & Governance

• Own the design performance and evolution of distributor models in both markets.
• Define optimal structure lead selection and restructuring where needed.
• Implement robust Joint Business Plans (JBP) with clear KPIs and regular performance reviews.
• Ensure full transparency and governance across pricing trade spend inventory flows and credit exposure.
• Build distributor capabilities for long-term sustainable growth.

Channel & Route-to-Market Strategy

• Develop and implement differentiated strategies across General Trade Modern Trade and OTC/Pharmacy channels.
• Optimize route-to-market coverage cost-to-serve and service levels across urban and rural environments.
• Expand distribution footprint and unlock growth opportunities in underdeveloped channels and geographies.
• Manage channel conflicts and ensure alignment across pricing promotions and product assortment.

Trade Marketing & Execution Excellence (EDGE)

• Drive best-in-class trade marketing and in-store execution standards embedding an Edge Every Day Great Execution mindset across all markets.
• Ensure consistent and high-quality execution at Point of Sale (POS) including availability visibility pricing shelving and promotional compliance.
• Develop and implement effective in-store activation programs aligned with brand strategy and commercial priorities.
• Lead and optimize the deployment of Promotional Advisors (PA) and field teams to maximize store-level impact and productivity.
• Monitor execution performance using clear KPIs and field insights driving continuous improvement and accountability across distributor and internal teams.
• Work closely with Marketing to translate brand plans into strong and measurable retail execution outcomes that drive offtake and market share gains.

Leadership & Organizational Impact

• Lead direct teams across sales and trade marketing as well as indirect distributor sales organizations.
• Drive a high-performance culture with strong accountability discipline and collaboration.
• Influence cross-functional stakeholders including Marketing Supply Chain and Finance to deliver aligned business outcomes.
• Develop talent and build a strong succession pipeline across both markets.

Compliance & Risk Management

• Ensure strict adherence to company policies code of conduct and all local regulatory requirements.
• Maintain strong governance over trade spend pricing practices and distributor operations.
• Mitigate financial operational and reputational risks particularly in cash-based and distributor-led environments.
• Promote a culture of integrity transparency and ethical business practices.
• Qualifications & Experience
• 10 years of FMCG or similar industry experience with strong exposure to emerging or frontier markets.
• Proven track record in managing distributor-led business models and delivering sustainable growth.
• Strong commercial acumen combining strategic thinking with executional excellence.
• Demonstrated leadership capabilities and ability to manage complexity and ambiguity.
• High resilience adaptability and integrity.

Required Qualifications

• 10 years of FMCG or similar industry experience with strong exposure to emerging or frontier markets.
• Proven track record in managing distributor-led business models and delivering sustainable growth.

Preferred Qualifications

• Strong commercial acumen combining strategic thinking with executional excellence.
• Demonstrated leadership capabilities and ability to manage complexity and ambiguity.
• High resilience adaptability and integrity.

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer committed to employee diversity.

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The base pay for this position is

In specific locations the pay range may vary from the range posted.