Hospitality / F & B Jobs in Pathumthani 1 Jobs

Job Summary

The Head of Commercial is accountable for driving sustainable revenue growth, market expansion, customer satisfaction, and commercial profitability, with a strong focus on new business development and customer acquisition. This role requires a growth-oriented commercial leader with a strong Business Development mindset and genuine passion for the food industry, who can identify market opportunities, translate customer needs into commercially viable food solutions, and convert opportunities into sustainable business growth.

Working closely with Operations, Supply Chain, Procurement, Finance, Product Development, and Quality, the Head of Commercial ensures the delivery of customer value, strengthens strategic partnerships, and drives long-term business growth and profitability.

Roles & Responsibilities

• Develop and execute the commercial strategy, annual business plan, sales targets, and market expansion priorities to achieve sustainable revenue and profitability growth.

• Lead the Sales and Business Development teams, building a healthy opportunity pipeline and converting new customers, market segments, and strategic partnerships into sustainable revenue.

• Grow key accounts through proactive relationship management, regular business reviews, high customer satisfaction, and timely resolution of commercial issues.

• Lead customer tenders, quotations, proposals, contract renewals, and commercial negotiations through to successful closure.

• Set competitive pricing and commercial terms, reviewing customer, product, and channel profitability to improve gross margin and EBITDA performance.

• Own the commercial P&L, annual budgeting, sales forecasting, and commercial investment effectiveness, implementing corrective actions when performance is off plan.

• Monitor market trends, competitor activity, customer needs, sales performance, and commercial KPIs, providing clear insights and reports to senior management.

• Partner with Operations, Supply Chain, Procurement, Finance, Product Development, and Quality to deliver customer requirements and align growth plans with operational capacity.

• Support new product development and commercialization by translating customer needs and food-market opportunities into commercially viable solutions.

• Lead, coach, and develop the Commercial team through clear objectives, performance reviews, succession planning, and a culture of customer focus, accountability, collaboration, and continuous improvement.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Finance, Economics, Food Science, or a related field.

• Minimum 10 years of progressive experience in Business Development, B2B Sales, Commercial, or Key Account Management, including a strong record of new-customer acquisition and revenue growth.

• At least 5 years of leadership experience managing commercial or sales teams.

• Strong experience in Food Manufacturing, FMCG, Frozen Food, Food Service, or a related food industry is strongly preferred, together with genuine interest in food trends, innovation, and commercialization.

• Entrepreneurial, growth-oriented Business Development mindset with hands-on ability to identify opportunities, build pipelines, prepare proposals, negotiate, and close business.

• Proven expertise in commercial strategy, pricing, contract negotiation, profitability management, key-account development, and strategic customer relationships.

• Strong business and financial acumen, including market analysis, P&L, gross margin, forecasting, pricing, and profitability, with proficiency in Microsoft Excel and ERP systems.

• Excellent leadership, communication, negotiation, and stakeholder-management skills, with excellent written and spoken English.