Head of Trade

Zuellig Pharma is a leading healthcare solutions company in Asia, and our purpose is to make healthcare more accessible to the communities we serve. We provide world-class distribution, digital, and commercial services to support the growing healthcare needs in this region.

The company was started a hundred years ago and has grown to become a multibillion-dollar business covering 17 markets with over 12,000 employees. Our people serve more than 200,000 medical facilities and work with over 450 clients, including the top 20 pharmaceutical companies in the world.

Purpose of the Role:

To define, lead, and execute the overall commercial and Route-to-Market (RTM) strategy across both Modern Trade (health & beauty chains and supermarkets) and General Trade (Independent Pharmacies, Clinics, Drugstores) channels in Hong Kong and Macau. This executive role is responsible for retaining top strategic chain customers, negotiating complex yearly trading terms, driving digital transformation (eB2B and Online-to-Offline / O2O digital commerce) across traditional channels, and leading a high-performing sales and field merchandising organization. The Head of Trade acts as the pivotal bridge between demanding retail customers, internal stakeholders, and Principal clients, ensuring sales targets, visual merchandising compliance, and service quality expectations are exceeded while managing an expansive commercial P&L.

What You’ll Do:

1. Strategic Leadership & Commercial Planning

Integrated Trade Strategy: Design and execute a cohesive, omnichannel Route-to-Market (RTM) strategy unifying MT and GT channels, balancing high-touch key account management with cost-efficient GT hybrid sales coverage and robust field merchandising.

P&L & Trading Terms Management: Manage, direct, and achieve annual budgeted financial sales targets and departmental expenses. Lead the negotiation of annual trading terms for all key chain customers, finding mutual agreement between demanding retailers, the company, and Principal clients.

Gross-to-Net (GTN) Optimization: Rigorously manage trade spend, customized reporting requests, and promotional display budgets to ensure high ROI and profitability across heavily discounted MT channels and fragmented GT networks.

2. Stakeholder Management, Principal Relations & New Business Pitching

Principal & Client Relations: Conduct regular Joint Business Planning (JBP) and business reviews with Principals, providing proof of in-store merchandising execution and shelf performance through visual field audit reports. Manage CSO clients effectively to ensure service level agreements are met.

Business Development (BD) Support: Actively support the pitching projects to secure new client partnerships and expand the portfolio.

Online Store Management: Oversee and optimize online store management for clients, ensuring cohesive digital commerce strategies and seamless integration with overarching trade objectives.

Internal Collaboration: Work closely with CS, Logistics, IT, and Finance to resolve trading term affairs, delivery windows, and stock allocation challenges.

3. General Trade Excellence & Digital Transformation

General Trade Excellence: Ensure defined GT service level KPIs (call coverage, strike rate, trade coverage) are consistently met.

eB2B & O2O Transformation: Champion the digital shift in GT and MT by driving the adoption of eB2B ordering platforms among traditional retailers and implementing Online-to-Offline (O2O) commerce initiatives.

Sales Force Effectiveness (SFE): Maximize productivity across sales representatives and field merchandisers through process simplification, workflow automation, and digital reporting tools.

4. Modern Trade (KA) & Merchandising Team Leadership

Key Account Leadership: Oversee the KA team in executing below-the-line (BTL) sales plans, expanding sales channels, and retaining top strategic partners.

Merchandising Operations & In-Store Execution: Direct and manage the Modern Trade Merchandising Team to guarantee top-tier execution at the point of sale.

Planogram & Display Compliance: Ensure strict adherence to agreed store planograms, primary shelf allocations, off-location displays and promotional bays.

Share of Shelf (SOS) & Visibility: Drive maximum product visibility and maintain target Share of Shelf (SOS) against competitor brands across strategic retail chains.

Stock Rotation & On-Shelf Availability (OSA): Oversee shelf replenishment and proactive stock checks to eliminate shelf out-of-stock (OOS) situations and minimize short-dated goods returns.

POSM Deployment: Coordinate the timely deployment, maintenance, and audit of Point-of-Sale Materials (POSM) during marketing campaigns.

Field Routing & Productivity: Optimize merchandiser store call routes, visit frequencies, and time-in-store metrics across high-volume and secondary retail outlets.

5. Team Leadership & Capability Building

Resource Allocation: Strategically deploy sales representatives and field merchandisers to fulfill distinct client SLAs and store footprints.

Talent Development & Coaching: Build a strong culture of high performance and accountability. Provide continuous on-the-ground coaching, conduct performance evaluations, and streamline field workflows to maximize team productivity.

What Will Make You Successful:

Must-Have:

• Bachelor’s degree in Business Administration, Marketing, Science, or a related field.
• 15+ years of commercial, sales, or trade marketing experience in the Pharmaceutical, Consumer Healthcare (OTC), or FMCG industries, with a minimum of 5 years managing sizable sales and field merchandising teams.
• Up-to-date knowledge of the Hong Kong and Macau retail landscape, including in-depth operational familiarity with health & beauty chains and supermarket merchandising requirements.
• Proven track record in structuring field routing, setting up in-store compliance audits, managing POSM execution, and driving shelf visibility strategies.
• Strong experience in high-stakes Key Account negotiation, trading terms management, and P&L accountability.
• Ability to motivate, train, and direct on-the-ground merchandisers to achieve high operational standards.
• Exceptional capability to align store managers, KA buyers, and Principal demands smoothly.

Advantage to Have:

• Proficiency in Microsoft Office (Word, Excel, PowerPoint)
• Good command of spoken and written in English and Chinese (Cantonese/Mandarin)

What We Offer:

• We are committed to fostering an inclusive environment where our employees can learn, grow, and achieve shared success.
• We champion diversity, equity, and inclusion, ensuring every individual feels valued, respected, and treated fairly.
• As a leading multi-market healthcare solutions provider, we empower our employees to gain comprehensive knowledge and expertise in the dynamic healthcare industry across the region.
• Enjoy the flexibility to effectively balance your work and personal life while taking charge of your career journey through our empowering growth opportunities.
• Our Total Rewards program is designed to support your overall well-being in every aspect.

*Personal data collected will be treated in strict confidence and only be used for recruitment purpose. Only shortlisted candidates will be notified.

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