Commercial Director

Twinings

. Own the Hong Kong & Macau business strategy and full P&L, including sales, gross margin, marketing investment, trade spend, overheads, working capital, cash and profit delivery.

Posted 10/8/2026full-timeShanghai • ChinaLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in FMCG leadership with a strong focus on P&L ownership, strategic growth planning, and cross-functional team leadership. Proven ability to drive profitable growth and manage complex market dynamics in the Hong Kong and Macau regions.

Highest-signal resume keywords

FMCG Leadership ExperienceP&L OwnershipStrategic Growth PlanningCross-Functional Team LeadershipExecutive-Level Distributor Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business TransformationFinancial AcumenSales ManagementGross Margin OptimizationPricing StrategyTrade Spend ManagementForecastingROI AnalysisMarket Strategy DevelopmentInnovation Pipeline Management

Soft Skills

Strategic ThinkingCommunication SkillsNegotiation SkillsExecutive StorytellingTeam Development

Certifications & Qualifications

Bachelor’s Degree in BusinessBachelor’s Degree in MarketingBachelor’s Degree in Finance

Industry Keywords

Hong Kong FMCG MarketMacau FMCG MarketRoute-to-Market ModelsConsumer OrientationBrand StewardshipGovernance and ComplianceJoint Business PlanningCross-Functional CollaborationE-Commerce ChannelsFoodservice Channels

About the role

Key responsibilities & impact

Own the Hong Kong & Macau business strategy and full P&L, including sales, gross margin, marketing investment, trade spend, overheads, working capital, cash and profit delivery.
Define and lead a compelling five-year growth strategy and annual operating plan for Twinings and Ovaltine.
Make strategic choices across brands, channels, customers and investment, balancing short-term delivery with long-term brand equity and sustainable value creation.
Lead business performance using market, channel, customer and financial data to identify opportunities, anticipate risks and take corrective action.
Set pricing, revenue growth management, portfolio, innovation and investment priorities to improve mix, margin, ROI and competitive position.
Lead the distributor relationship at executive level, including Joint Business Planning, performance governance, annual negotiations, resource alignment and execution accountability.
Challenge and approve major distributor proposals across customers, promotions, distribution, visibility, inventory, forecasting, trade terms and brand-building activity.
Own A&P and trade investment governance, including prioritisation, tracking, post-evaluation and reallocation.
Accelerate growth across Hong Kong and Macau FMCG channels, including supermarkets, convenience, e-commerce, traditional trade, specialty retail, foodservice and HORECA.
Build an innovation pipeline and commercialisation agenda with Greater China, regional and global brand teams and supply partners.
Lead demand planning and business risk management with finance and supply chain, focusing on forecast quality, inventory health, service, compliance and continuity.
Represent Hong Kong and Macau in senior regional and global forums; prepare and deliver board-ready business reviews and strategic recommendations.
Lead, coach and develop the local team, creating accountability, commercial capability, high performance and cross-functional collaboration.
Ensure high standards of governance, ethics, regulatory compliance, brand stewardship and responsible decision-making.

Requirements

What you’ll need

15+ years of progressive FMCG leadership experience, including substantial hands-on experience in the Hong Kong food and beverage market; Macau exposure is advantageous.
Proven experience in a Commercial Director, Business Unit Director, Marketing Director or equivalent senior leadership role with broad market accountability.
Demonstrated ownership of a full P&L and a strong track record of delivering profitable growth, business transformation or turnaround in complex market conditions.
Exceptional strategic thinking, with evidence of building multi-year strategies, making portfolio and investment choices, and translating strategy into measurable execution.
Outstanding business and financial acumen; highly confident with sales, gross margin, pricing, trade spend, A&P, overheads, working capital, forecasts, P&L and ROI.
Deep knowledge of Hong Kong & Macau FMCG customers, channels and route-to-market models, including successful executive-level distributor management.
Strong brand-building and consumer orientation, with the judgement to evaluate positioning, communication, innovation, packaging, pricing and promotion beyond purely financial metrics.
Proven ability to lead cross-functional teams and influence senior regional and global stakeholders in a matrixed multinational organisation.
Excellent communication, negotiation and executive storytelling skills, including the ability to create and present polished, board-ready recommendations from complex data.
Fully fluent in English and Putonghua, spoken and written, plus fluent Cantonese; literate in simplified and traditional Chinese.
Bachelor’s degree or above in business, marketing, finance or a related discipline.
Highly autonomous, resilient and hands-on, with the maturity to operate as the senior company representative in a lean market organisation.