Job Description

Commercial Director – HONG KONG & MACAU

Application Deadline: 9 October 2026

Department: Marketing

Employment Type: Permanent - Full Time

Location: China

Description

Great People Work Here

We are looking for an accomplished and commercially astute Commercial Director to lead the Hong Kong & Macau business for Twinings and Ovaltine. This is the most senior brand-owner role in market, with end-to-end accountability for strategy, P&L, sustainable growth, organisational leadership and the distributor partnership.

The successful candidate will combine exceptional strategic thinking with strong business acumen and disciplined execution. They will set a clear multi-year direction, make high-quality choices across brands, channels, customers and investment, and translate insight into profitable growth. Working closely with Greater China, regional and global stakeholders, the Commercial Director will represent the market, influence senior decision-makers and build the capabilities required for long-term success.

Key Responsibilities

• 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, grounded in consumer, customer, category, competitor and channel insight.
• Make clear strategic choices on where to play and how to win, balancing short-term delivery with long-term brand equity, portfolio health and sustainable value creation.
• Lead business performance with strong commercial judgement, using market, channel, customer and financial data to identify opportunities, anticipate risks and take decisive corrective action.
• Set pricing, revenue growth management, portfolio, innovation and investment priorities to improve mix, margin, return on investment and competitive position.
• Lead the distributor relationship at executive level, including Joint Business Planning, performance governance, annual negotiations, resource alignment and accountability for execution.
• 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, ensuring rigorous prioritisation, tracking, post-evaluation and reallocation toward the highest-value opportunities.
• Accelerate growth across Hong Kong & Macau FMCG channels, including supermarkets, convenience, e-commerce, traditional trade, specialty retail, foodservice and HORECA.
• Build a strong innovation pipeline and commercialisation agenda, connecting market needs with Greater China, regional and global brand teams and supply partners.
• Lead demand planning and business risk management in partnership with finance and supply chain, with particular focus on forecast quality, inventory health, service, compliance and business continuity.
• Represent Hong Kong & Macau in senior regional and global forums; prepare and deliver concise, insight-led, board-ready business reviews and strategic recommendations.
• Lead, coach and develop the local team, creating clear accountability, strong commercial capability, high performance and effective cross-functional collaboration.
• Ensure the business operates with high standards of governance, ethics, regulatory compliance, brand stewardship and responsible decision-making.

Skills, Knowledge and Expertise

• 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, Commercial 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; an MBA or equivalent senior management qualification is an advantage.
• Highly autonomous, resilient and hands-on, with the maturity to operate as the senior company representative in a lean market organisation.