Commercial Strategy & Revenue Growth 

• Develop and execute the annual and quarterly sales and marketing strategy in line with approved revenue, volume and profitability objectives. 

• Translate business targets into channel, territory, customer, product and team targets and monitor execution against plan. 

• Identify priority markets, customers, distributors and growth opportunities and develop actionable plans to win and scale them. 

• Drive disciplined pipeline management, customer acquisition, repeat business and account growth. 

Route-to-Market, Distribution & Market Expansion 

• Design and strengthen route-to-market strategies across distributors, wholesalers, retailers, modern trade, institutions and other relevant channels. 

• Expand active distribution and improve product availability and visibility across priority territories. 

• Develop distributor selection, onboarding, performance-management and territory-coverage standards. 

• Use market data to identify white spaces, under-served territories and channel opportunities and convert them into measurable growth plans. 

Marketing Strategy, Trade Marketing & Brand Activation 

• Develop and execute Chloe's product and market-facing marketing plan, including campaign calendars, trade promotions, activations, product launches and market-entry initiatives. 

• Drive consumer, trade and channel marketing activities that increase awareness, trial, repeat purchase and product visibility. 

• Work with Brand/Corporate Communications to ensure all Chloe marketing campaigns, creative materials and messaging are aligned with group brand standards. 

• Plan and evaluate promotions using clear commercial objectives, budgets, expected returns and post-campaign performance reviews. 

• Track competitor activity, pricing, product positioning and consumer trends and recommend timely commercial responses. 

Product, Pricing & Portfolio Commercialisation 

• Provide commercial input into pricing, pack architecture, promotions, product positioning and new-product introductions. 

• Work with Operations and Supply Chain to ensure demand plans are aligned with production capacity, inventory and market requirements. 

• Drive sell-through and shelf-life clearance plans for ageing or slow-moving stock without undermining approved pricing and margin controls. 

• Provide regular market intelligence and customer feedback to support product improvement and portfolio decisions. 

Customer, Distributor & Channel Management 

• Build strong relationships with key distributors, retailers, institutional customers and strategic partners. 

• Set service, sales, stock, visibility and payment expectations for distributors and key customers and monitor performance. 

• Resolve recurring commercial issues in collaboration with Operations, Finance, Warehouse and Customer Experience. 

• Ensure credit, pricing, discount and promotional practices are applied in line with approved company controls. 

Sales Forecasting, S&OP & Commercial Analytics 

• Prepare accurate sales forecasts by product, territory and channel and provide timely commercial input into S&OP. 

• Monitor revenue, volume, margin, distribution, stock ageing, customer performance, campaign effectiveness and other commercial KPIs. 

• Use commercial data to identify performance gaps, recommend corrective actions and support management decisions. 

• Prepare weekly and monthly sales and marketing performance reports with clear risks, actions and opportunities. 

Team Leadership & Execution Discipline 

• Lead, coach and develop the sales and field marketing team, setting clear targets, territory/accountability standards and performance expectations. 

• Establish effective call plans, route plans, field reviews, distributor reviews and market-working routines. 

• Ensure sales and marketing activities are executed consistently and that actions, customer commitments and market feedback are tracked to closure. 

• Build a high-performance commercial culture focused on strategic thinking, market execution, accountability and sustainable growth.