Regional Sales Manager

About the Opportunity

The Regional Sales Manager leads customer and sales management across Hong Kong, Taiwan and the Philippines markets. Reporting to the VP, Sales & Marketing, ROA, the role is responsible for accelerating sales and channel strategy in Hong Kong while building sustainable market and customer development platforms in Taiwan and the Philippines.

This hands-on regional sales leadership role encompasses sales planning, execution and performance review; key account and direct retail relationships; distributor and channel development; market expansion; and leadership of the in-market sales team. It shapes ROA commercial priorities into regional and market-level growth plans and secures disciplined execution across customers, channels and berry categories.

As a key member of the Berry Go-to-Market team, the successful candidate works closely with Marketing and Product Business Management (PBM), together with Demand Planning, Supply Chain, Quality, Finance and Global Business Unit teams, to link market and supply opportunities with demand creation, product availability, pricing, allocation and reliable execution. The role represents Driscoll's to customers and partners and contributes clear market insights and recommendations to ROA business decisions.

JOB QUALIFICATIONS

·    Bachelor's degree in Business, Marketing, Agriculture, Food Science, Supply Chain or a related field.

·    8+ years of progressive experience in sales, key account management, commercial management or market development in fresh produce, perishable food, FMCG/CPG/Retail or related consumer products.

·    Demonstrated experience managing customers, distributors or route-to-market partners across more than one market; Hong Kong, Taiwan or Philippines experience is preferred.

·    Strong commercial understanding with the ability to connect volume, price, margin, customer investment, supply, service and category growth.

·    Proven ability to develop customer strategies, negotiate commercial plans and convert opportunities into disciplined execution.

·    Strong analytical capability and proficiency in Excel and presentation tools; Power BI, Tableau or CRM experience is an advantage.

·    Excellent English communication skills. Chinese language capability is preferred for Hong Kong and Taiwan customer engagement.

·    Comfortable working independently in a less-structured, fast-moving regional environment and managing multiple priorities.

·    Able and willing to travel regularly across Mainland China (mainly Yunnan providence), Hong Kong, Taiwan, the Philippines and other relevant ROA or Business Unit locations.

·    A person of unquestionable integrity who demonstrates Driscoll's Values in everyday application.

ROLE SUCCESS PROFILE

·    Sales ownership: delivers commitments and takes early action when performance, customer plans or execution are off track.

·    Customer leadership: earns trusted-partner status and converts customer insight into mutual growth opportunities.

·    Market development: builds practical, phased growth plans for emerging markets and creates sustainable routes to market.

·    Commercial judgement: balances volume, value, consumer experience, customer needs, supply realities and profitability.

·    Cross-functional leadership: aligns Marketing, PBM and enabling functions around clear priorities, decisions and actions.

·    Execution discipline: turns strategy into customer plans, forecasts, milestones, owners and measurable outcomes.

·    Regional agility: works effectively across different market maturities, cultures, channels and business conditions.

 

Responsibilities

JOB QUALIFICATIONS

·    Bachelor's degree in Business, Marketing, Agriculture, Food Science, Supply Chain or a related field.

·    8+ years of progressive experience in sales, key account management, commercial management or market development in fresh produce, perishable food, FMCG/CPG/Retail or related consumer products.

·    Demonstrated experience managing customers, distributors or route-to-market partners across more than one market; Hong Kong, Taiwan or Philippines experience is preferred.

·    Strong commercial understanding with the ability to connect volume, price, margin, customer investment, supply, service and category growth.

·    Proven ability to develop customer strategies, negotiate commercial plans and convert opportunities into disciplined execution.

·    Strong analytical capability and proficiency in Excel and presentation tools; Power BI, Tableau or CRM experience is an advantage.

·    Excellent English communication skills. Chinese language capability is preferred for Hong Kong and Taiwan customer engagement.

·    Comfortable working independently in a less-structured, fast-moving regional environment and managing multiple priorities.

·    Able and willing to travel regularly across Mainland China (mainly Yunnan providence), Hong Kong, Taiwan, the Philippines and other relevant ROA or Business Unit locations.

·    A person of unquestionable integrity who demonstrates Driscoll's Values in everyday application.

ROLE SUCCESS PROFILE

·    Sales ownership: delivers commitments and takes early action when performance, customer plans or execution are off track.

·    Customer leadership: earns trusted-partner status and converts customer insight into mutual growth opportunities.

·    Market development: builds practical, phased growth plans for emerging markets and creates sustainable routes to market.

·    Commercial judgement: balances volume, value, consumer experience, customer needs, supply realities and profitability.

·    Cross-functional leadership: aligns Marketing, PBM and enabling functions around clear priorities, decisions and actions.

·    Execution discipline: turns strategy into customer plans, forecasts, milestones, owners and measurable outcomes.

·    Regional agility: works effectively across different market maturities, cultures, channels and business conditions.

   

Candidate Profile

KEY RESPONSIBILITIES

1. Regional Sales Leadership & Business Delivery

·    Own and deliver annual sales, volume, revenue and gross margin objectives for Hong Kong, Taiwan and the Philippines, aligned with the ROA Annual Operating Plan (AOP).

·    Develop and lead an integrated regional sales plan by market, customer, channel and berry category, with clear priorities, milestones and performance measures.

·    Translate ROA strategy into market-level execution, balancing near-term sales delivery with sustainable market and category development.

·    Maintain a disciplined operating rhythm for sales performance, opportunity pipeline, customer plans, risks and corrective actions

·    Provide the VP, Sales & Marketing, ROA with concise business updates, forward-looking insights and recommendations.

2. Customer & Key Account Management

·    Lead strategic customer and partner relationships and strengthen Driscoll's position with retailers, service providers, importers, wholesalers, foodservice, e-commerce and other priority channels.

·    Develop joint business plans with key customers covering SKU, volume, pricing, promotions, service expectations, innovation and category growth.

·    Build a clear customer segmentation and portfolio strategy by market, focusing resources on customers and channels that support profitable growth and Driscoll's Mission to delight consumers.

·    Establish regular customer reviews, follow through on commitments and resolve commercial issues through effective cross-functional coordination.

·    Support Accounts Receivable performance and proactively manage invoice aging in partnership with Finance, Credit and Collections.

3. Hong Kong Sales Acceleration

·    Strengthen and expand the Hong Kong customer base through deeper and direct retail penetration, channel development and improved execution of customer programs.

·    Identify opportunities to grow distribution, promotions, and year-round berry patch program across priority customers.

·    Use customer, channel and market insights to recommend actions that improve sales growth, mix, service and profitability.

·    Maintain strong market visibility through regular customer engagement, store and channel reviews, and competitor monitoring.

4. Taiwan & Philippines Market Development

·    Develop market-entry and expansion plans for Taiwan and the Philippines, including market priorities, target customers, route-to-market requirements and phased growth opportunities.

·    Build and manage the opportunity pipeline, identify suitable customers and partners, and convert market insights into actionable commercial plans.

·    Coordinate internal readiness for market development, including product fit, source windows, pricing, packaging, quality, demand creation and supply reliability.

5. Cross-Functional Commercial Planning & Execution

·    Partner closely with PBM to align customer demand and market competition with product strategy, source availability, pricing, allocation, SKU and category priorities.

·    Work with Marketing to develop market- and customer-specific demand-creation programs, promotional plans and consumer engagement initiatives.

·    Bring timely market intelligence into commercial, product and supply discussions, including customer feedback, competitive activity, pricing, quality and channel trends.

·    Coordinate with Quality, Finance, Trade Operations and other functions to ensure customer commitments are commercially sound and operationally executable.

6. Forecasting, Performance Management & Commercial Discipline

·    Improve forecast quality through regular customer dialogue and close alignment with Demand Planning and PBM.

·    Monitor performance by market, customer, channel and berry category, and initiate corrective actions when results differ from plan.

·    Prepare sales reviews, customer updates, market assessments and executive-ready recommendations using clear, fact-based analysis.

7. Stakeholder Leadership & Ways of Working

·    Serve as the commercial lead for Hong Kong, Taiwan and the Philippines markets and create clear alignment across customer and functional stakeholders.

·    Influence effectively and bring the right teams together to clarify decisions, ownership, timing and follow-through.

·    Build trusted relationships across ROA and global BUs, working effectively across cultures, functions and time zones.

·    Represent Driscoll's professionally and ethically in all interactions with customers, partners, employees, growers and other stakeholders.

·    Ensure the security of Driscoll's proprietary and confidential information and comply with Company policies and practices.