The Head of International Sales is responsible for leading Highlands Coffee CPG&aposs international sales strategy, driving revenue growth in global markets, and managing high-level trade partnerships.
This role involves overseeing export operations, developing market entry strategies, ensuring compliance with international trade regulations, and leading a team to achieve business objectives.
I. RESPONSIBILITIES:
Export Sales Strategy & Business Development
- Develop and implement an international sales strategy to expand global market reach for Highlands Coffee CPG
- Define and achieve export sales targets to ensure revenue and profitability growth.
- Lead negotiations for large-scale contracts and high-value trade agreements.
Trade Partner & Key Account Management
- Build and maintain strong relationships with international distributors, wholesalers, and key clients.
- Drive partner engagement and performance to maximize sales volume and brand penetration.
- Negotiate long-term agreements, pricing structures, and market exclusivity where applicable.
Brand Compliant:
- Conduct regular audits of product packaging, advertising, and promotional materials to ensure adherence to master brand guidelines.
- Partner with creative and regulatory teams to resolve conflicts between innovation and brand compliance.
- Develop product narratives that amplify the master brands core pillars (e.g., quality, sustainability, heritage).
- Train internal stakeholders and external partners on brand compliance protocols and best practices.
- Monitor market trends and competitor activity to evolve brand guidelines without compromising consistency.
Financial, Profitability & Performance Management
- Develop and manage the export sales budget, including revenue forecasts and cost controls.
- Strategically untilize all fiancial resources available with return in mind. (ATL/BTL/Trade term/ Discount/ JBP/ Highland terms)
- Continnuously monitor effectiveness of investments to focus and capitalize on highest return actions.
- Optimize pricing strategies to maintain competitiveness while ensuring profitability.
- Define and execute LTPs for market expansion and sustainable growth.
Export Operations & Supply Chain Management
- Ensure adherence to international trade laws, customs regulations, and compliance standards.
- Oversee logistics, supply chain, and distribution processes for efficiency and cost control.
- Ensure on-time delivery and reduce supply chain bottlenecks through data-driven forecasting.
II. REQUIREMENTS:
Education
- Bachelors degree in Business, International Trade, Marketing, or related field (MBA preferred).
Experience
- 10+ years of experience in export sales/ international trade within the FMCG industry (Coffee experience preferred) with at least 3+ years in managerial roles.
- Experienced in export sales to International Markets: Asia, Europe, Middle East, Australia is highly refered.
Work related skills
- Data-driven and analytical mindset with experience in sales forecasting and P&L management.
- Strong knowledge of export regulations, international trade, and logistics.
- Ability to work across different cultures and adapt to market-specific consumer behaviors.
- Proficiency in English (additional languages are a plus).
- Excellent negotiation, communication, and relationship management skills.
Soft skills
- Excellent negotiation, communication, and relationship management skills.
