Commercial Director – HONG KONG & MACAU

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.

About
Twinings has become one of the world’s most renowned tea companies over its 300-year history because we never stop learning, never stop experimenting and never stop inventing. We take pride in our tea from bud to cup and have been working with some of our tea estates around the world since the early 18th Century. More than 300 years later, the love of tea is still here - and so are we! We still sell tea from Thomas’s shop, and we still work hard to bring the most innovative new blends to tea lovers around the world. Now, we have over 500 varieties and our teas are cherished all over the world. Our expert master blenders taste more than 3,000 cups of tea every week. So you can be sure the next cup you taste will be every bit as good as the one yesterday or the day before. Our approach to Diversity, Equity & InclusionAt TwiningsOvo, we believe in the power of diversity to drive innovation and meaningful work. We are committed to building a workplace where people from all backgrounds, identities, and experiences feel safe, valued, have a sense of belonging and  are empowered to thrive. Inclusion is more than a goal,  it’s how we work together every day. As an equal opportunity employer, we prohibit any unlawful discrimination against an applicant on the basis of their ethnicity, colour, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, family or parental status, disability, neurodiversity, age, socioeconomic background or any other status protected by law and are committed to promoting diversity across our workplace.Applicants may be entitled to reasonable adjustments under the terms of the Equality Act. A reasonable adjustment is a change in the way things are typically done which will ensure an equal employment opportunity. Please inform our Talent Acquisition or HR Shared Services team if you need any assistance completing your application or to otherwise participate in the application process.