SEA Perfect Store Lead

Job Purpose

The SEA Perfect Store Lead designs, deploys, and governs the "Perfect Store" execution framework across six South East Asian markets to drive category growth and brand equity. Operating with high autonomy, this role standardizes customized channel-specific "Pictures of Success" (PicoS) and execution playbooks, ensuring a consistent framework from market to market. This role bridges the gap between regional category strategies and local field execution, driving commercial investment to deliver a "Triple Win" for the Pet Parents, the Customers, and Mars.

What You’ll Do

• Design Category-First Principles: Define and standardize regional Perfect Store design principles for the Pet Nutrition category, taking into account the distinct product segments (Dry food, Wet food, and Care & Treats) and their unique shopper paths-to-purchase.
• Establish Channel-Specific PicoS Blueprints: Architect the physical and digital "Picture of Success" templates for diverse retail environments across SEA – including MT, GT, SPT and CCOM.
• Innovate the Shelf Experience: Define optimal shelf placement, brand blocking, category adjacencies, and promotional display standards that align with shopper behaviors, maximizing conversion and category growth.

• Define Actionable KPIs: Design and standardize a robust suite of on-shelf KPIs tailored to the region, including Must Have SKUs (MHS), On-Shelf Availability (OSA), Share of Shelf (SOS), Assortment/Planogram Compliance etc.
• Establish Tracking Infrastructure: Lead the cross-market deployment of standardized tracking methodologies and tools (e.g., Image Recognition, mobile auditing platforms, and digital scorecards) to ensure highly accurate, near-real-time compliance visibility.
• Manage Regional Scorecard: Own the consolidation and distribution of the monthly/quarterly SEA Perfect Store execution scorecard, identifying gaps and progress across the markets.

• Execute Compliance-to-Sales Analytics: Correlate Perfect Store compliance scores directly with market sales growth to demonstrate program ROI and pinpoint the specific KPIs (e.g., SOS or OSA) that drive the highest commercial impact per cluster.
• Identify Growth & Efficiency White Spaces: Analyze regional execution trends and historical compliance data to identify systematic underperformance, recommending corrective commercial actions and optimization strategies.

• Onboard and Train Local Teams: Lead the onboarding of local market teams onto regional Perfect Store frameworks, building local capabilities and ensuring regional standards are successfully adapted to local market nuances.

S&OP DMR & Commercial Alignment: Participate in local DMR (as part of the broader S&OP cycle) by sharing key Perfect Store insights, highlighting compliance gaps, and identifying growth opportunities.

Context and Scope

• Operating Environment: The role operates in a highly dynamic, fast-growing Pet Nutrition category across 6 SEA markets with varying levels of retail maturity (from highly organized Modern Trade to highly fragmented Traditional Trade). The incumbent must navigate these differing market realities to establish a scalable yet flexible regional framework.

• Stakeholder Management: This is a highly collaborative, matrixed role. The Lead must partner effectively with Category Lead, Customer Marketing, Marketing, Sales (both account management and operations teams). He/She must also manage relationships with global capabilities teams and external third-party technology/audit vendors.

• Way of Working: This is an execution-driven strategic role requiring high autonomy. Since the Lead operates without direct line authority over local market teams, success is achieved through strong consultative leadership, persuasive storytelling using data, and the ability to influence cross-functional market partners to adopt regional frameworks.

• Decision-Making Authority: The role possesses regional governance over Perfect Store design standards, KPI metrics, and technology selections, while collaborating with local market leads to approve customized, localized execution strategies.

What We’re Looking For

• At least 8 years in FMCG Perfect Store, Customer Marketing, Category Management, Sales Operations, or Key Account Management
• Proven capability to operate as an independent senior individual contributor, driving regional agendas, leading change management initiatives
• Demonstrated success in customer facing roles, including development of mutually beneficial in-store activation plans
• In-store merchandising and activation experience
• Track record of leading and delivering results through others
• Demonstrated ability to influence and lead others to deliver mutually beneficial solutions.