Role Purpose

Managing the Distributor’s salesmen to achieve the sales objective and targets set above.

To ensure distributors implement the agreed action plans within the stipulated time frame and submit required reports on the results achieved upon execution of the action plans.

The main purpose of the role is to cultivate Strategic Partnerships with Key Outlets through proficiency.

To regularly review the distributor’s capability and infrastructure support through monthly Distributor Business Review to ensure achievement of sales, effective call rate, numeric distribution, service levels targets and merchandising standards in field execution.

There are 2 available positions, one located in Seremban and the other in Johor Bahru.

Key Accountabilities

Financials

Delivers volume (tons & ctn) and value (Net Revenue)

Manages customer trade spend (GTN) within budget, including trading terms and product returns

Category Strategy

Understands customer prioritization framework for customers

Defines customer tactics basis prioritization

Commercial Planning

Implements operational plans aligned to activity grid (SMAP) and channel strategy.

Provides accurate, complete and timely bottom up forecast via historical data, business trends and insights

Category Activities

Communicates clearly and timely plans, activities and spend to CRO and Key customers

Monitors trade spend with CRO and customers and Sales Finance

Participates in business development programs (samplings & road show) to further improve in-market execution

In-Store Excellence

Executes Picture of Success in outlet and tracks the same- 5Ps (Product, Price, Place, Promotion, POSM)

Implements insight-based standards on retail execution by channel and refine using ROI analysis

Coordinates with merchandising agency for timely and quality execution

Provides timely feedback to internal and external stakeholders on store issues and opportunities

Achieves speed to market on innovation including NPD, events, promotions, and POSM

Channel/ Customer / Account Management

To professionally manage and evaluate distributors’ overall performance and draw up agreed action plans to address issues and leverage opportunities through the monthly Distributor Business Review

Responsible for the achievement of sales and distribution targets set

Ensure CROs implement Company’s promotional activities effectively in all General Trade channels

Conduct distribution audit during market visit and discuss follow-up actions with CROs concerned.

Participate in monthly discussions with Area Sales Manager, and distributors’ field sales personnel to resolve trade and other operational issues

Organizational and People Management

Owns individual development program

Participates in training to enhance competencies



Key Requirements;

Bachelor’s Degree: Preferably in Business Administration, Marketing, or a related field

Minimum 2-5 years of proven sales experience (preferably in the General Trade & LKA), ideally in the FMCG industry

Strong knowledge of sales strategies, techniques, and processes

Excellent verbal and written communication skills

Ability to negotiate terms effectively and close deals

Strong customer service orientation and relationship-building skills

Ability to analyze sales data and market trends to make informed decisions

Effective problem-solving skills and the ability to handle difficult situations

Excellent time management and organizational skills

Familiarity with CRM software and Microsoft Office Suite (Word, Excel, PowerPoint)

Willingness to travel extensively within the assigned area.