Job Description

Job Summary Reporting to the country head for FMCG Malaysia, this is a critical sales leadership role where you will lead a dynamic team for both General and Modern Trade of a sizeable business portfolio. You will formulate and oversee implementation of sales strategies and plans to achieve sales targets for assigned businesses/territories and overall business objectives. You are a leader with proven experience and have an ambition to drive high growth and results. General Responsibilities Oversee and manage departmental operating budgets and costs according to annual allocation to ensure efficient usage of resources Formulate trade sales strategies for the entire product portfolio Develop sales strategies for individual products in consultation with the Client Assign geographical sales territories and establish budgets Establish and monitor key performance indicators to manage geographical territories\' performance Oversee the development and implementation of short and long-term sales plans Drive overall sales activities and introduce new/improved strategies and plans based on anticipated changing markets and trends Oversee pricing and contract negotiations with key customers to facilitate sales agreements and achieve targeted margins Anticipate competitors\' go-to-market strategies/plans Drive new/enhanced product solutions to best address customer needs Provide direction on sales forecasting and reporting processes/activities Strategize customer base expansion based on effectiveness of sales strategies/plans Drive a culture of continuous improvement on sales processes, sales plans, customer satisfaction, etc. Monitor department net operating capital and drive prompt payments by customers Continuously improve customer issue resolution processes to ensure effective closure of issues Develop and build long-term strategic relationships with key customers to achieve business objectives Collaborate with cross-functional leaders in anticipating client needs, defining and leveraging cross product/ industry business opportunities Set direction and cascade team/function goals to ensure goals are well-defined and clearly communicated Coach and mentor team\'s success as part of a high performing team Identify and groom leaders within the team as part of building bench strength Drive and manage learning and development of team in the area of Field Sales and DKSH behaviors Functional Skills And Knowledge Advanced knowledge and understanding of the Fast Moving Consumer Goods industry/market/competitors/customers Essential category experience in Sweets/Snacks/Confectionery/Chocolates/Ice Cream/Gum A proven sales and key account management track record in Malaysia, with an existing network of contacts in Modern Trade and General Trade Dynamic leadership experience in leading field sales Experienced in partnering HR in designing and implementing motivating sales incentives programs that drive growth and promote the right company culture and values An empathetic leader who believes in developing the team\'s capabilities and personal growth, demonstrating skills in mentoring and coaching others for success Highly entrepreneurial with advanced negotiation skills Advanced research and analytical skills, savvy with gathering market intelligence Strong in financial management with knowledge on P&L and levers to drive a profitable business Confident stakeholder management skills, demonstrating courage for crucial conversations Penchant for problem solving and process improvement with the end goal to achieve results Fluency in English (both written and spoken) and Bahasa Melayu. Mandarin is essential due to key accounts language requirement Education Degree or professional qualification in Business Studies/Marketing/Economics or a related discipline Work experience Minimum twelve years\' experience in Fast Moving Consumer Goods industry, preferably from multinational company background Minimum five years\' experience in a managerial capacity having led sizeable salesforce Experience working in Malaysia is a must, ideally having both West and East Malaysia experiences

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