Job Description

Job Summary

Reporting to the Vice President of FMCG, DKSH Malaysia, this position holds significant importance in sales leadership. You will oversee a large team for both General and Modern Trade in achieving the sales targets of a dynamic range of brands. Your role entails crafting and executing sales and trade marketing strategies and plans to meet sales targets for designated businesses/territories and overarching business goals. You are an accomplished leader with a growth mindset delivering success, and you are driven by the ambition to foster sustainable growth through a high performing team.

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 and trade marketing strategies for a myriad of products in consultation with the Client Management team
• 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
• Establish 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
• Experience in category management
• A proven sales and key account management track record in Malaysia, with an existing network of contacts in Modern Trade and General Trade
• Experience in leading sizeable field salesforce, with agility in responding to dynamic market changes, and swift in solving problems
• 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 and influencing 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 process improvement with the end goal to achieve results with greater efficiency and effectiveness
• Fluency in English (both written and spoken) and Bahasa Melayu. Fluency in Mandarin and/or local dialects is ideal

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 in various categories is highly desirable
• Experience working in Malaysia is a must, ideally having both West and East Malaysia experiences

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Requisition Number: 140563

Job Function: Sales

DKSH