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.
3 vacancies available; Seremban, Melaka & JB

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.

Our Story

Fonterra is a global nutrition company owned by 9000 farming families in New Zealand. We employ 20,000 people around the globe and offer amazing opportunities for people who want to join our team. Our New Zealand-made dairy products are enjoyed in 140 markets across the globe. Our products are loved by people for their balanced nutrition, quality craftsmanship and sheer indulgence.

At Fonterra, diversity, inclusion, and flexibility are a big part of our business, and with a collaborative culture, inspiring leaders and passionate people, this is a great place to work, please apply and join our team.

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