About the role:

1. Customer Management

Lead customer engagement by inspiring, supporting, and strengthening customer capability, building strong and trusted relationships.
Set commercial objectives and sales targets in alignment with Penfolds strategy; co-develop promotional and marketing plans with distributors and key customers.
Track monthly performance against targets, analyse gaps, and proactively implement mitigation plans to deliver results within budget.
Ensure effective execution of distribution plans, guaranteeing availability and visibility of Penfolds priority brands in On-Premise channel across Malaysia.
Provide insights on depletion, sales performance, and customer-specific opportunities to maximize growth.
Partner with distributors and stakeholders to embed Penfolds regional strategies into local execution.

2. Brand Activation

Develop and manage the promotional calendar with customers to drive brand activations and visibility across On-Premise outlets.
Deliver best-in-class execution of brand activities, ensuring strong point-of-sale visibility and availability in key accounts.
Leverage shopper and consumer insights to strengthen category leadership and brand engagement.
Lead the execution of events, tastings, and marketing activations that build brand awareness and consumer connection, ensuring Penfolds remains ahead of competitors in the channel.

3. Market & Competitor Analysis

Continuously gather and report competitor intelligence, including pricing, promotions, and activation strategies.
Conduct competitor pricing analysis to ensure optimal market positioning for Penfolds brands.
Identify market gaps, growth opportunities, and investment needs to strengthen Penfolds presence in On-Premise channel.
Present market insights and business implications to internal and external stakeholders to guide decision-making and future strategy.
Lead in developing Tier 2 cities by identifying new customer opportunities, expanding distribution, and ensuring priority brands are available in emerging markets.

4. Key Success Measures

Distribution Target – Work with distributor to Increase numeric and weighted distribution across targeted On-Premise outlets
Brand Visibility & Activation – Execute agreed promotional and activation calendar with excellence, measurable uplift in brand presence, visibility, and consumer engagement.
Customer Satisfaction & Partnership – Strengthen customer relationships and achieve positive feedback from key distributors and On-Premise outlets
Market Intelligence & Insights – Provide timely competitor pricing and market insights that inform strategic decisions and protect Penfolds premium positioning.
ROI on Investments – Ensure efficient use of A&P budgets with demonstrable return on investment from trade activations and promotions.

About you:

3 - 5 years of commercial experience within a major FMCG company; preferably in the wine and spirits industry
Excellent relationship building skills
Excellent customers management skill
Ability to work independently, with minimal supervision, and drive decision making
A proven track record of performance and delivery
Strong commercial acumen
Hands-on individual
Strong commercial acumen

On-Premise Sales Manager- Malaysia