The NSO&D Manager is responsible for driving sales growth, market share, profitability, and distribution excellence across the General Trade channel. The role leads distributor management, sales execution, route-to-market strategy, and sales team development to achieve the company's commercial objectives.

Key Responsibilities

1. Sales & Business Growth

Deliver monthly, quarterly, and annual sales targets.
Drive volume, value, and profitable growth.
Increase numeric and weighted distribution.
Expand market coverage and penetration.

2. Distributor Management

Appoint, develop, and manage distributors.
Review distributor financial health and inventory.
Conduct monthly business reviews.
Improve distributor ROI and operational efficiency.

3. Route-to-Market (RTM)

Develop GT channel strategies.
Optimise sales territories and call cycles.
Improve outlet productivity and strike rate.
Ensure effective coverage of traditional trade outlets.

4. Sales Execution

Execute trade promotions and merchandising standards.
Improve product availability and visibility.
Monitor pricing and competitor activities.
Drive new product launches.

5. Team Leadership

Lead Area Sales Managers, Sales Executives, and Merchandisers.
Coach and develop high-performing sales teams.
Set KPIs and conduct performance reviews.
Build a strong performance culture.

6. Commercial Planning

Prepare annual sales budgets and forecasts.
Analyse sales performance and market trends.
Identify growth opportunities and corrective actions.
Work closely with Marketing, Supply Chain, Finance, and Trade Marketing.

7. Customer & Channel Development

Strengthen relationships with wholesalers and key retailers.
Expand business in rural and urban GT channels.
Develop channel-specific growth initiatives.
Key Performance Indicators (KPIs)
Sales revenue growth
Volume achievement
Gross profit/margin
Numeric distribution
Weighted distribution
Active outlet growth
Strike rate
Sales call productivity
Distributor ROI
Market share
Forecast accuracy
Trade promotion ROI
Inventory days and stock availability.

Requirements

Bachelor's degree in Business, Marketing, or a related field.
8–12 years of FMCG sales experience, with at least 3–5 years in a NSO&D management role.
Strong knowledge of distributor management and Malaysia General Trade.
Proven leadership and negotiation skills.
Strong analytical and commercial acumen.
Proficiency in Microsoft Excel and PowerPoint.

National Sales Operations and Distribution Manager