Role Purpose
- To conduct monthly business planning meetings with designated distributors focusing on Sales Performance, Coverage, Call Planning, Distribution, Merchandising and Service Levels, to continuously improve distributors in field executions.
- Ensuring that area sales and development objectives are achieved through planning, direction, motivation and follow-up activities with the area field sales team.
- To regularly review the distributors infrastructure with the objective to upgrade as necessary to effectively handle the increasingly competitive and challenging market environment and to train and develop the team of CRO / Van Sales.
- The role is based in Melaka and to drive sales execution and customer coverage across both Melaka and Negeri Sembilan.
Key Requirements
Distributor Management
- Set sales and distribution targets for each Distributor.
- Ensure adherence to the agreed journey plans for Distributors field sales personnel.
- Conduct Distribution audits during market visits and discuss follow-up actions with the Distributors concerned.
- Evaluate continuously distributors overall performance and come up with alternatives/solutions if certain distributors are performing below par.
- Hold monthly discussions with ASE together with the Distributor owner, CRO and Merchandiser to update Sales KPI performance and resolve trade/operational issues.
Financials
- Responsible for credit control and timely collections of receivables.
- Manage the sales and marketing budgets and ensure the promotional budgets are effectively and prudently spent.
- Commercial Planning
- Ensure the Company's promotional activities are cascaded down and implemented effectively by all field sales personnel.
- Evaluate competitive activities, report and recommend counteractions.
- Ensure bottom-up sales forecast by SKUs by the distributor is submitted 2 months ahead.
In-Store Excellence
- Ensure effective implementation of Merchandising guidelines and standards.
- Executes Picture of Success in the outlet and tracks the same- 5Ps (Product, Price, Place, Promotion, POSM).
- Improve out of stocks (OOS) situation in the outlet.
- Coordinates with merchandising agency for timely and quality execution.
- Provides timely feedback to internal and external stakeholders on store issues and opportunities.
- Assist Achieves speed to market on innovation including NPD, events, promotions and POSM.
Organizational and People Management
- Lead the team to deliver the company vision to be the innovative face of dairy, and to drive a high-performance culture.
- Foster an engaged, motivated, and positive culture by leading engagement initiatives by example, developing action plans to address engagement opportunities, and driving measurable progress to improve employee engagement.
- Spend maximum time in the field working shoulder-to-shoulder coaching and on-the-job training with ASE, Distributor CROs and merchandisers.
- Develop an annual performance plan for direct reports and review at least quarterly.
- Develop an Individual Development Plan for direct reports focusing on building capability and high-performing teams.
- Participates in training to enhance competencies.
Key Requirements
- Bachelor's degree in Business, Marketing, or a related field (or equivalent practical experience).
- 3–5 years of proven sales experience in the FMCG industry, preferably managing an assigned territory/area.
- Proven experience managing the General Trade (GT) channel, including planning and executing initiatives to drive sales performance.
- Experience managing a territory based in Melaka with coverage responsibility for Negeri Sembilan.
- Strong track record in leading and coaching sales teams (e.g., distributors/field sales) to achieve area sales targets and execution KPIs.
- Willingness to travel frequently within the assigned area/region.
- Proficient in Microsoft Excel and other MS Office tools for sales reporting, analysis, and forecasting.
- Leadership: ability to provide clear direction and lead others.
- Influencing and stakeholder engagement: ability to support, influence, and inspire others; identify and engage key internal/external stakeholders; create urgency/call to action; resolve conflict.
- Relationship management, trust and integrity: build effective relationships and act with trust and integrity.
- Problem solving and dealing with ambiguity: solve problems and make decisions in the absence of complete information.
- Building effective teams: build effective teams and work cross-functionally.
Be Part of Dairy's Future
Great people continue to power this business forward. Our people thrive within a positive working environment, a collaborative and caring culture and leadership that continues to inspire.
We believe in you bringing your best and most authentic self to work and we want you to succeed in a way that allows you to win, in every aspect of your life. We strongly encourage applications from individuals of all backgrounds, as well as those from diverse cultural and social communities. Our team is dedicated to supporting your professional development and personal wellbeing.
We look forward to the possibility of you joining our inclusive team.
Let's make this your best move yet. Apply now!
