Iconic dairy brands, exciting dairy future!
Mainland Dairy is entering a bold, new chapter. Evolving from our roots as the business formerly known as Fonterra's global Consumer and associated businesses, we are set to become part of Lactalis Group, the world's largest dairy company known for its firm belief in the future of dairy and rapid, consumer-driven growth.
To be known as Lactalis Mainland Dairy, we're looking for highly skilled and knowledgeable people who are energised by the opportunity under new ownership, a change that is expected for the first quarter of 2026 (pending sale completion) but starting as soon as the right person is identified and available.
At Lactalis Mainland Dairy, our passionate and talented team is committed to nurturing the future, unlocking new opportunities, and fostering innovation in nutrition and food. Come join us and help shape a consumer-focused future to be proud of.
Job Purpose
- To conduct monthly business planning meetings with designated distributors focussing 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 areas field sales team
- To regularly review the distributors infrastructure with the objective to upgrade as necessary to effectively handle the increasing competitive and challenging market environment and to train and develop the team of CRO / Van Sales.
Responsibilities
Distributor Management
- Set sales and distribution targets, in consultation with Trade Marketing Executive, for each Distributor under his/her charge.
- Ensure the adherence to the agreed journey plans for Distributors field sales personnel.
- Conduct Distribution audit during market visits and discuss follow-up actions with 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 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 Company's promotional activities are cascaded down and implemented effectively by all field sales personnel.
- Evaluate competitive activities, report and recommend counter actions.
- Ensure bottom-up sales forecast by SKUs by distributor is submitted 2 months ahead.
In-Store Excellence
- Ensure effective implementation of Merchandising guidelines and standards.
- Executes Picture of Success in outlet and tracks the same- 5Ps (Product, Price, Place, Promotion, POSM)
- Improve out of stocks (OOS) situation in 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 your team to deliver the company vision to be the innovative face of dairy, and to drive a high performance culture
- Help create an engaged, driven and positive culture. Drive employee engagement through leading by example in engagement actions. Lead action planning around engagement opportunities and ensure progress is achieved to improve employee engagement.
- Spend maximum time in 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.
- i-Learning
- Participates in training to enhance competencies
Qualifications
- Bachelor's Degree or equivalent experience
- Minimum 3-5 years of related ASM experience in the FMCG environment
- Strong in Excel and Office applications
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 First Nations people, as well as individuals of diverse cultural and social backgrounds. 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!
Please note that applicants must have full working rights for Malaysia to be considered.
