Tohtonku is a proudly Malaysian beauty and personal care powerhouse, home to brands across Southeast Asia. Our mission is to empower everyone to look and feel their best, blending innovation, agility, and an entrepreneurial spirit to lead in a fast-evolving market and redefine personal care excellence.
Job Summary
The Area Sales Manager (ASM) is responsible for driving sustainable sales growth and market execution excellence across Traditional Trade (GT) and Modern Trade (MT) within the assigned area. This role focuses on expanding numeric distribution, strengthening in-store execution, optimizing distributor performance, and improving seller productivity.
Key Responsibilities
Channel & Business Development (GT & MT)
- Drive numeric distribution expansion by opening new accounts across Traditional Trade and Modern Trade.
- Ensure MSL compliance by channel and outlet type, focusing on the right SKU mix to maximize sales productivity.
- Direct manage some Key Wholesalers with the assistance of ESR.
- Grow volume in LPV outlets and GT Supermarkets and improve visibility.
- Develop and execute channel-specific sales plans to achieve annual and monthly targets.
- Identify growth opportunities within MT key accounts and GT high-potential outlets.
- Speed to market for NPD and Nationwide thematic campaigns
In-Store Execution Excellence
- Ensure prominent home shelf placement with clear brand blocking and category segmentation.
- Drive secondary display execution at top LSM outlets and high-traffic GT stores.
- Ensure full utilization of POSM and block display dress-up to improve visibility and offtake.
- Monitor and reduce Out of Stock (OOS) through proper call card discipline and off-take tracking.
- Work closely with merchandising and Captivate teams to continuously improve shelf standards.
Promotion, Activation & Roadshow Management
- Plan and execute monthly in-store promotions across GT and MT.
- Drive special promotions during festive periods and mailer programs with chain supermarkets.
- Working closely with Trade marketing, lead and plan roadshows at top-performing stores.
- Implement exclusive trade contests for key local supermarket chains to drive volume and engagement.
- Ensure all promotional activities are executed with high compliance and measurable ROI.
Distributor Management & Governance
- Manage and align distributors to achieve agreed sales, distribution, and execution KPIs.
- Monitor distributor performance using scorecards, sales reports, and execution metrics.
- Conduct weekly WIP reviews with PICs to track progress, issues, and corrective actions.
- Lead monthly performance reviews with distributors to address gaps and drive improvement plans.
- Ensure distributors maintain healthy stock levels and efficient market coverage.
Seller & Field Force Productivity
- Lead, coach, and develop Exclusive Sales Representatives (SR) through weekly field coaching.
- Execute quarterly distribution blitz with GSR teams (minimum twice per month).
- Set clear seller KPIs covering sales performance, reach, MSL compliance, and execution quality.
- Build a disciplined, high-performing sales team culture focused on execution excellence.
Reporting, Analysis & Performance Management
- Track sales performance versus targets and identify gaps promptly.
- Analyze scan data, secondary sales, and market feedback to support decision-making.
- Provide accurate and timely sales forecasts, action plans, and management reports.
- Ensure execution compliance and data accuracy across GT and MT channels.
Cross-Functional Collaboration
- Work closely with Marketing, Trade Marketing, Supply Chain, and Merchandising teams to ensure seamless execution.
- Support company-led initiatives and special projects aligned with strategic priorities.
- Act as the key field link between head office strategy and in-market execution.
Qualifications
- Proven sales management experience in FMCG covering both Traditional Trade and Modern Trade.
- Strong expertise in channel development, key account management, and distributor alignment.
- Hands-on experience in in-store execution, merchandising, and ensuring SKU and MSL compliance.
- Ability to lead, coach, and motivate field sales teams to achieve targets and drive execution excellence.
- Skilled in sales analysis, reporting, and cross-functional collaboration to translate strategy into results.
Note : Only shortlisted candidates will be contacted
