Position Summary
Reporting to Channel Director, Modern Trade, this role is responsible for managing a team of Sales Executive and Merchandiser (with a total of over 30 members) across West Malaysia. Perform field sales operations, ensure all customers Promotion activities implementation are setup on time and strictly follow monthly/weekly itinerary & complete coverage by Sales Executive and/or Merchandisers.
Responsibilities
Strategic
- Responsible for modern trade operation & implementation; Monthly alignment meeting with Sales Executive and Merchandisers
- Plan monthly meetings with Key Account Managers for in-store activities (Ad-hoc).
- Pre & post promotion review
- To secure shelf of space aligning with market share
- Enhance sales productivity by enabling the team to work smarter by simplifying processes and evaluating new resources.
- Develop and help to standardize business reporting for strategic analysis and internal business review.
- Support on-going analysis of sales team's performance.
- Define customer segmentation, assist with territory ownership, and help create a plan to enhance selling.
- Lead implementation of merchandising automation tools
Operational
- Provide ongoing support to ensure promotion implementation set up on time and products display with sufficient stock weight.
- Develop or maintain Customer Plans for Key Accounts which reflect the business and marketing plans.
- To ensure the sales force coverage follows planned itineraries and to ensure correct selling price labelling at store level.
- Responsible for share of space as planned.
- To ensure products are merchandised with FIFO.
- Secure secondary display during the promotion
- Ensure products are displayed at high traffic location.
- Provide guidance in problem solving to sales team on operational issue at store level.
- Daily market intelligence feedback on competitor activities
People Plan / Guidance
- Products knowledge update to the team on quarterly basis on Autocare, Battery and Lighting portfolio
- Lead the sales team during monthly meetings on performance review and expectation setting.
- Assisting with the onboarding and training process of new Sales Representatives/Merchandisers
- Motivates and mentor junior members of the team.
- Train & develop team to deliver work expectations.
What we are looking for
Required Skills and Experience
- Diploma / Degree in Business, or similar academic qualification
- Demonstrated Field Sales Operations experience managing mid-to-large size team (Sales Executive, Merchandisers, etc.) within FMCG / CPG industry in Malaysia
- Possess understanding on Modern Market coverage across West Malaysia regions
- Sales planning capabilities (Activities by store, SE/merchandisers coverage & implementation plan for standee set up on time)
- Able to extract and provide data from the system (eg. SAP, Scala); propose or discuss based on inventory, sell-out, fast-moving / slow-moving SKUs information
- Good selling / problem solving capability
- Skilful in negotiation and business presentation
- Proficient in Microsoft Office (Excel – Vlookup, Pivot Table; Powerpoint)
- Experience in managing merchandising solutions is added advantage
Working Relationships & Environment
- Internal Customers: Marketing, Sales, Finance, Customer Service, Warehouse, demand planning team
- External Customers: Key Account Customers by chain/store
Come join us!
