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.
