Key Responsibilities
1. Sales & Account Management
- Target Achievement: Develop and implement effective sales strategies to achieve and exceed ambitious monthly, quarterly, and annual sales targets for the HORECA channel in Malaysia.
- Distributor & Wholesaler Management (Crucial):Manage and drive performance with key Food Service distributors and wholesalers across Malaysia. This includes optimizing inventory levels, ensuring promotional compliance, securing distribution breadth, and conducting joint business planning.
- Key Account Leadership: Act as the primary commercial relationship holder for all major HORECA direct accounts (chains, hotels, distributor/key-wholesaler), ensuring deep product penetration and long-term contract renewal.
- Market Intelligence: Stay informed on industry trends, competitive landscape, and emerging opportunities within the Food Service/HORECA sectors.
2. Strategic Partnership & Business Development
- Brand Collaboration: Proactively identify and initiate strategic Brand Collaboration opportunities with complementary national or international FMCG/Consumer brands for joint marketing, co-product development, or channel distribution deals specifically targeting the Food Service sector.
- HORECA Partnership Acquisition: Source, negotiate, and execute high-value, long-term supply agreements with Key HORECA Chains, QSR (Quick Service Restaurants), Cafs, Contract Caterers, and Hotel Groups across Malaysia.
- Cross-Category Exploration: Lead the exploration and realization of Food Service Cross-Category Partnership opportunities where our FMCG products can be integrated into the core offerings of relevant, non-competitive businesses (e.g., culinary training institutes, commercial kitchen equipment suppliers, or specialized food tech platforms).
- Pipeline Management: Build and maintain a robust pipeline of potential business opportunities, from initial contact to contract closure.
3. Strategy & Market Intelligence
- Develop and present comprehensive business plans, sales forecasts, and partnership proposals to the senior management team.
- Conduct regular competitor analysis within the Malaysian HORECA segment and leverage market insights to refine our product and partnership strategies.
Qualifications & Skills
- Minimum of 5 years of progressive experience in Sales, Key Account Management, or Business Development within the FMCG or Food Service/HORECA industry in Malaysia.
- Proven, hands-on experience in managing, negotiating with, and driving sales through Food Service distributors and wholesalers in the Malaysian market.
- Demonstrated ability and specific skill set in successfully securing complex Brand Collaborations, HORECA Contracts, and Cross-Category Business Development agreements.
- Deep, firsthand knowledge of the Malaysian Food Service/HORECA environment, including key players and regulatory requirements.
- Proven track record of successful negotiation and contract closing at a senior level.
- Bachelor's Degree in Business Administration, Marketing, or a related field.
