Head of Sales, East Malaysia

Job Summary

Plan and Achieve sales growth through developing and implementing regional trade strategy and action plans. To lead and manage a team of sales force and Preferred Distributors (PDs). To effectively manage the efficiency of trade spent and route to market and channel profitability to be align with company objectives

Job Responsibilities

1. Commercial Deliverables:

• Achieve sales and profit targets for Product Divisions (PDs) and Local Key Accounts + Supermarkets.
• Monitor sales performance, initiate corrective actions, and ensure accurate monthly sales forecasts.
• Manage trade funds efficiently, optimize trade spend, and handle rebate management.
• Identify opportunities to expand distribution and increase sales through promotional activities.
• Translate category marketing insights into commercial strategies for the General Trade channel.
• Manage transitions in East Malaysia RTM structure and PD expansions.
• Proficient in handling external data management (AC Nielsen, Kantar, Shopper insights).
• Lead yearly AOP strategy planning and budget preparation for East Malaysia Channel.

2. Commercial Works/Executions, Others:

• Analyze and evaluate the effectiveness of promotional activities and trade spend to achieve planned ROI.
• Coordinate promotion and display setups between internal teams, PDs, and retailers.
• Drive sell-in with internal cross-functional teams, PDs, and dedicated salesmen.
• Conduct regular trade visits and business reviews with key customers and PDs.
• Work closely with RTM team to optimize outlet efficiency and strike rates.
• Ensure proper route management, census checks, call card delivery, and chiller deployments.

3. Other Business Functions:

• Maintain close collaboration with finance, demand planners, and supply chain to meet regional KPIs.
• Monitor channel profitability and collaborate with Finance to align with company objectives.
• Foster talent development and cultivate a high-performance culture within the East Malaysia team.
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Your Team

Line reporting to: Sales Director
Subordinate: 1 x RSM + 1 x ARSM
Teams size: Working closely with a team of 7

Skills and Experience

The successful candidate will possess the following
Degree in Business Studies, Economics or relevant studies

Relevant Experience:

• Minimum 10 years’ experience in managing General Trade in FMCG independently and strong portfolio in GT and key contacts. 
• Minimum 5- 8 years in the fast moving consumer goods industry. 

General skills/ attributes:- 
•    Good understanding of business environment and its dynamics
•    Possess strong leadership attributes
•    Strong interpersonal skills, good commercial acumen, resilient and have positive attitude
•    Good understanding of company directions and its business essentials and capabilities
•    Analytical

Character:
Self-motivated, independent, proactive, highly driven 

Education