Area Sales Executive - Klang (GT)

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Role Overview

The main purpose of this role is to manage distributor relationships, achieve sales targets, and cultivate strategic partnerships with key outlets through proficiency.

Key Responsibilities

Distributor Management

• Manage the distributor’s sales team to achieve set sales objectives and targets.
• Ensure distributors implement agreed action plans within stipulated timeframes and submit required reports on results.
• Review distributor capability and infrastructure support through monthly Business Reviews to ensure achievement of sales, call rate, distribution, service levels, and merchandising standards.

Financials

• Deliver volume (tons & ctn) and value (Net Revenue).
• Manage customer trade spend (GTN) within budget, including trading terms and product returns.
• Develop and implement category strategies based on customer prioritization frameworks.

Commercial Planning

• Implement operational plans aligned with activity grid (SMAP) and channel strategy.
• Provide accurate and timely bottom-up forecasts using historical data and market insights.

Category Activities

• Communicate plans, activities, and spend to CRO and key customers.
• Monitor trade spend in collaboration with CRO, customers, and Sales Finance.
• Participate in business development initiatives like sampling and roadshows to enhance market execution.

In-Store Excellence

• Execute 'Picture of Success' in outlets focusing on the 5Ps: Product, Price, Place, Promotion, POSM.
• Apply insight-based standards for retail execution and refine strategies using ROI analysis.
• Coordinate with merchandising agencies for timely execution.
• Provide feedback on store issues and opportunities.
• Accelerate speed to market for innovations, including NPD, events, promotions, and POSM.

Channel/Customer/Account Management

• Manage and evaluate distributor performance, developing action plans during monthly reviews.
• Ensure achievement of sales and distribution targets.
• Oversee the effective implementation of promotional activities across channels.
• Conduct distribution audits and follow-up actions.
• Participate in monthly operational discussions with field teams.

Organizational and People Management

• Own individual development plans.
• Participate in training to enhance competencies.

Key Requirements

• Bachelor’s Degree in Business Administration, Marketing, or related fields.
• 2-5 years of proven sales experience, preferably in FMCG.
• Strong knowledge of sales strategies and processes.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to analyze data and market trends.
• Effective problem-solving and organizational skills.
• Familiarity with CRM software and Microsoft Office.
• Willingness to travel extensively within Klang.

Our Story

Fonterra is a global nutrition company owned by 9,000 farming families in New Zealand, employing 20,000 people worldwide. Our dairy products are enjoyed in 140 markets and are known for their nutrition, quality, and indulgence. We value diversity, inclusion, and flexibility, making Fonterra a great place to work. Join our team and be part of our journey.