Area Sales Executive (Melaka)

Fonterra; Selangor; On-site; MYR 60,000 - 80,000; Full time

Job summary

A global nutrition company based in Seremban is seeking a Sales Manager to lead distributor sales and achieve sales objectives. The ideal candidate has a bachelor's degree and 2-5 years of experience in sales within the FMCG industry. Responsibilities include managing distributor performance, implementing operational plans, and conducting audits. This role requires strong negotiation, communication, and problem-solving skills. Join a diverse team where inclusive culture thrives.

Qualifications

• Minimum 2-5 years of proven sales experience in FMCG or General Trade.
• Strong knowledge of sales strategies, techniques, and processes.
• Ability to analyze sales data and market trends.

Responsibilities

• Manage Distributor’s salesmen to achieve sales objectives.
• Implement operational plans aligned to activity grid and channel strategy.
• Conduct distribution audits and discuss follow-up actions.

Skills

Sales strategies knowledge

Communication skills

Negotiation skills

Customer service orientation

Problem-solving skills

Education

Bachelor’s Degree in Business Administration, Marketing, or related field

Tools

CRM software

Microsoft Office Suite

Job description

Overview

Position Description

Role Purpose: Manage the Distributor’s salesmen to achieve the sales objective and targets. Ensure distributors implement the agreed action plans within the stipulated time frame and submit required reports on the results achieved upon execution of the action plans. The main purpose of the role is to cultivate strategic partnerships with Key Outlets through proficiency. The role is based in Seremban.

Key Accountabilities

Financials

• Delivers volume (tons & ctn) and value (Net Revenue).
• Manages customer trade spend (GTN) within budget, including trading terms and product returns.
• Category Strategy.
• Understands customer prioritization framework for customers.
• Defines customer tactics basis prioritization.

Commercial Planning

• Implements operational plans aligned to activity grid (SMAP) and channel strategy.
• Provides accurate, complete and timely bottom up forecast via historical data, business trends and insights.

Category Activities

• Communicates clearly and timely plans, activities and spend to CRO and Key customers.
• Monitors trade spend with CRO and customers and Sales Finance.
• Participates in business development programs (samplings & road show) to further improve in-market execution.

In-Store Excellence

• Executes Picture of Success in outlet and tracks the same - 5Ps (Product, Price, Place, Promotion, POSM).
• Implements insight-based standards on retail execution by channel and refine using ROI analysis.
• Coordinates with merchandising agency for timely and quality execution.
• Provides timely feedback to internal and external stakeholders on store issues and opportunities.
• Achieves speed to market on innovation including NPD, events, promotions, and POSM.

Channel/ Customer / Account Management

• Professionally manage and evaluate distributors’ overall performance and draw up agreed action plans to address issues and leverage opportunities through the monthly Distributor Business Review.
• Responsible for the achievement of sales and distribution targets set.
• Ensure CROs implement Company’s promotional activities effectively in all General Trade channels.
• Conduct distribution audit during market visit and discuss follow-up actions with CROs concerned.
• Participate in monthly discussions with Area Sales Manager, and distributors’ field sales personnel to resolve trade and other operational issues.

Organizational and People Management

• Owns individual development program.
• Participates in training to enhance competencies.

Key Requirements

• Bachelor’s Degree: Preferably in Business Administration, Marketing, or a related field.
• Minimum 2-5 years of proven sales experience (preferably in the General Trade & LKA), ideally in the FMCG industry.
• Strong knowledge of sales strategies, techniques, and processes.
• Excellent verbal and written communication skills.
• Ability to negotiate terms effectively and close deals.
• Strong customer service orientation and relationship-building skills.
• Ability to analyze sales data and market trends to make informed decisions.
• Effective problem-solving skills and the ability to handle difficult situations.
• Excellent time management and organizational skills.
• Familiarity with CRM software and Microsoft Office Suite (Word, Excel, PowerPoint).
• Willingness to travel extensively within the assigned area.

Our Story

Fonterra is a global nutrition company owned by 9000 farming families in New Zealand. We employ 20,000 people around the globe and offer amazing opportunities for people who want to join our team. Our New Zealand-made dairy products are enjoyed in 140 markets across the globe. Our products are loved by people for their balanced nutrition, quality craftsmanship and sheer indulgence.

At Fonterra, diversity, inclusion, and flexibility are a big part of our business, and with a collaborative culture, inspiring leaders and passionate people, this is a great place to work, please apply and join our team.