Area Sales Executive (Sabah)

Fonterra; Selangor; On-site; MYR 60,000 - 90,000; Full time

Job summary

A global dairy nutrition company is seeking an Area Sales Executive in Malaysia, Selangor. You will be responsible for managing outlet performance, executing commercial plans, and building strong customer relationships. Ideal candidates will have relevant sales experience and strong analytical skills. Join us to make a significant impact on our sales growth and customer engagement.

Benefits

Competitive remuneration

Collaborative culture

Career development opportunities

Qualifications

• Minimum 2 to 5 years of proven sales experience, preferably in FMCG.
• Demonstrated experience managing field sales teams.
• Strong background in sales forecasting and trade-spend management.

Responsibilities

• Manage outlet performance to achieve volume and value targets.
• Execute promotional activities effectively in general trade.
• Provide timely feedback on market conditions and competitor activities.

Skills

Sales experience

Strong communication skills

Analytical ability

Customer-oriented mindset

Education

Diploma in business administration or marketing

Tools

Microsoft Office

CRM system

Job description

We are Fonterra, one of the world's largest dairy nutrition companies.

At Fonterra, you’ll be inspired by purpose and guided by principles. Whether you're based in New Zealand or anywhere else around the world, you’ll be part of a team that creates goodness for generations and delivers global impact through local action. Our brands are trusted by families and individuals alike, delivering high-quality dairy nutrition to millions of people globally.

As a Co‑operative created and owned by New Zealand dairy farmers, our collaboration, innovation, and passion have enabled us to share the goodness of our dairy with the world. We’re committed to caring for the land, our animals, and every drop of milk, producing nutritious food with safe, quality ingredients loved in New Zealand and around the world.

As part of the Fonterra Co‑op, you'll be solving for a better future alongside a team connected by solid values as we strive to be a leader in dairy sustainability, dairy innovation and science, with a focus on New Zealand milk.

When you join Fonterra, you’ll open yourself to a career of opportunities where you can grow with us by developing your skills, sharing your knowledge, and exploring diverse career paths that ignite your passions.

About The Role

The primary purpose of the Area Sales Executive (ASE) role is to manage outlet performance and field execution to achieve volume, value and distribution targets in Sabah territory. The position focuses on building and maintaining strong relationships with key outlets, ensuring excellence in in‑store execution and driving the implementation of commercial plans aligned with Fonterra’s channel and category strategies.

Sales and Financial Performance

• Deliver volume (cartons) and value (net revenue) targets.
• Manage customer trade spend (GTN) within budget, including trading terms and product returns.
• Provide timely and accurate sales forecasting using historical data and business insights.
• Achieve monthly sales objectives and growth plans.

Customer Management

• Develop and implement agreed action plans to address performance gaps and leverage opportunities.
• Ensure sales team execute promotional activities effectively in general trade.
• Conduct regular trade audits and follow‑up visits to ensure numeric distribution and service standards.

In‑Store Execution

• Execute Fonterra Picture of Success (5Ps – products, price, place, promotion, POSM) at the outlet level.
• Coordinate with merchandising team to ensure quality execution and visibility of products.
• Provide timely feedback on market conditions, competitor activities and in‑store opportunities.
• Drive speed to market for innovation, NPD launches and in‑store activations.

Commercial Planning and Category Support

• Communicate clearly and timely with CROs and customers on plans, activities and spends.
• Participate in business development programmes such as sampling and roadshows.
• Monitor and optimise trade spend.

About You

• Diploma or above in business administration, marketing or related field. Additional certifications in sales or trade marketing will be an added advantage.
• Minimum 2 to 5 years of proven sales experience, preferably within the FMCG industry.
• Demonstrated experience managing field sales teams.
• Strong background in sales forecasting, trade‑spend management and market execution.
• Experience working in general trade channels with an understanding of the Johor retail landscape.
• Strong communication, negotiation and relationship‑building skills.
• Analytical ability to interpret sales data and market trends.
• Excellent problem‑solving, time‑management and organisational skills.
• Proficiency in Microsoft Office suite (Word, Excel, PowerPoint) and CRM system.
• Customer‑oriented mindset with focus on executional excellence.
• Self‑motivate, resilient and adaptable to a fast‑paced environment.
• Willingness to travel extensively.

Are you excited about this opportunity but may only meet some requirements? At Fonterra, we are committed to building a diverse workplace and are therefore open to looking at applicants with excellent transferable skills. If that’s you, we encourage you to apply as you may be the right candidate for this role or one of our other opportunities. Or join our Talent Community to be notified about new and relevant job opportunities.

Benefits of Life at Fonterra

Our people and what they bring to our Co‑op shape our success. We have a collaborative culture, inspiring leaders and passionate people, making Fonterra a great place to work. We also offer competitive remuneration and a range of benefits, regardless of your role or location.

Fonterra is a place where everyone can be themselves, feel empowered to do their best, and are empowered to create goodness for generations.

Sound good to you? Come and join us, and let’s solve for better, together. You, me, us together.