Area Sales Executive (Seremban)

Avature; Seremban; On-site; MYR 100,000 - 150,000; Full time

Job summary

An established industry player is seeking a dynamic sales professional to manage distributor relationships and drive sales in the FMCG sector. This role involves cultivating strategic partnerships with key outlets, implementing operational plans, and ensuring effective execution of promotional activities. You will leverage your strong communication and negotiation skills to achieve sales targets while analyzing market trends to inform decisions. Join a collaborative team that values diversity and offers exciting growth opportunities in a thriving market. If you are passionate about sales and building relationships, this position is perfect for you.

Qualifications

• 2-5 years of sales experience in FMCG industry required.
• Strong knowledge of sales strategies and customer service skills.

Responsibilities

• Manage distributor salesmen to achieve sales objectives.
• Review distributor capabilities and ensure effective execution.

Skills

Sales Strategies

Negotiation Skills

Customer Service Orientation

Analytical Skills

Communication Skills

Problem-Solving Skills

Time Management

Education

Bachelor’s Degree in Business Administration

Bachelor’s Degree in Marketing

Tools

CRM Software

Microsoft Office Suite

Job description

• Managing the Distributor’s salesmen to achieve the sales objective and targets set above.
• To 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.
• To regularly review the distributor’s capability and infrastructure support through monthly Distributor Business Review to ensure achievement of sales, effective call rate, numeric distribution, service levels targets and merchandising standards in field execution.

Key Accountabilities

• 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

• To 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

• 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, 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 in Seremban.

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.