Area Sales Manager (GT/East Coast)

Fonterra; Selangor; On-site; MYR 100,000 - 150,000; Full time

Job summary

An innovative multinational FMCG company is seeking a driven individual to lead sales and distribution efforts. This role involves conducting business planning meetings, evaluating distributor performance, and ensuring effective merchandising strategies. The ideal candidate will have a strong background in sales performance and team management, coupled with excellent analytical skills. Join a dynamic team that offers career development opportunities and be part of a leading dairy exporter that values passion and determination.

Qualifications

• 3-5 years of experience in General Trade/LKA, ideally in FMCG.
• Strong analytical skills and proficiency in Excel.

Responsibilities

• Conduct monthly business planning meetings with distributors.
• Evaluate distributors' performance and implement improvements.
• Manage sales and marketing budgets effectively.

Skills

Sales Performance

Coverage

Call Planning

Merchandising

Service Levels

Excel

Office Applications

Education

Bachelor's Degree or equivalent experience

Job description

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To conduct monthly business planning meetings with designated distributors focusing on Sales Performance, Coverage, Call Planning, Distribution, Merchandising and Service Levels, to continuously improve distributors in field executions.

Ensuring that area sales and development objectives are achieved through planning, direction, motivation and follow-up activities with the area field sales team

To regularly review the distributors' infrastructure with the objective to upgrade as necessary to effectively handle the increasingly competitive and challenging market environment and to train and develop the team of CRO / Van Sales.

Key Responsibilities

Set sales and distribution targets, in consultation with the Trade Marketing Executive, for each Distributor under his/her charge.

Ensure adherence to the agreed journey plans for Distributors' field sales personnel.

Conduct Distribution audits during market visits and discuss follow-up actions with the Distributors concerned.

Evaluate continuously distributors' overall performance and come up with alternatives/solutions if certain distributors are performing below par.

Hold monthly discussions with ASE together with the Distributor owner, CRO and Merchandiser to update Sales KPI performance and resolve trade / operational issues.

Responsible for credit control and timely collections of receivables.

Manage the sales and marketing budgets and ensure the promotional budgets are effectively and prudently spent.

Commercial Planning

Ensure the Company's promotional activities are cascaded down and implemented effectively by all field sales personnel.

Evaluate competitive activities, report and recommend counteractions.

Ensure bottom-up sales forecast by SKUs by the distributor is submitted 2 months ahead.

In-Store Excellence

Ensure effective implementation of Merchandising guidelines and standards.

Executes Picture of Success in the outlet and tracks the same- 5Ps (Product, Price, Place, Promotion, POSM)

Improve out of stocks (OOS) situation in the outlet

Coordinates with merchandising agency for timely and quality execution

Provides timely feedback to internal and external stakeholders on store issues and opportunities

Assist Achieves speed to market on innovation including NPD, events, promotions, and POSM

Organizational and People Management

Lead your team to deliver the company vision to be the innovative face of dairy, and to drive a high-performance culture

Help create an engaged, driven and positive culture. Drive employee engagement through leading by example in engagement actions. Lead action planning around engagement opportunities and ensure progress is achieved to improve employee engagement.

Spend maximum time in the field working shoulder-to-shoulder coaching and on-the-job training with ASE, Distributor CROs and merchandisers.

Develop an annual performance plan for direct reports and review at least quarterly.

Develop an Individual Development Plan for direct reports focusing on building capability and high-performing teams.

Participates in training to enhance competencies

Skills & Experience

Bachelor's Degree or equivalent experience

Minimum 3 - 5 years of related experience (preferably in the General Trade/LKA), ideally in the FMCG environment

Strong in Excel and Office applications

Flexible to be based in Kuantan

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Your application will include the following questions:

• What's your expected monthly basic salary?

Fonterra Cooperative group is the world's largest Dairy exporter. Our New Zealand make dairy products are enjoyed in 140 markets across the Globe. With more than 150 offices and sites around the world, Fonterra offers many opportunities for people with the right skills and expertise.

Asia MEA is a cornerstone of Fonterra's Global business. We have more than 2,500 staff working in 15 offices, 4 manufacturing sites & Distribution partners across the Region. Anlene, Anchor, Fernleaf & Anmum are key Nutrition Brands across Asia supporting optimal health benefits for both adults and children.

In Global Business Services, Asia, we :

Deliver standardize processes, tools and best practices

Support the expansion of key growth markets

Optimise time zone, language & culture capability and

enable business outcomes that are aligned to Fonterra's strategy

GBS Asia forms part of the Global Shared Service model, it is supported by the core hub- GBS New Zealand based in New Hamilton. The GBS Asia Centre provides multifunctional suppport services to our customer base in Asia, Middle East and Greater China.

As a leading multinational FMCG that continuously evolve to meet the market demands and landscape we offer great scope of career development. Bring your passion, determination and energy to this supportive team and the Fonterra business and you'll find this position can open the door to multiple career opportunities