Channel Development Manager, Malaysia

Ferrero International S.A.; Kuala Lumpur; On-site; MYR 70,000 - 90,000; Full time

Job summary

A leading global food company is seeking an experienced Sales Account Manager in Kuala Lumpur, Malaysia. You will lead account planning and analysis for strategic growth, propose commercial policies, and manage trade spending. The ideal candidate has a university degree in Business or Management and relevant experience in sales within the FMCG sector. Proficiency in Malay and English is essential, with Mandarin or Cantonese as a strong plus. This role offers a dynamic work environment with opportunities for growth.

Qualifications

• Relevant experience in sales, account management, or channel development in FMCG.
• Experience with commercial policies, customer planning, logistics, and merchandising processes.
• Proficiency in Malay and English; Mandarin and/or Cantonese is a plus.

Responsibilities

• Lead and develop account planning to implement strategic business growth goals.
• Propose commercial policies and trade terms for key accounts.
• Analyze customer performance and identify new business opportunities.
• Ensure effective implementation of planograms and guide sales teams.
• Manage trade spending within established guidelines.

Skills

Analytical skills

People management

Negotiation skills

Leadership skills

Proficient in Malay and English

Advanced MS Office skills

Education

University degree in Business or Management

Tools

Nielsen

Job description

Main Responsibilities:

• Lead and develop account planning by channel to implement strategic business growth goals
• Propose commercial policies, trade terms, and customer plans for key accounts nationwide
• Analyze customer performance, identify new business opportunities, and develop customer-specific goals, strategies, and action plans
• Propose and monitor sales budgets (volumes, trade spending, etc.) for key accounts, recommending adjustments as needed
• Define and negotiate contracts with assigned customers, develop sales arguments, and negotiate annual or session promotion plans in line with marketing strategies
• Ensure effective implementation of planograms and provide guidance to sales teams for local execution
• Leverage tools such as Nielsen and internal sales data to identify opportunities for growth within Ferrero segment or customers. Use Nielsen data analysis and translate data into actionable activation plans to boost in-store sales and shelf off-take
• Manage trade spending within established guidelines, ensuring alignment with business objectives and optimal return on investment
• Approve payments and tie trade spending to business-driving activities (e.g., promotions, placements)
• Analyze trade spending data and recommend improvements to maximize sales and promotional performance
• Communicate agreements and action plans to sales managers, monitor in-store deployment of actions, and coordinate with sales teams to ensure alignment with plans and policies.
• Evaluate and approve proposals from sales teams to ensure national consistency, and monitor sales, stock, and key performance indicators (KPIs) for assigned customers
• Work closely with distributor key account teams to align activities, trade spend, promotion execution, sales forecasting, and stock planning
• Conduct regular business reviews and lead teams to drive growth through effective execution and promotion

About You:

• University degree in Business, Management or similar field
• Relevant experience in sales, account management, or channel development in FMCG with a strong knowledge of the market: Traditional & Modern Trade, Impulse Channel
• Experience with commercial policies, customer planning, logistics, and merchandising processes
• Strong analytical, people management, negotiation, and leadership skills
• Proactive, dynamic, team‑oriented, responsible, and able to work in a dynamic environment
• Advanced MS Office skillset and experience with data analysis tools (e.g., Nielsen)
• Proficiency in Malay and English, written and spoken. Additionally, Mandarin and / or Cantonese is considered a strong plus

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About Ferrero:

Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet‑packed food companies, with many iconic brands sold in countries all over the world. Find out more ferrero.com.

DE&I at Ferrero:

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding.
Find out more here.