Channel Manager

Abbott; Malaysia; On-site; MYR 180,000 - 240,000; Full time

Job summary

ANI International Nutrition in Malaysia is seeking a senior sales leader responsible for driving pharmacy and retail channel growth. You will lead strategic partnerships, develop JBP plans, negotiate key deals, and guide cross-functional teams to achieve market leadership.

The role emphasizes channel strategy, in-store excellence, and collaborative forecasting with Supply Chain and Marketing to sustain profitable growth across the Malaysia market.

Qualifications

• Lead strategic partnerships with key pharmacy customers and retail chains.
• Establish and execute Joint Business Plans (JBP) and customer scorecards.
• Conduct Top-to-Top engagements and business reviews with customers.
• Drive negotiations and secure opportunities to achieve sales targets.
• Lead customer-specific business analysis and insights-based growth strategies.
• Identify market opportunities and threats to strengthen channel performance.

Responsibilities

• Deliver annual sales, market share, distribution, and profitability objectives for Pharmacy channel.
• Develop and execute commercial action plans to accelerate growth.
• Monitor performance, identify risks, and implement corrective actions.
• Optimize trade spend to maximize ROI.
• Develop channel strategies and GTM initiatives.
• Ensure superior in-store execution and shelf presence.
• Lead monthly business reviews and prioritize execution.

Skills

Strategic partnerships

JBP & scorecards

Negotiations

Market analysis

Channel development

Team leadership

Cross-functional

CRM systems

Tools

CRM systems

Job description

JOB DESCRIPTION:

Core Job Responsibilities:

1. Business Growth & Customer Leadership

Strategic Customer Management

• Lead and develop strategic partnerships with key pharmacy customers and retail chains to drive profitable growth and category leadership.
• Establish and execute Joint Business Plans (JBP) and customer scorecards aligned with organizational objectives.
• Conduct regular Top-to-Top engagements, business reviews, and performance discussions with customers.
• Drive customer negotiations and secure business opportunities to achieve sales, market share, and profitability targets.
• Lead customer-specific business analysis and develop insights-based growth strategies.
• Continuously identify emerging market opportunities, competitive threats, and customer needs to strengthen channel performance.

Sales & Market Share Delivery

• Deliver annual sales, market share, distribution, and profitability objectives for the Pharmacy channel.
• Develop and execute commercial action plans to accelerate growth and strengthen category leadership.
• Monitor business performance, identify risks and opportunities, and implement corrective actions to ensure target achievement.
• Ensure effective investment management and optimize trade spending to maximize return on investment.

2. Channel Development & Execution Excellence

Channel Strategy & Go-to-Market Excellence

• Develop and execute comprehensive channel strategies, Route-to-Market (RTM) initiatives, and customer development plans to accelerate growth.
• Lead the design and deployment of differentiated channel programs aligned with business objectives.
• Drive channel-specific Go-to-Market (GTM) strategies and ensure effective execution across all pharmacy customer segments.
• Evaluate evolving market dynamics and recommend strategic interventions to improve channel competitiveness.

In-Store Excellence & Sales Fundamentals

• Ensure superior execution of all customer and channel initiatives through strong field deployment and compliance.
• Drive excellence in product availability, distribution, shelf visibility, share of shelf, share of display, and promotional execution.
• Conduct regular market visits, customer reviews, and execution audits to identify improvement opportunities.
• Partner with merchandising and field sales teams to strengthen in-store presence and customer experience.
• Lead monthly business reviews and deployment of key priorities to ensure flawless execution

3. Commercial Planning & Cross-Functional Collaboration

Business Planning and Forecasting

• Lead annual and quarterly business planning processes for the channel.
• Develop accurate sales forecasts and demand plans in collaboration with Supply Chain and Demand Planning teams.
• Monitor inventory health, stock availability, and service levels to ensure uninterrupted business operations.
• Review supply plans and proactively mitigate supply risks impacting channel performance.

Cross-Functional Leadership

• Collaborate with Trade Marketing, Commercial Excellence, Finance, Supply Chain, Regulatory, and Sales teams to deliver business objectives.
• Translate customer and market insights into actionable recommendations and business-building initiatives.
• Provide channel expertise and strategic inputs to support broader commercial planning and portfolio initiatives.
• Ensure alignment between internal stakeholders and customer requirements to drive effective execution.

4. Customer & Distributor Management

Customer Excellence

• Maintain strong customer relationships built on trust, collaboration, and long-term partnership.
• Lead customer engagement activities to strengthen strategic alignment and business outcomes.
• Resolve customer issues proactively and ensure high levels of customer satisfaction.

5. Team Leadership & Organizational Developmen t

People Leadership

• Build, lead, and inspire a high-performing team capable of delivering sustainable business results.
• Coach and develop direct reports to strengthen commercial, leadership, and execution capabilities.
• Conduct regular performance reviews and establish clear development plans for team members.
• Foster a culture of accountability, collaboration, agility, and continuous improvement.

Talent & Succession Management

• Identify, develop, and retain high-potential talent through structured coaching and developmental assignments.
• Lead succession planning initiatives and build organizational capability for future business needs.
• Assess capability gaps and implement targeted learning and development interventions.
• Support talent review processes and contribute actively to sales leadership talent discussions.

6. Governance & Business Stewardship

• Ensure compliance with company policies, regulatory requirements, and commercial governance standards.
• Drive disciplined management of trade investments, budgets, and business resources.
• Maintain accurate reporting, forecasting, and performance tracking mechanisms.

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Force

DIVISION:

ANI International Nutrition

LOCATION:

Malaysia > Selangor : Imazium, No. 8, Jalan SS 21/37

WORK SHIFT:

Standard

TRAVEL:

Not specified

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable