Channel Sales Manager

BEACON MART; Petaling Jaya; On-site; MYR 100,000 - 180,000; Full time

Job summary

Beacon Mart is seeking a Channel Sales Manager to drive revenue across Modern Trade, General Trade, and HORECA in Malaysia. You will develop channel plans, manage key accounts, and lead the sales team to achieve monthly, quarterly, and annual targets.

The role requires 5+ years in channel sales, a related degree, and strong negotiation and analytical skills. You will collaborate with marketing, ensure stock availability, and expand distribution to improve shelf presence.

Qualifications

• Minimum diploma or bachelor’s degree in business, marketing, sales or related.
• Preferably 5+ years of relevant sales experience with channel management.
• Experience in FMCG, F&B, health foods or related industries.
• Proven track record in achieving sales targets and developing distribution channels.
• Strong negotiation, analytical and problem-solving skills.

Responsibilities

• Take ownership of sales and revenue targets for Modern Trade, General Trade & HORECA.
• Develop and execute channel sales plans to achieve monthly, quarterly, and annual targets.
• Monitor sales performance and implement corrective actions.
• Drive growth through existing and new customers and increased product penetration.
• Lead sales team execution across assigned channels.
• Build and maintain relationships with key accounts, buyers, distributors, and partners.
• Negotiate terms, product listings, promotions, and business arrangements within guidelines.
• Ensure stock replenishment and product availability; coordinate product launches and in-store promotions.
• Prepare sales forecasts, budgets, and periodic performance reports.
• Coach team members on sales techniques and product knowledge.
• Collaborate with marketing on channel campaigns and promotions.
• Plan customer visitation schedules and account coverage.

Skills

Channel management

Key account management

Business development

Leadership

Negotiation

Communication

Analytical

Problem solving

Sales reporting

Education

Diploma or Bachelor's Degree in Business Administration, Marketing, Sales, or related disciplines

Tools

Microsoft Excel

PowerPoint

Job description

The Channel Sales Manager takes ownership of sales and revenue targets for assigned channels (Modern Trade, General Trade & HORECA). This role involves developing and executing channel sales plans, managing key account relationships, driving sales growth through existing and new customers, and leading sales team execution across assigned channels.

Key Responsibilities:

Take ownership of sales and revenue targets for assigned channels (Modern Trade, General Trade & HORECA)

Develop and execute channel sales plans to achieve monthly, quarterly, and annual targets.

Monitor sales performance, identify gaps and implement corrective action plans.

Drive sales growth through existing customers, new customer acquisition, and increased product penetration.

Manage sales performance across key product categories and ensure achievement of business objectives.

Expand product distribution and market coverage within assigned channels.

Identify opportunities for new product listings, increased product assortment, and better shelf presence.

Develop channel-specific growth strategies to increase sales contribution and market penetration.

Key Account & Customer Relationship Management

Build and maintain strong relationships with key accounts, buyers, distributors, and business partners.

Conduct regular business reviews with customers to identify opportunities and resolve sales-related issues.

Negotiate commercial terms, product listings, promotional activities, and business arrangements within approved guidelines.

Ensure effective customer servicing, timely stock replenishment, and product availability.

Strengthen long-term customer partnerships to drive sustainable sales growth.

Work closely with the marketing team to develop and execute channel-specific sales and promotional plans.

Coordinate product launches, in-store promotions, roadshows, sampling activities, and other sales initiatives.

Ensure effective execution of product displays, merchandising, promotional materials, and product visibility.

Monitor promotional effectiveness and evaluate sales performance against investment.

Ensure effective communication and execution of product selling points and key product USPs across assigned channels.

Lead, guide, and monitor assigned sales personnel to achieve individual and channel sales targets.

Plan and monitor customer visitation schedules, sales activities, and account coverage.

Ensure consistent sales follow-up, stock replenishment, order generation, and customer servicing.

Coach team members on sales techniques, product knowledge, and customer relationship management.

Drive a performance-oriented and accountable sales culture.

Prepare sales forecasts, budgets, and periodic sales performance reports.

Analyse sales performance by customer, channel, product category, and sales personnel.

Identify underperforming accounts, products, and market segments and recommend improvement plans.

Monitor sales growth, promotional spending, and channel profitability.

Present sales performance updates, business opportunities, challenges, and action plans to management.

Cross-Functional Collaboration

Coordinate with warehouse, logistics, and fulfilment teams to ensure product availability and timely delivery.

Work closely with finance and relevant departments on customer payment, credit control, and commercial matters.

Collaborate with the marketing teams to plan out channel campaign and marketing support

Job Requirements:

Minimum Diploma or Bachelor's Degree in Business Administration, Marketing, Sales, or related disciplines.

Preferably 5 years or above of relevant sales experience, with experience in channel management, key account management, or business development.

Experience in FMCG, food and beverage, health food, or related industries is preferred.

Proven track record in achieving sales targets, developing distribution channels, and managing customer relationships.

Strong commercial acumen, negotiation, analytical, and problem-solving skills.

Good leadership, communication, and interpersonal skills.

Self-driven, result-oriented, proactive, and able to work independently.

Proficient in Microsoft Excel, PowerPoint, and sales performance reporting.

Good command of English and Bahasa Malaysia; Mandarin proficiency is an added advantage.

Possess own transport and be willing to travel for business purposes.