Customer Development Leader

Mars; Petaling Jaya; On-site; MYR 60,000 - 90,000; Full time

Job summary

Mars is seeking a Sales professional to manage in-market sales and key account development in Malaysia. You will lead the national distributor team, drive distribution, and optimize in-store execution to boost Mars and customer growth.

The role requires 1–3 years of sales experience with key accounts, strong negotiation, and ability to coordinate field sales activities across assigned customers.

Qualifications

• University degree holder.
• Sales background with experience in managing local and/or international key accounts and/or convenience stores in FMCG.
• Able to lead negotiations especially in trading terms, planning, and prioritizing skills.
• Required 1 - 3 years of sales experience with key account management as part of the sales experience.
• Managing a Team of Field Sales Force on sales ordering and trade execution.

Responsibilities

• Develop customer account plans to win in key account– customer engagement, business growth and excellence in physical availability.
• Attain category leadership through partnership in key retailers and drive category growth and turnover.
• Drive distribution in assigned key account customers and penetration of Transaction Zones.
• Optimize range, distribution, points of engagement in store, value and promotional metrics to add to customer value and ensure excellent execution.
• Manage Activities, Trade Expenditure, and/or Trading terms efficiently and effectively.
• Deliver quality growth at market and gain share in MT channel.
• Develop close working partnership with inter-functional teams and ensure timely execution of tasks and projects.

Skills

Key account management

Negotiation

Leadership

Sales planning

Team coordination

Education

University degree

Job description

Responsible to build and develop yearly plans with assigned customers to effectively grow a long-term business for both Mars and the key customers with high levels of customer engagement. Accountable for the delivery of the In Market Sales and TE efficiency through the fundamentals of distribution of our products, display and promotion execution. Be a visible leader driving team engagement and fostering Mars culture and the 5 Principles to the National Distributor team.

Key Responsibilities:

Customer Development Management

• Develop customer account plans to win in key account– customer engagement, business growth and excellence in physical availability.
• Attain category leadership through partnership in key retailers in driving category growth and turnover.
• Driving distribution in assigned key account customers.
• Driving Transaction Zones penetration for each category in key account customers.
• Optimizes range, distribution, points of engagement in store, value and promotional metrics to continually add to customer value and ensure excellent execution in place.
• Effective and efficient management and deployment of Activities and Trade Expenditure and/or Trading terms.
• Continue delivering quality growth at the market and gain share in MT channel.

Inter-functional Work Processes and Alignments

• Develop close working partnership with inter-functional teams.
• Ensures timely execution to support delivery of tasks and projects to attain joint objectives.

Business Objectives & Implementation

• To manage In-market Sales, Mars NSV, TE, and setting measurable target.
• Manage and co-ordinate implementation of marketing and sales activities.
• Ensure the National Distributor sales team is properly briefed of the Key Account Development Plan including the resources and strategies needed to achieve the plan.
• Control and process in budget appropriation.

Job Specifications/Qualifications:

• University Degree Holder.
• Sales background with experience in managing local and/or international key accounts and/or convenience stores in FMCG.
• Able to lead negotiations especially in trading terms, planning, and prioritizing skills.
• Required 1 - 3 years of sales experience with key account management as part of the sales experience.
• Managing a Team of Field Sales Force on sales ordering and trade execution.