Distributor & Modern Trade Manager

Unilever Brazil; Kuala Lumpur; On-site; MYR 100,000 - 130,000; Full time

Job summary

A leading global food service company in Kuala Lumpur seeks a Distributor & Modern Trade Manager to manage distribution and stock weight for their products. This role involves formulating account strategies, exceeding sales targets, and ensuring effective execution of trade marketing. Candidates should have field sales experience in FMCG or Foodservice, ideally with a Bachelor's in Sales or Marketing. The position includes travel up to 50% and offers the chance to work in a dynamic environment.

Qualifications

• Experience in field sales/key account management/modern trade.
• FMCG or Foodservice background preferred.
• Good understanding of the Malaysia Food Service industry.

Responsibilities

• Manage distribution and stock weight of UFS products.
• Develop account plans to achieve budgets.
• Deliver Sell-In & Sell Out through Trade Marketing.

Skills

Field sales experience

Key account management

Strong selling skills

Interpersonal skills

Communication skills

Education

Bachelor’s degree in Sales/Marketing/Culinary disciplines

Job description

JOB TITLE: DISTRIBUTOR & MODERN TRADE MANAGER - UFS CENTRAL, MY

LOCATION: MALAYSIA

Overview

ABOUT FOOD SOLUTIONS (UFS)

Act like a founder, be part of a Winning team, accelerate your growth, stay ahead of the curve, enjoy the journey: JOIN UFS

Unilever Food Solutions (UFS) is the 2nd largest Business Unit of Unilever, is one of the 3 Power brands of the Foods Business Group, and a global market leader in Food Service. We are an independent Global Business Unit that operates in over 76 countries, generating ~€3 Billion in Turnover, and employing ~4000 employees. We have a unique B2B business model focused on serving chefs and our purpose is to free them to love what they do.

We at UFS have a bold and clear ambition and strategy in place to reach €5bn by 2030 with accretive profitability, by being the best solution provider to our 5 million operators. We plan to do this via a product first focus on superiority, by becoming the leader in AI powered Customer experience and by nurturing a Winning culture. We have had a history of delivering with excellence and resilient performance in the past few years. We also strive to stay 3 steps ahead in the industry. For example, our Future Menus Report identifies emerging culinary trends, making us a trendsetter for inspiring innovative solutions for chefs worldwide.

We have a culture of caring deeply not just for our business but also for our people. We foster an entrepreneurial culture built on speed, simplicity, trust, and a deep hunger to grow. Our people thrive on their roles being empowered and end to end - across all functions. We also invest heavily in building future skills and leaders. Our People agenda of Accelerate-Grow-Thrive consistently helps us lead in employee engagement, with Univoice scores exceeding Unilever scores across all dimensions and being one of the most engaged teams at Unilever.

Here, you will continuously learn, unlearn, and relearn, challenging yourself to accelerate your development in an end-to-end business and in end-to-end roles. If you're dreaming of contributing to Unilever’s 2nd largest Business unit, a fast-growing business, where you're empowered so you can play to win and thrive as part of One Team with One Goal, then come and join us!

ABOUT THE ROLE

This role ensures distribution and maintain required stock weight of Unilever Food Solutions product in the International Modern Trade (IMT), Local Modern Trade (LMT), Cash & Carry and Wholesaler segment. Responsible in implementing effective standard operating procedures and maintaining existing sales within assigned customers at given sales territory and concurrently, analyse issues and opportunities in the business/market to capture a greater market share from competitors/retailers’ house-brands.

You will also have responsibility for managing the total UFS portfolio within one of our strategic national foodservice distributors.

Team Structure:

• Reporting to: Regional Sales Manager
• Indirect report: Distributor Sales Representative

KEY RESPONSIBILITIES

Key Account Management

• Exceeding monthly, quarterly, and annual targets for assigned national accounts and effective planning, strategic account management and strong relationships with nominated national accounts including key management and personnel.
• Deliver responsible Sell-In & Sell Out to trade via execution of Trade Marketing strategy.
• Execute Permanent Journey Plan and stock card to ensure productivity and efficiency.
• Responsible for effective promotions, planning, proposals, and execution include tracking, monitoring and spend within budget allocated by the company.
• Accountable for Sales Order based on target by customer and territory.
• Ensure EDGE (every day great execution) and winning in-store with strong Customer Development Fundamentals (Distribution, Pricing, Shelving and Merchandising).

• Manage Goods Received Note according to Unilever guidelines.
• Good observation skill at Trade with Market & Competition insights.
• To lead the National Trade Strategy in developing business plan, review, Trading Terms, business contract with customer.
• Manage existing Modern Trade, Cash & Carry and Wholesaler accounts for sales expansion, or open new accounts within territory. Increase SKU penetration based on business strategy and execute Marketing promotion activities/Channel activation to achieve set target. Continuously build productive relationship with customers.

Distributor Account Manager

• Formulate account plans and strategies to achieve budgets in nominated Distributors.
• Execute the right portfolio/innovation to win in the key channels. Reach more operators through emerging channels and bold new partnerships.
• Create new business plans targeting strategic Trade Partners in the assigned geography area/market.
• Accelerate to grow Top 10 SKU ranging.
• Joint business plan with Distributor to review sales performance and market activity to grow the business.
• Work closely with DSR in training and educating them in the UFS range by conducting regular demonstrations.
• Ensure all national promotional activities are executed and driven at the branch level.
• Conduct quarterly and six-monthly reviews with distributors where applicable.
• Attend all UFS selling skills and chefmanship training sessions.
• Involvement in trade shows where applicable.

Key Stakeholders:

• Internal: Distributor Account Manager, Trade Marketing, Finance, Supply Chain, Business Excellence, Data Team, Customer service.
• External: Trade Buyers

Travel
50% of traveling time is required.

ESSENTIAL SKILLS/EXPERIENCE/KNOWLEDGE

• Relevant experience in field sales/key account management/modern trade with an interest in expanding exposure to manage one distribution account.
• Experience with FMCG or Foodservice background.
• Good understanding in Malaysia Food Service industry.

DESIRABLE SKILLS/EXPERIENCE/KNOWLEDGE

• Bachelor’s degree in Sales/Marketing/Culinary disciplines is preferred.
• Passion for Growth: to demonstrate “Can-Do “attitude and leadership to reach outstanding growth levels.
• Change Catalyst: To initiate and drive necessary changes.
• Strong selling and influencing skills.
• Good communication skills.
• Strong Interpersonal skills.

TO APPLY

Please apply online and add your updated resume. Your application will be reviewed against our requirements, and we will be in touch to provide you with an update on the status of your application if shortlisted.

Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus, if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.