Business Development Executive (AFP) - Melaka

Fonterra; Selangor; On-site; MYR 30,000 - 60,000; Full time

Job summary

Join a dynamic and innovative global nutrition company that is dedicated to providing high-quality dairy products across 140 markets. As a key player in the South Region of West Malaysia, you will be responsible for driving sales and business development in the food service sector. This role offers the opportunity to enhance customer service levels and develop strategic partnerships while working in a collaborative and inspiring team environment. Your expertise in sales management and customer relationship building will be crucial in achieving business objectives and maximizing market share. If you are passionate about making a difference and growing your career, this opportunity is perfect for you.

Benefits

Flexible working hours

Career development opportunities

Health and wellness programs

Employee discounts

Travel opportunities

Qualifications

• 2-3 years of experience in sales or business development in FMCG.
• Understanding of the food service sector including hotels and restaurants.

Responsibilities

• Develop business strategies to drive growth and achieve targets.
• Lead and manage distributors to maximize market potential.

Skills

Sales Management

Business Development

Customer Relationship Management

Analytical Skills

Presentation Skills

Communication Skills

Market Analysis

Problem Solving

Education

Bachelor’s degree in Business

Bachelor’s degree in Marketing

Tools

PowerBI

Microsoft Office

Job description

To develop & expand FBM Foodservices business in the South Region of West Malaysia and ensure our Business partners are aligned with FBM's strategic goals and direction.

To enhance customer service levels through better understanding of customer insights, identification of real needs, and delivery of appropriate solutions.

This position will be based in Melaka.

Key Accountabilities

1. Sales Planning & Strategy - Distributor & KA Management
2. Develop business strategies within the assigned area by product and trade channel, covering volume, revenue, margin, and profit.
3. Drive and achieve rapid growth in line with business plans and annual targets.
4. Ensure timely and quality implementation of business plans within the area.
5. Ensure effective route to market, achievement of targeted distribution depth and width, maximizing market potential and staying ahead of competitors.
6. Lead and manage Distributors & their Sales Reps through FBM processes and practices.
7. Drive business development of key accounts, both direct and via distributors.
8. Gain commitment from distributors and their sales teams to achieve KPIs.
9. Align progress with FFS strategies/KPIs through quarterly reviews and post-implementation assessments.
10. Establish leadership position with key customers, ensuring high levels of customer service and intimacy.
11. Sales and Operations Planning
12. Improve forecasting accuracy for distributors and key accounts.
13. Achieve KPIs such as DFA%.
14. Maintain inventory levels within targets.

Financial Performance

1. Debt collection
2. Trade spend management
3. Maintain tight credit control within limits
4. Manage trade spend within budget

Career Development for Direct Reports

1. Embed Solution Selling culture
2. Identify skill and technical training needs
3. Ensure direct reports meet KPIs through proper objective setting.
4. Support continuous improvement in solution selling skills and technical knowledge.

Market Intelligence

1. Gather timely and accurate market and competitor activity data using Project Handheld.
2. Analyze customer and market data across segments using PowerBI.
3. Utilize market intelligence to adapt quickly to market changes, increase or defend market share.
4. Secure unique supply arrangements to maximize profitability.
5. Submit monthly and weekly reports.

Skills & Experience

1. Bachelor’s degree in Business, Marketing, or related field.
2. 2-3 years of experience in sales, business development, distributor management, or key account management, preferably in food service or FMCG industries.
3. Understanding of the food service sector, including hotels, restaurants, caterers, and cafes.
4. Proven ability to drive sales, develop new business, and build client relationships.
5. Strong presentation and communication skills.
6. Customer-oriented with the ability to tailor solutions to needs.
7. Analytical skills for interpreting sales data and market trends.
8. Proficient in Microsoft Office.
9. Willing to travel locally.
10. Ability to work independently and in teams.
11. Adaptable under pressure in a fast-paced environment.

Our Story

Fonterra is a global nutrition company owned by 9,000 farming families in New Zealand, employing 20,000 people worldwide. Our dairy products are enjoyed in 140 markets, known for balanced nutrition, quality, and indulgence.

We value diversity, inclusion, and flexibility. Join our collaborative, inspiring, and passionate team to grow your career with us.