FMCG Head of Modern Trade (Food)

Michael Page; Selangor; On-site; MYR 200,000 - 300,000; Full time

Job summary

A multinational food service company is seeking a skilled leader to build and lead the Modern Trade channel from the ground up. The role requires a minimum of 10-15 years of sales experience in the FMCG food category and a proven track record in managing Modern Trade/Key Accounts. Responsibilities include developing a go-to-market strategy, establishing pricing and promotion strategies, and driving profitability. This is a high-impact leadership role offering significant growth opportunities and influence within a well-backed, growing organization.

Benefits

Opportunity to shape a growing retail channel

Strong product foundation

Clear growth trajectory into senior leadership

Qualifications

• Minimum 10-15 years of sales experience in FMCG food category.
• Proven track record managing Modern Trade/Key Accounts.
• Leadership mindset with strong people development skills.

Responsibilities

• Develop and execute the Modern Trade go-to-market strategy aligned with business objectives.
• Identify priority retailers and define channel expansion roadmap.
• Monitor P&L performance for the MT channel.

Skills

FMCG food category experience

Retail dynamics understanding

Commercial negotiation skills

Stakeholder management

Strategic thinking

Job description

Role Overview

Build and lead the Modern Trade channel from ground zero with full ownership. High-impact leadership role driving expansion-focused retail growth in FMCG.

Responsibilities

• Develop and execute the Modern Trade go-to-market strategy aligned with business objectives
• Identify priority retailers and define channel expansion roadmap
• Establish pricing, promotion, assortment, and trade investment strategy
• Drive volume, revenue, and profitability across MT accounts
• Lead negotiations with key Modern Trade retailers (e.g. hypermarkets, supermarkets, convenience chains)
• Build strong relationships with buyers, category managers, and senior retailer stakeholders
• Own Joint Business Planning (JBP) and annual trade terms discussions
• Ensure effective in-store execution, promotions, and visibility
• Manage MT sales budget, forecasts, and trade spend
• Monitor P&L performance for the MT channel
• Analyze sales performance, ROI on promotions, and distribution effectiveness
• Ensure alignment with supply chain, demand planning, and finance teams
• Work closely with marketing, supply chain, finance, and operations teams
• Align promotional calendars and new product launches with retail partners

Qualifications

• Minimum 10-15 years of sales experience in FMCG food category
• Proven track record managing Modern Trade/ Key Accounts
• Prior experience building or significantly expanding an MT channel is highly preferred
• Strong understanding of retail dynamics, trade terms, and category management
• Strong commercial and negotiation skills
• Strategic thinker with hands‑on execution capability
• Solid financial acumen (P&L, trade spend, ROI analysis)
• Excellent stakeholder management and communication skills
• Ability to operate in an entrepreneurial, fast‑growth environment
• Passionate about building and scaling new business channels
• Leadership mindset with strong people development skills

About the Company

Our client is an established multinational food service company with a strong footprint and trusted reputation in the food service channel. As part of its next growth phase, the business is investing to expand into Modern Trade, offering an exciting opportunity to build and shape a high‑potential retail channel from the ground up within a well‑backed, growing organisation.

Benefits

• Opportunity to build and own the Modern Trade channel from the ground up
• Strong product and brand foundation from an established food business
• Clear growth trajectory into a senior commercial leadership role
• High visibility and influence within the organization