MOT & LOT Channel Manager, Malaysia

Edrington; Kuala Lumpur; Hybrid; MYR 120,000 - 180,000; Full time

Job summary

A leading spirits company in Kuala Lumpur is seeking a Commercial Manager to drive sales and optimize brand presence in the Modern & Luxury On-Trade. This role requires over 10 years of B2B sales leadership experience, with strong stakeholder management and negotiation skills. The ideal candidate should have a deep understanding of Malaysia's luxury market and excel in team leadership. The position supports a hybrid work model and an inclusive culture.

Benefits

Annual Performance Bonus

Medical insurance for employees and dependents

Hybrid working model

Paid maternity and paternity leave

Life coaching and counselling support

Qualifications

• At least 10 years of B2B sales leadership or national key account management experience in premium consumer goods.
• Minimum of 6 years in people and stakeholder management.
• Understanding of the Modern & Luxury On-Trade dynamics in Malaysia’s wine and spirits landscape.

Responsibilities

• Develop and execute channel strategy for Modern & Luxury On-Trade.
• Build relationships with key business partners and maximize revenue.
• Lead, coach, and develop team capability to achieve brand plans.

Skills

B2B sales leadership

Stakeholder management

Negotiation skills

Analytical skills

Customer relations

Fluency in English and Mandarin

Tools

MS Office

Sales Force

Power BI

Job description

Our Craft

Edrington’s vision is to give more by crafting exceptional ultra-premium spirit brands. The Macallan is our central focus, supported by Highland Park and The Glenrothes in the single malt category. Our portfolio is completed with Brugal rum from the Dominican Republic, Wyoming Whiskey in the American Whiskey category, and Valdespino sherry from Jerez in Spain. Edrington also has a strategic partnership with No.3 London Dry Gin.

Our principal shareholder is a charitable trust, so we were built to make a world of difference. Discover a place where values define our culture. The home of exceptional brands, where people and teams thrive.

Our Blend of Benefits

• Annual Performance Bonus
• Annual Staff Retail Credit Allowance
• 20 days of paid leave, plus 1 additional day of leave after every continuous service year (capped at a maximum of 5 days), in addition to normal public holidays in Malaysia
• Medical insurance that covers both employees and their dependents
• 24/7 support for you and your loved ones to counselling, life coaching, and information on financial, mental, and physical wellbeing
• Staff Purchase Discount
• Embrace work-life harmony with 50:50 hybrid working, 26 weeks’ paid maternity, paternity, and adoption leave, and up to five paid carers leave days a year

Embrace Excellence

Reporting to the Country Manager, Singapore & Malaysia – MOT and LOT Channel Manager, Malaysia is responsible for the Commercial Management and Customers Strategy vision, and its best-in-class execution and delivery of key commercial objectives (achievement of top line sales revenue and volume targets, gross profitability, allocation optimization) and brand presentation in the Modern & Luxury On-Trade and other parts of the Malaysian market across TEG portfolio. The Modern & Luxury On-Trade represents 45% weight to total Trade business in Malaysia, with over 350 outlet business partners comprising Modern and Gastro Bars, Pubs, KTV, Entertainment venues, and Asian Bars.

The key objective of the Modern & Luxury On-Trade segment development is to grow and develop existing accounts to maximize revenue and to recruit and acquire new business partners and consumers by maximizing brand and product availability through targeting the right quality of accounts and exceptional execution of relevant brand activations. Key responsibilities include developing the Modern & Luxury On-Trade channel acceleration roadmap for TEG portfolio, leading with The Macallan, then with The Glenrothes, Highland Park, and No.3 London Dry Gin. The Manager is also required to lead the channel(s) to achieve defined business targets/KRAs, build and maintain strong relationships with key business partners, and inspire them to deliver best-in-class brand activations for the TEG portfolio.

Make an Impact

Channel Strategy and Performance Delivery

• Develop, manage, and execute the channel strategy, communicating the channel's vision and roadmap.
• Work with importers & wholesalers on alignment of allocations, target distribution, and fulfillment of order deliveries to outlets BPs.
• Drive best-in-class Modern & Luxury On-Trade Distribution Segmentation and Strategic Visibility execution excellence with The Macallan as primary focus through implementation of key programs such as Standards Of Excellence and strategic collaboration with key accounts to continuously elevate salience and brand equity at Trade.
• Continuously assess the addressable outlet universe (including quality of outlet distribution) to acquire and penetrate new accounts for the TEG portfolio to prepare for future growth opportunities.
• Ensure high-quality consumer activation in terms of program planning and implementation, in partnership with internal functions when relevant (Marketing and Finance), to maximize brand impact in a cohesive and consistent manner.
• Contribute to and participate in internal joint business planning (e.g., QBR meetings) and defined meeting cadences with Finance, Marketing, and Supply Chain.
• Uphold governance and controls process for Modern & Luxury On-Trade spend budgets, e.g., T&E, selling cost management (trade investment) using the Sales Investment Tool (SIT) and SoDA adherence, in accordance with company guidelines.
• Ensure outlet contracts are managed and approved using SIT following SoDa guidance, well-organized, and stored in a central depository.

Leadership, People, and Key Stakeholders Management

• Lead, coach, develop, and improve team capability through strong leadership to achieve commercial (sales and volume revenues, profit maximization) and brand plans.
• Provide regular updates to SEAPAC LTs and other relevant internal stakeholders on the performance of the Modern & Luxury On-Trade landscape, consumer trends, and competition activities.
• Protect the company’s value and assets by maintaining confidentiality of company information.

Customer Relationship Management

• Establish, manage, and maintain strong relationships with key business partners through periodic visits to achieve sales plans and prepare for future growth opportunities.
• Build strong relationships with strategic/high-visibility accounts.
• Negotiate outlet contracts effectively with business partners to maximize ROI and optimize price support and selling cost budgets.

Reporting

• Ensure timely submission and receipt of required reports from business partners, e.g., outlet depletion (sell-out), inventory, and sell-through reports where relevant.
• Accountable for Sales Force and Power BI distribution data update and maintenance of data integrity for the Modern & Luxury On-Trade channel.
• Use Sales Force and Power BI reports/dashboards to monitor, drive, and improve team sales calls and productivity.
• Develop relevant business analytics and insights to monitor and report on consumer trends and competitor activity to inform business plans.

Your Talent and Skills

Professional Experience

• At least 10 years of B2B sales leadership or national key account management experience in premium consumer goods, wine and spirits, F&B, or hospitality, with a minimum of 6 years in people and stakeholder management.

Knowledge

• Understanding of the Modern & Luxury On-Trade dynamics in Malaysia’s wine and spirits landscape.
• Understanding of the luxury/prestige consumer goods market in Malaysia.
• Appreciation for wine and spirits categories and the nightlife lifestyle.

Skills and Abilities

• Driven, self-motivated, proactive, and positive with a can-do mindset.
• Strong stakeholder management skills (internal/external).
• Excellent negotiation, numerical, and analytical skills.
• Strong interpersonal, customer relations, and communication skills.
• Effective motivation and coaching abilities.
• Excellent time management and organizational skills with attention to detail and accuracy.
• Proficiency in MS Office, Sales Force, or Power BI.
• Fluent in written and spoken English, Mandarin Chinese, and local dialects.

A Place For Everyone

We’re proud of our inclusive culture—where diverse experiences, ideas, and perspectives are celebrated. We want everyone to feel respected and empowered to contribute to our success.

Get involved. From colleague networks like Balance, Pride, and Kick-Start to inclusion allies and DE&I champions, we encourage our people to be curious, get involved, and help us make change happen.