On-Premise Sales Manager- Malaysia

Treasury Wine Estates; Kuala Lumpur; On-site; MYR 60,000 - 80,000; Full time

Job summary

A major FMCG company seeks a skilled professional in Kuala Lumpur to manage customer relationships and drive brand activations. The candidate will engage with customers, set sales targets, and analyze market opportunities. Ideal applicants will have 3-5 years of experience in the FMCG sector, particularly in wine and spirits. Strong relationship-building and independent decision-making abilities are essential for success in this role.

Qualifications

• 3-5 years of commercial experience within a major FMCG company, preferably in the wine and spirits industry.
• Excellent relationship building and customer management skills.
• Ability to work independently with minimal supervision.

Responsibilities

• Lead customer engagement and strengthen relationships.
• Set commercial objectives and sales targets aligned with strategy.
• Track performance against targets and implement mitigation plans.

Skills

Customer management

Relationship building

Commercial acumen

Independent decision making

Job description

About the role

1. Customer Management

• Lead customer engagement by inspiring, supporting, and strengthening customer capability, building strong and trusted relationships.
• Set commercial objectives and sales targets in alignment with Penfolds’ strategy; co-develop promotional and marketing plans with distributors and key customers.
• Track monthly performance against targets, analyse gaps, and proactively implement mitigation plans to deliver results within budget.
• Ensure effective execution of distribution plans, guaranteeing availability and visibility of Penfolds’ priority brands in On-Premise channel across Malaysia.
• Provide insights on depletion, sales performance, and customer-specific opportunities to maximize growth.
• Partner with distributors and stakeholders to embed Penfolds’ regional strategies into local execution.

2. Brand Activation

• Develop and manage the promotional calendar with customers to drive brand activations and visibility across On‑Premise outlets.
• Deliver best‑in‑class execution of brand activities, ensuring strong point‑of‑sale visibility and availability in key accounts.
• Leverage shopper and consumer insights to strengthen category leadership and brand engagement.
• Lead the execution of events, tastings, and marketing activations that build brand awareness and consumer connection, ensuring Penfolds remains ahead of competitors in the channel.

3. Market & Competitor Analysis

• Continuously gather and report competitor intelligence, including pricing, promotions, and activation strategies.
• Conduct competitor pricing analysis to ensure optimal market positioning for Penfolds brands.
• Identify market gaps, growth opportunities, and investment needs to strengthen Penfolds’ presence in On‑Premise channel.
• Present market insights and business implications to internal and external stakeholders to guide decision‑making and future strategy.
• Lead in developing Tier 2 cities by identifying new customer opportunities, expanding distribution, and ensuring priority brands are available in emerging markets.

4. Key Success Measures

• Distribution Target – Work with distributor to increase numeric and weighted distribution across targeted On‑Premise outlets.
• Brand Visibility & Activation – Execute agreed promotional and activation calendar with excellence, measurable uplift in brand presence, visibility, and consumer engagement.
• Customer Satisfaction & Partnership – Strengthen customer relationships and achieve positive feedback from key distributors and On‑Premise outlets.
• Market Intelligence & Insights – Provide timely competitor pricing and market insights that inform strategic decisions and protect Penfolds’ premium positioning.
• ROI on Investments – Ensure efficient use of A&P budgets with demonstrable return on investment from trade activations and promotions.

About you

• 3 – 5 years of commercial experience within a major FMCG company; preferably in the wine and spirits industry.
• Excellent relationship building skills.
• Excellent customers management skill.
• Ability to work independently, with minimal supervision, and drive decision making.
• A proven track record of performance and delivery.
• Strong commercial acumen.
• Hands‑on individual.
• Strong commercial acumen.