Regional Sales Manager (East Malaysia)

Mars; Kuching; On-site; MYR 60,000 - 90,000; Full time

Job summary

A leading company in the FMCG industry is seeking a Regional Sales Manager to effectively manage the sales operation and develop the sales team within the assigned territory. You will be responsible for achieving sales revenue, managing key customer relationships, and driving team performance. The ideal candidate will have a strong background in sales management with at least 5-6 years of experience in the industry, fluent in English and Bahasa Melayu. This role involves significant travel within the region and aims for mutual business growth.

Qualifications

• Minimum 5-6 years of sales experience, preferably in FMCG.
• Strong background in managing a field sales team.
• Fluent in English & Bahasa Melayu.

Responsibilities

• Manage the sales operation to build an effective sales team.
• Conduct regular store audits and route analysis.
• Achieve and exceed sales revenue and distribution targets.

Skills

Sales Management

Negotiation

Market Analysis

Team Leadership

Customer Development

Education

Bachelor’s Degree

Tools

Microsoft Excel

Job description

The Regional Sales Manager is responsible for managing sales operation to build an effective sales team (both exclusive & general); and developing customers (i.e.: retailers & sub-distributors) within assigned territory to deliver mutual business growth & profitability.

Responsibilities

Sales Force Effectiveness & Team Development

• Lead and motivate field sales team to maximize coverage of all active stores serviced by both main & sub-distributors, optimizing route with the right call frequency, ensuring outlet servicing is up to expectations.
• Conduct regular store audits and route analysis to identify areas for improvement in call frequency, store servicing, and overall sales effectiveness.
• Equip the sales team with the necessary tools and resources to achieve their KPIs.
• Develop and mentor a high-performing sales team by providing regular feedback, coaching, and training.
• Effectively communicate and cascade sales activation plans, bulletins, and company initiatives to the field sales team.
• Conduct regular performance reviews with sales supervisors/executives on operations & field sales team to identify areas of improvement.
• Define and communicate clear, measurable, and achievable sales targets and objectives to the sales team, ensuring alignment with overall business goals.
• Drive Perfect Store execution, complying with set KPIs, ensuring availability of the right products in the right channel, with the right amount of space on shelf.
• Drive development of direct report to strengthen leadership and development capability.

Customer & Distributor Development

• Conducts regular business reviews with key customers & distributor partners to assess risks & opportunities with factual data & sales analysis, to ensure mutual business objectives are met.
• Negotiate and implement effective trade activation plans and selling programs in collaboration with customers, ensuring in-store execution meets agreed-upon objectives.
• Collaborate with sub-distributors on demand forecasting, order fulfillment, and inventory management to ensure optimal stock levels and minimize stockouts.
• Work closely with distributor to improve logistics & delivery performance, to ensure high customer service level with minimal late deliveries & dropped orders.
• Constantly identifies opportunities for coverage expansion to maximize census and reach as many pet parents as possible, with on-ground market intelligence & market research data insights.

Sales Planning & Strategy

• Collaborate closely with Trade Marketing to develop and execute impactful trade activation plans and selling programs for key retailers and distributors.
• Analyze ROI of trade execution initiatives and adjust strategies accordingly to maximize return on investment.
• Develop and implement regional sales strategies aligned with overall company objectives and market trends.
• Provide timely inputs on Demand Planning on bottoms-up forecast projection, incorporating activity-based building blocks (e.g.: trade activation plans) on-top of baseline, alongside with TE projection.
• Plans & execute product listings & distribution expansion for new product launch and distribution drive, with effective execution & adequate support for field sales.
• Conduct thorough evaluations of key initiatives and "big bet" activities to assess their effectiveness and identify areas for improvement.
• Monitor market trends, competitor activities, and customer behavior to identify potential threats and opportunities, and escalate relevant information to management and Trade Marketing.

Business Performance Deliverables

• Achieve and exceed key performance indicators (KPIs), including sales revenue, key product portfolio/ customer growth, distribution targets, trade spend management, non-sellable returns management, team’s productivity performance & retention.
• Be accountable for the overall performance of the regional sales team and ensure alignment with company objectives and strategic priorities

Qualifications

• Relevant university education – Bachelor’s degree
• Minimum 5-6 years’ experience in sales, preferably in FMCG
• Strong background in managing a field sales team.
• Fluent in both English & Bahasa Melayu (Knowledge of local dialects would be added advantage)
• Computer literate, proficient in Microsoft Excel
• At least 3 years of team management and 5 years in sales positions
• Strong commercial and business acumen with good negotiation skills
• Possess valid driver’s license & own transport. Willing to travel outstation frequently.
• Willing to relocate to West Malaysia.