Regional Sales Manager (North & East Coast)

Fonterra; Penang; Hybrid; MYR 80,000 - 100,000; Full time

Job summary

A leading dairy company is seeking a Regional Sales Manager to manage and develop distributor relationships while achieving strategic business objectives. The role involves conducting business planning meetings, managing P&L, and ensuring effective execution of promotional activities. Candidates should have a Bachelor's degree in marketing or business and 3-5 years of regional sales experience. This position offers the opportunity to influence sales performance and drive business results in a competitive market.

Qualifications

• Minimum 3-5 years of regional sales experience in the dairy or FMCG industries.
• Experienced in in-store execution and promotional activities.
• Excellent interpersonal and negotiation skills.

Responsibilities

• Conduct monthly business planning meetings for sales improvements.
• Review distributors’ infrastructure for competitive handling.
• Manage P&L for the territory effectively.

Skills

Sales execution

Distributor management

Budget management

Strategic thinking

Communication skills

Leadership ability

Education

Bachelor’s Degree in marketing or business

Job description

Regional Sales Manager (North & East Coast)

To conduct monthly business planning meetings with designated distributors focusing on sales performances, coverage, call planning, distribution, merchandising and service levels, to continuously improve excellence in field execution.

To regularly review the distributors’ infrastructure with the objective to upgrade as necessary to effectively handle the increasing competitive and challenging market environment and to train, develop, and motivate our sales team of Business Development Representatives, Sales Executive/ Supervisor and Area Sales Manager.

Candidates must have GT experience and flexible to be based in either Penang or Perak

Key Accountabilities

Managing the distributor like a business unit and is responsible for managing the P&L for the territory.

Evaluating how to define the Route to Market through the distributor’s business, via cost-effective and provides a proper level of service complying to the Company’s business strategies & objectives.

Developing a business plan for the distributor that will address both consumer and trade needs and a joint business plan with the distributor on achieving yearly sales KPIs set by Company.

Applying commercial and information management techniques (e.g.DMS & Analyzer) to follow through and analyze results and take corrective action to maintain expected business results.

Communicating Company’s strategies and guidelines to the distributor & ensure promotional activities are cascaded down and implemented effectively by all field sales personnel.

Ensure bottom-up sales forecast by sku by the distributor is submitted 2 months ahead.

Ensuring appropriate levels of inventory are managed at all times versus sellout.

Managing Sales & Marketing budgets & ensuring all planned promotional budgets are effectively spent.

Monitoring sales performance & KPIs by following through actions to improve performance.

Ensure excellence in-store execution in merchandising & each promotional activities.

Leading FBM primary & secondary teams in development and execution of the business plan.

Providing coaching to the primary team for personal & career development as the need arises via coaching session; Fonterra Call Procedure assessment (FCP) & Field Work Report (FWR).

Key Requirements

Bachelor’s Degree in marketing or business.

Minimum 3-5 years of regional sales experience in the dairy or FMCG industries.

Experienced in sales execution, distributor management, RTM, budget management, in-store execution, promotional and merchandising activity.

Excellent interpersonal, communication and negotiation skills.

Result-driven, fast, proactive, able to think strategically and good leadership ability.

Our Story

Fonterra Cooperative Group is a farmer owned co-operative dairy company and the world’s largest dairy exporter. Our New Zealand-made dairy products are enjoyed in 140 markets across the globe. Our products are loved by people for their balanced nutrition, quality craftsmanship and sheer indulgence. Anlene™, Anchor™, Anmum™, are among the best known dairy brands in Asia and the rest of the world. With more than 150 offices and sites around the world, Fonterra can offer a great range of career pathways across our business.

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