Sales & Business Development Manager

Delfi Marketing Sdn Bhd; Subang Jaya; On-site; MYR 80,000 - 100,000; Full time

Job summary

A leading trading house in Malaysia is seeking a Sales and Business Development Manager for the HORECA channel. The role involves developing sales strategies, managing key accounts, and driving distributor performance. Candidates should have at least 5 years of experience in the FMCG or Food Service sectors, a proven track record in negotiations, and a relevant degree. This position offers an opportunity to impact business growth in a dynamic market.

Qualifications

• Minimum of 5 years experience in Sales or Key Account Management within FMCG or Food Service.
• Hands-on experience in managing Food Service distributors and wholesalers in Malaysia.
• Track record of securing Brand Collaborations and HORECA Contracts.

Responsibilities

• Develop and implement sales strategies for the HORECA channel.
• Manage performance with key Food Service distributors and wholesalers.
• Act as the primary relationship holder for major HORECA direct accounts.

Skills

Sales management

Key account management

Business development

Negotiation

Market intelligence

Education

Bachelor's degree in Business Administration, Marketing, or related field

Job description

Job Overview

Sales and Business Development Manager – HORECA Channel, Malaysia.

Responsibilities

• Target Achievement: Develop and implement effective sales strategies to achieve and exceed monthly, quarterly, and annual sales targets for the HORECA channel in Malaysia.
• Distributor & Wholesaler Management: Manage and drive performance with key Food Service distributors and wholesalers across Malaysia, optimizing inventory, ensuring promotional compliance, securing distribution breadth, and conducting joint business planning.
• Key Account Leadership: Act as the primary commercial relationship holder for all major HORECA direct accounts, ensuring deep product penetration and long-term contract renewal.
• Market Intelligence: Stay informed on industry trends, competitive landscape, and emerging opportunities within the Food Service/HORECA sectors.
• Strategic Partnership & Business Development: Build and maintain strategic brand collaborations, source high‑value long‑term supply agreements with key HORECA chains, QSRs, cafés, contract caterers, and hotel groups, explore cross‑category opportunities, manage pipelines, deliver business plans, sales forecasts, partnership proposals, and conduct competitor analysis.

Qualifications & Skills

• Minimum of 5 years progressive experience in Sales, Key Account Management, or Business Development within FMCG or Food Service/HORECA industry in Malaysia.
• Hands‑on experience in managing, negotiating with, and driving sales through Food Service distributors and wholesalers in the Malaysian market.
• Track record of securing complex Brand Collaborations, HORECA Contracts, and Cross‑Category Business Development agreements.
• In‑depth knowledge of the Malaysian Food Service/HORECA environment, key players, and regulatory requirements.
• Proven negotiation and contract closing at a senior level.
• Bachelor's degree in Business Administration, Marketing, or related field.

About the Employer

Delfi Marketing Sdn Bhd is a leading trading house in Malaysia offering marketing, sales, and distribution services for branded chocolate confectionery products and consumer goods.