Sales Director MY/SG

Beiersdorf; Selangor; On-site; MYR 408,000 - 573,000; Full time

Job summary

A leading FMCG company is looking for a seasoned professional to lead sales and supply chain management operations in Malaysia. The role requires a strategic leader with over 15 years of sales experience, particularly in the FMCG sector, and a proven ability to manage key accounts and distributor relationships. Responsibilities include planning, execution of business strategies, and building high-performing teams. This role promises a dynamic environment with significant impact on company performance.

Qualifications

• 15 years of significant Sales experience within FMCG.
• Successful track record at senior level leading a Sales/Commercial team.
• Relevant experience in customer facing at top level (Director +) with Distributors and Key Accounts.
• Proven results in developing high performing sales team.

Responsibilities

• Lead strategic planning and execution within the FMCG sector.
• Ensure efficient and effective in-store operations and team management.
• Manage distributor relationships, ensuring compliance and trading efficiency.
• Drive improvements through individual career development and organizational structure.

Skills

Externally/Customer focused

Commercial & strategic thinking

Strong negotiations skills

Good analytical capability

Commercial/ business acumen

Effective conflict management

A “can do” attitude / Winning spirit

Job description

Lead sales and SCM operation highest standards of efficiency and efficacy within FMCG, reflected on excellent execution on shelves, effective customer relationship, consistent delivery in business KPIS, efficient SOI and a strong team.

Key Accountabilities

• Lead strategic planning with the distributor as per KA model
• Determine strategic role per top account considering retail environments/customers and categories and Build roadmap customer/channel development
• Design, agree and deliver impactful business plans
• Consistently deliver business KPI's
• Create value optimizing Price, Promo and Mix, reflected in TTC and GM
• Review contracts and agreements to deliver efficient Trading term negotiations, following RGM and compliance guidelines
• Guide, approve and control sales Budgets & Forecasts for sales and finance KPIs

Shopper & Customer Marketing

• Drive and support SCM initiatives on planing,commercial operations, customer engagement and in store execution

Key Account Management

• Be a trusted and influential contact for high leadership in key customers
• Establish a capable KA team and multi-level engagement strategy per customer
• Ensure annual strategic planning and T2T relationship/meetings
• Develop fact-based management system, considering ways of working, data set, KPIs, targeting and dashboards
• Manage DKSH as distributor and operational partner
• Develop a “KA like” relationship and management with the Distributor
• Improve Active Accounts coverage, top 10 penetration and AVC program
• Control commercial conditions to guarantee controlled pricing and trading routes

In Store Operations

• Guarantee effective and efficient coverage and frequency for in store operations
• Establish disciplined ways of working on KPIS monitoring and improvement and compliant contracts

Leadership

• Build lean and effective structure
• Full responsibility in having a capable structure with right people in right places
• Support and drive organizational improvement through individual career development
• Manage and influence key internal and external stakeholders through relevance
• Implement effective rewards scheme for sales and field execution

Compliance

• Ensure responsible, sustainable, and compliant trading and customer/competitor engagement practices are maintained within the organization

Key Requirements

Experience

• 15 years of significant Sales experience within FMCG
• Successful track record at senior level leading a Sales/Commercial team in similar FMCG environment
• Relevant experience in customer facing at top level (Director +) with Distributors and Key Accounts
• Proven results in developing high performing sales team

Skills

• Externally/Customer focused
• Commercial & strategic thinking
• Strong negotiations skills
• Good analytical capability
• Commercial/ business acumen
• Effective conflict management
• A “can do” attitude / Winning spirit

Additional information

Location : Level 12, Tower, 1, PJ33, 3, Jalan Professor Khoo Kay Kim, Seksyen 13, 46200 Petaling Jaya, Selangor