Sales Excellence & Commercial Analytics Manager/AM

Jasmine Food Corporation Sdn Bhd; Selangor; On-site; MYR 120,000 - 180,000; Full time

Job summary

Jora Malaysia is seeking a Sales Excellence & Commercial Analytics Manager/AM to lead analysis of sales performance, design incentive schemes, and align programs with business growth targets. You will collaborate with Finance, HR, and Sales to govern incentive structures and drive outlet coverage across channels.

The role focuses on SFE metrics, RTM optimization, trade spend management, and ongoing benchmarking of industry practices.

Qualifications

• Bachelor's degree in related field required.
• 5+ years in FMCG sales operations, sales excellence, or commercial operations.
• Experience with ERP or sales automation tools is an advantage.
• Strong Excel and Power BI skills are essential.
• Excellent communication and presentation skills are required.

Responsibilities

• Analyze sales performance trends and develop incentive structures.
• Design, implement, and manage annual incentive programs across channels.
• Monitor incentive effectiveness and optimize for productivity and growth.
• Track sales performance against incentive KPIs and targets.
• Prepare incentive performance analyses and management reports.
• Coordinate with Finance, HR and Sales for governance and compliance.

Skills

Analytical skills

Excel

Power BI

Data visualization

Sales analytics

FMCG knowledge

Route-to-market

Communication skills

Education

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

Tools

ERP systems

Sales automation tools

Job description

Jora Malaysia will close on 9th September 2026. Thank you for being with us, we are cheering you on as you continue your career journey.

Sales Excellence & Commercial Analytics Manager/AM

Analyze sales performance trends and business priorities to develop effective sales incentive structures.

Design, implement, and manage sales incentive schemes aligned with company objectives and growth targets.

Develop and administer annual incentive programs for sales teams across various channels and functions.

Monitor incentive effectiveness and recommend improvements to drive productivity, outlet coverage, and sales growth.

Track and monitor salesman performance against incentive KPIs and achievement targets.

Develop, manage, and monitor the annual sales incentive budget to ensure alignment with business objectives, cost control measures, and overall commercial performance.

Ensure timely and accurate calculation, validation, and payout of sales incentives.

Work closely with Finance, HR, and Sales teams to ensure proper governance and compliance of incentive schemes.

Prepare periodic incentive performance analysis and management reports.

Conduct scenario analysis and simulations to evaluate the financial and operational impact of proposed incentive structures.

Continuously benchmark industry practices and recommend enhancements to maintain competitiveness and motivation within the sales force.

Analyze sales trends, SKU performance, market opportunities, and business gaps to develop targeted incentive schemes that drive desired sales behaviors and business growth.

2. Sales Force Effectiveness (SFE)

Develop and monitor sales KPIs, targets, and productivity metrics.

Analyze sales coverage, call productivity, strike rates, and outlet penetration.

Optimize salesman routing, territory planning, and workload balancing.

Monitor trade visit compliance through sales automation systems.

Recommend initiatives to improve sales team effectiveness and execution quality.

3. Route-to-Market (RTM) Management

Support development and optimization of RTM strategies.

Evaluate branch performance, market coverage, and service levels.

Identify gaps in outlet universe and expansion opportunities.

Monitor channel performance across General Trade, Modern Trade, Wholesale, and other channels.

Improve distribution efficiency and market reach.

4. Trade Spend & Promotions Management

Trade spend claims management, submission & validation.

Track & monitor trade spend trends across Retail, Modern Trade, Good Services and other Channels.

Monitor ROI and effectiveness of spending through sales uplift.

Requirements & Qualifications

Education

Bachelor’s Degree in Business Administration, Sales, Marketing, Supply Chain, or related field.

Experience

> 5 years experience in FMCG sales operations, sales excellence, or commercial operations.

Experience in FMCG distribution and route-to-market management preferred.

Experience managing sales analytics and reporting systems.

Experience with ERP or sales automation tools is an advantage.

Technical Skills

Strong analytical and problem-solving skills.

Advanced Microsoft Excel and Power BI skills preferred.

Strong understanding of FMCG sales processes and distribution operations.

Data visualization and dashboard development experience is an advantage.

Soft Skills

Good communication and presentation skills.

Ability to work in a fast-paced environment.

Strong project management and organizational skills.

Detail-oriented with strong commercial acumen.

Preferred Industry Experience

FMCG

Food & Beverage

Consumer Goods Distribution

Retail Distribution

Manufacturing & Distribution Environment