Sales Manager - Ambient Fragrance

Randstad Malaysia; Johor Bahru; On-site; MYR 120,000 - 180,000; Full time

Job summary

Randstad Malaysia is recruiting a Sales Manager to lead General Trade (GT) sales for a premium consumer goods client based in Johor. You will own GT sales strategy, lead a dedicated GT team, and manage distributor partners across wholesalers, dealers, and independent retailers, with periodic travel to Kuala Lumpur for executive strategy sessions.

The role requires at least 5 years of FMCG GT experience, strong negotiation and analytical skills, and the ability to drive numeric outlet expansion.

Qualifications

• Minimum 5 years of solid FMCG sales experience, with a strong, hands-on track record in General Trade (GT) and distributor management.
• Experience in non-food FMCG categories in GT channels is highly advantageous.
• Demonstrated ability to manage multi-tiered distribution networks, expand numeric outlet coverage, and negotiate terms with wholesalers and key retailers.
• Strong analytical capabilities; proficient in MS Excel and PowerPoint for data tracking, reporting, and performance analysis.

Responsibilities

• Formulate and execute sales strategies to deliver monthly, quarterly, and annual revenue budgets across General Trade channels.
• Appoint, manage, and scale distribution partners, wholesalers, and independent retailers—monitoring inventory movement, sell-in/sell-out, and territory coverage.
• Lead, mentor, and coach the field sales team; establish targets, conduct performance reviews, and drive high-performance execution.
• Lead contract negotiations, margin structures, trade terms, rebates, and promotional mechanics within company guidelines.
• Analyze sales performance data, SKU penetration, sell-out velocity, and competitor activities to deliver actionable forecasts and presentations to executive management.
• Maintain regular field execution while traveling to Head Office in Kuala Lumpur for management reviews and cross-functional planning.

Skills

FMCG Sales

General Trade

Distributor Mgmt

Negotiation

MS Excel

Education

Bachelor Degree

Job description

pioneer role
commissions
competitive salary

about the company

Our client is an established and rapidly growing consumer goods player specializing in premium car fragrances, home air care, and lifestyle sensory solutions. Known for their high-turnover consumer product lines, they are expanding their route-to-market footprint across Malaysia. To spearhead their General Trade channel, optimize distributor partnerships, and accelerate numeric distribution across the Southern region, they are seeking a high-caliber Sales Manager to be based in Johor.

about the job

Reporting directly to the Head of Sales / Head of Modern & General Trade, you will take full strategic and operational ownership of the General Trade (GT) sales operations. You will lead a dedicated GT sales team, manage and scale distributor networks across wholesalers, dealers, and independent retailers, and periodically travel to Kuala Lumpur for executive management meetings and strategy alignments.

Key Responsibilities

• Formulate and execute sales strategies to deliver monthly, quarterly, and annual revenue budgets across General Trade channels.
• Appoint, manage, and scale distribution partners, wholesalers, and independent retailers—monitoring inventory movement, sell-in/sell-out, and territory coverage.
• Lead, mentor, and coach the field sales team; establish individual targets, conduct performance reviews, and drive a high-performance execution culture.
• Lead contract negotiations, margin structures, trade terms, rebates, and promotional mechanics within company guidelines.
• Analyze sales performance data, SKU penetration, sell-out velocity, and competitor activities to deliver actionable forecasts and presentations to executive management.
• Maintain regular field execution while traveling to Head Office (Kuala Lumpur) as required for management reviews and cross-functional planning.

requirements

• Minimum 5 years of solid FMCG sales experience, with a strong, hands‑on track record in General Trade (GT) and distributor management.
• Experience in non-food FMCG categories—specifically Air Care, Personal Care, Tobacco, Vape, or Household consumer products is highly advantageous.
• Demonstrated ability to manage multi-tiered distribution networks, expand numeric outlet coverage, and negotiate commercial terms with wholesalers and key retailers.
• Strong analytical capabilities, proficient in MS Excel and PowerPoint for data tracking, reporting, and performance analysis.

skills

no additional skills required

qualifications

no additional qualifications required

education

Bachelor Degree