Sales Operations and Capability Lead

Mondelez Malaysia Sdn Bhd; Selangor; On-site; MYR 180,000 - 300,000; Full time

Job summary

Mondelēz Malaysia Sdn Bhd is seeking a Senior Sales Operations leader to design and drive strategies across Route to Market, Sales Force Effectiveness, and Merchandising Operations. The role collaborates with Sales, CPA, and Finance to translate plans into actionable, profitable outcomes.

Ideal candidate has 10+ years in FMCG sales operations with strong leadership, analytical skills, and experience in CRM/SFA/BI tools.

Qualifications

• 10+ years in Sales, Commercial or Sales Operations roles.
• Deep understanding of FMCG/CPG sales operations and go-to-market models.
• Strong leadership and people management capabilities.
• Strategic thinking with ability to translate strategy into execution.
• Excellent analytical and problem-solving capabilities.
• Proficiency in sales technology platforms (SFA, DMS, BI tools).
• Excellent verbal and written communication skills.
• Strong presentation and stakeholder management skills.
• Ability to influence cross-functional teams without direct authority.

Responsibilities

• Develop and implement RTM strategies across Traditional and Modern Trade.
• Evaluate distribution models and optimize cost-to-serve.
• Drive distributor performance through reviews and KPI tracking.
• Lead RTM transformation projects: territory redesign and outlet segmentation.
• Design and implement sales capability frameworks and training programs.
• Develop sales dashboards and KPI scorecards.
• Lead incentive programs and structured coaching for frontline managers.
• Drive adoption of CRM, SFA, and reporting tools to boost productivity.
• Define merchandising standards and planogram compliance across channels.
• Develop in-store KPI scorecards and optimize display execution.
• Coordinate with merchandising teams and vendors for best-in-class presence.
• Ensure SOPs and governance for sales operations processes.

Skills

Leadership

Strategic thinking

Analytical skills

Communication

Presentation skills

Stakeholder management

Cross-functional influence

Sales tech (SFA/DMS/BI)

People management

Tools

CRM

SFA

BI tools

Job description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

This position exists to develop, lead, and implement Sales Operations strategies that drive commercial excellence across the organization. The role is responsible for building capability and delivering measurable results across three critical pillars: Route to Market (RTM) ,Sales Force Effectiveness (SFE), and Sales Operations (Merch Ops) .The role partners closely with Sales, Category Planning & Activation (CPA), and Finance to ensure sales strategies are translated into executable plans that deliver volume, revenue, and profitability targets.

Principal Accountabilities

Route to Market (RTM)

Key Responsibilities

• Develop and implement RTM strategies aligned with business objectives across all channels (Traditional Trade, Modern Trade, Away From Home)
• Evaluate and recommend optimal distribution models (direct, indirect, hybrid) based on market dynamics
• Drive distributor performance through structured business reviews, KPI tracking, and capability building
• Identify white space opportunities and develop plans to expand numeric and weighted distribution
• Partner with CS&L to optimize service levels, lead times, and cost-to-serve
• Lead RTM transformation projects including territory redesign, beat optimization, and outlet segmentation

Sales Force Effectiveness (SFE)

Key Responsibilities

• Design and implement sales capability frameworks including competency models, training curriculam, and certification programs
• Develop and manage sales performance dashboards and KPI scorecards
• Lead the design and continuous improvement of sales incentive and recognition programs
• Implement structured coaching and field accompaniment programs for frontline managers
• Drive adoption of sales technology tools (CRM, SFA, reporting systems) to improve productivity
• Conduct regular sales capability assessments and close identified gaps through targeted interventions
• Benchmark sales force productivity against industry standards and best practices

Sales Operations – Merchandising Operations (Merch Ops)

Key Responsibilities

• Define and implement merchandising standards and planogram compliance across all channels
• Develop execution scorecards to track in-store KPIs (share of shelf, display execution, pricing/promo compliance, availability)
• Lead the merchandising team/third-party agencies to deliver best-in-class store presence
• Leverage store audit data and competitive intelligence to identify execution gaps and growth opportunities
• Coordinate with Trade Marketing on activation execution and in-store visibility programs
• Drive process excellence in order management, returns, and trade spend compliance
• Develop and maintain SOPs for all sales operations processes
• Liaison with the vendor for merchandiser operations & ensure periodical negotiations, pay for performance & maintain overall business relationship

Compliance & Governance

Key Responsibilities

• Ensure 100% compliance with corporate policies, trade terms, and commercial guidelines
• Conduct regular audits of sales processes and distributor operations
• Provide training and refresher courses on compliance policies
• Orient new sales employees on company policies and code of conduct

More about this role

• Minimum 10 years in Sales, Commercial, & Sales Operations roles
• Deep understanding of FMCG/CPG sales operations and go-to-market models
• Strong leadership and people management skills
• Strategic thinking with ability to translate strategy into execution
• Excellent analytical and problem-solving capabilities
• Proficiency in sales technology platforms (SFA, DMS, BI tools)
• Excellent verbal and written communication skills
• Strong presentation and stakeholder management skills
• Ability to influence cross-functional teams without direct authority

Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

This position exists to develop, lead, and implement Sales Operations strategies that drive commercial excellence across the organization. The role is responsible for building capability and delivering measurable results across three critical pillars: Route to Market (RTM) ,Sales Force Effectiveness (SFE), and Sales Operations (Merch Ops) .The role partners closely with Sales, Category Planning & Activation (CPA), and Finance to ensure sales strategies are translated into executable plans that deliver volume, revenue, and profitability targets.

Principal Accountabilities

Route to Market (RTM)

Key Responsibilities

• Develop and implement RTM strategies aligned with business objectives across all channels (Traditional Trade, Modern Trade, Away From Home)
• Evaluate and recommend optimal distribution models (direct, indirect, hybrid) based on market dynamics
• Drive distributor performance through structured business reviews, KPI tracking, and capability building
• Identify white space opportunities and develop plans to expand numeric and weighted distribution
• Partner with CS&L to optimize service levels, lead times, and cost-to-serve
• Lead RTM transformation projects including territory redesign, beat optimization, and outlet segmentation

Sales Force Effectiveness (SFE)

Key Responsibilities

• Design and implement sales capability frameworks including competency models, training curriculam, and certification programs
• Develop and manage sales performance dashboards and KPI scorecards
• Lead the design and continuous improvement of sales incentive and recognition programs
• Implement structured coaching and field accompaniment programs for frontline managers
• Drive adoption of sales technology tools (CRM, SFA, reporting systems) to improve productivity
• Conduct regular sales capability assessments and close identified gaps through targeted interventions
• Benchmark sales force productivity against industry standards and best practices

Sales Operations – Merchandising Operations (Merch Ops)

Key Responsibilities

• Define and implement merchandising standards and planogram compliance across all channels
• Develop execution scorecards to track in-store KPIs (share of shelf, display execution, pricing/promo compliance, availability)
• Lead the merchandising team/third-party agencies to deliver best-in-class store presence
• Leverage store audit data and competitive intelligence to identify execution gaps and growth opportunities
• Coordinate with Trade Marketing on activation execution and in-store visibility programs
• Drive process excellence in order management, returns, and trade spend compliance
• Develop and maintain SOPs for all sales operations processes
• Liaison with the vendor for merchandiser operations & ensure periodical negotiations, pay for performance & maintain overall business relationship

Compliance & Governance

Key Responsibilities

• Ensure 100% compliance with corporate policies, trade terms, and commercial guidelines
• Conduct regular audits of sales processes and distributor operations
• Provide training and refresher courses on compliance policies
• Orient new sales employees on company policies and code of conduct

More about this role

• Minimum 10 years in Sales, Commercial, & Sales Operations roles
• Deep understanding of FMCG/CPG sales operations and go-to-market models

Skills & Competencies

• Strong leadership and people management skills
• Strategic thinking with ability to translate strategy into execution
• Excellent analytical and problem-solving capabilities
• Strong project management skills
• Proficiency in sales technology platforms (SFA, DMS, BI tools)
• Excellent verbal and written communication skills
• Strong presentation and stakeholder management skills
• Ability to influence cross-functional teams without direct authority

Experience

• Proven track record in RTM design and optimization
• Experience managing sales force effectiveness programs
• Hands-on experience with merchandising operations and in-store execution
• Knowledge of Traditional and Modern Trade markets in Asia
• Experience working with distributors and third-party partners

No Relocation support available

Business Unit Summary
Mondelēz International in Southeast Asia is in five countries serving 19 markets with more than 18 nationalities and 7,500 employees. This group is emerging as one of the fastest growing regions in Asia, the Middle East and Africa, and we are proud of consistently producing high quality products in nine manufacturing sites. We set the benchmark in being a responsible business and contributing to the communities in which we operate.

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job Type

RegularField SalesSales

Unlock job insights

Hirer responsiveness Salary match Number of applicants

Mondelēz International was born in 2012, but you can trace the products we make today back to the 19th century. With brands such as Cadbury, Oreo, belVita, Milka, Tiger, Jacob's, Chipsmore and Twisties, we are one of the world’s largest snacking companies and our portfolio includes chocolate, biscuits, gum & candy.

Our brands have been trusted by Malaysians for their quality, safety and taste. With over 1,000 employees and two manufacturing plants in Shah Alam and Prai, we work together everyday to manufacture the world’s most favourite brands of snack foods for our consumers.

Over the years we’ve been known as Kraft Foods – one of the fastest growing food companies in the world. As of July 2013, we are known as Mondelēz International. Mondelēz Malaysia is a part of the Mondelēz International group of companies.

Mondelēz International was born in 2012, but you can trace the products we make today back to the 19th century. With brands such as Cadbury, Oreo, belVita, Milka, Tiger, Jacob's, Chipsmore and Twisties, we are one of the world’s largest snacking companies and our portfolio includes chocolate, biscuits, gum & candy.

Our brands have been trusted by Malaysians for their quality, safety and taste. With over 1,000 employees and two manufacturing plants in Shah Alam and Prai, we work together everyday to manufacture the world’s most favourite brands of snack foods for our consumers.

Over the years we’ve been known as Kraft Foods – one of the fastest growing food companies in the world. As of July 2013, we are known as Mondelēz International. Mondelēz Malaysia is a part of the Mondelēz International group of companies.

Researching careers? Find all the information and tips you need on career advice.