Senior Manager – Channel Development & Commercial Planning

The GMP Group; Shah Alam; Vor Ort; MYR 180.000 - 240.000; Vollzeit

Zusammenfassung

The GMP Group in Malaysia is seeking a Senior Manager to shape commercial planning and dealer development across tire lines. You will drive profitable volume growth, optimize pricing, and strengthen the dealer network while ensuring brand equity in PCR, SUV/4x4, and TBR segments.

You will lead cross-functional initiatives, supervise a team, and deliver ROI-driven programs with close collaboration with Sales, Marketing, and Supply Chain.

Qualifikationen

• 8–12 years of progressive experience in commercial strategy, business planning, channel management, or dealer development within relevant industries.
• Proven track record managing independent multi-brand dealer networks or distribution channels in Malaysia.
• Hands-on experience designing trade spend schemes, rebates, campaigns and pricing models.
• Tire industry knowledge including dealer economics and market dynamics.
• Strong financial acumen with margin calculations and ROI modelling.

Aufgaben

• Develop and lead the national commercial strategy, pricing structures, and product mix across PCR, SUV/4x4, and TBR segments.
• Manage dealer programs, tiered rebates, trade spend allocations, and ROI oversight.
• Track sell-in/sell-out performance, dealer inventory, and promotions to optimize channel profitability.
• Expand and strengthen the national dealer network including concept stores and multi-brand shops.
• Collaborate with Brand Marketing to drive retail footfall to Auto Centres and stockists.
• Lead structured dealer training on tire specs, competitive positioning, and consultative selling.
• Provide market intelligence, demand forecasting, and alignment with supply chain and product planning.

Kenntnisse

Commercial strategy

Channel management

Dealer development

Financial analysis

Excel

PowerPoint

Leadership

Negotiation

Ausbildung

Bachelor’s degree in Business Administration, Marketing, Finance, Economics, or related

MBA or relevant postgraduate qualification

Tools

Excel

PowerPoint

Jobbeschreibung

Senior Manager - Channel Development & Commercial Planning

We are seeking an experienced Senior Manager - Commercial Planning & Dealer Development to lead our commercial strategy and tire distribution network in Malaysia. This role is pivotal in driving profitable volume growth, optimizing product mix, enhancing dealer network productivity, and solidifying brand equity across PCR (Passenger Car Radial), SUV/4x4, and TBR (Truck Bus Radial) segments. The ideal candidate brings deep automotive or tire industry acumen, combining strong financial analytical skills with hands-on dealer channel management to maximize market share, sell-out velocity, and gross margins.

Job Responsibilities:

Commercial & Tire Pricing Strategy

Develop and execute national tire pricing structures and positioning models based on raw material fluctuations, competitor benchmark pricing, landing costs, and target margins across PCR, SUV/4x4, and commercial tire lines. Optimize product-mix strategies (flagship, mid-tier, budget lines) to maximize revenue and gross margin contribution.

Analyze competitor pricing strategies, OE fitments, gray market imports, and parallel distribution channels to recommend defensive and offensive market actions.

Sell-In & Sell-Out Commercial Programs

Formulate and manage annual dealer sell-in incentive schemes, volume rebates, early-bird stocking programs, and consumer-facing sell-out promotions (e.g., instant rebates, e-wallet vouchers, tire safety campaigns).

Establish quantitative dealer sales targets, tiered rebates, and trade spend allocations while ensuring strict ROI oversight and budget compliance.

Monitor sell-out velocity, dealer inventory turnover, and stock aging; implement corrective promotions or trade actions to prevent channel stagnation.

Expand and strengthen the national dealer network (concept stores, associate dealers, multi-brand tire shops, and commercial fleets).

Implement productivity enhancement initiatives for dealers, including showroom branding, visual merchandising standards, point-of-sale display optimization, and service bay standards.

Design and execute structured dealer training curricula covering tire technical specifications (compound, tread design, load index, speed ratings), competitive USP handling, and consultative selling.

Collaborate with Brand Marketing to drive retail footfall to participating Auto Centres and authorized stockists.

Tire Market Intelligence & Demand Forecasting

Track macro market drivers, automotive registration trends, replacement tire demand cycles, import/export data, and local competitor activities.

Synthesize raw market data into actionable commercial recommendations for executive leadership.

Partner with Supply Chain and Product Planning to align demand forecasting with factory production schedules and port arrival timelines to maintain optimal inventory safety levels. 5. Financial Analysis & Performance Management

Manage revenue, margin contribution, and trade spending effectiveness across all distribution tiers and product categories.

Deliver regular performance dashboards evaluating sell-in vs. sell-out trends, dealer rebates payout vs. volume yield, and channel profitability.

Audit and control promotional funds, non-performance discounts, and credit terms to safeguard cash flow and margin integrity.

Leadership & Stakeholder Management

Lead, mentor, and build a high-performing Commercial Planning and Dealer Development team.

Set clear performance metrics, KPIs, and operational deliverables for direct reports.

Drive cross-functional alignment across Sales, Marketing, Supply Chain/Logistics, Product Technical, and Finance to ensure seamless execution of commercial campaigns.

Job Requirements:

Professional Experience

Bachelor’s degree in Business Administration, Marketing, Finance, Economics, or a related discipline.

An MBA or relevant postgraduate qualification is highly advantageous.

8 to 12 years of progressive experience in commercial strategy, business planning, channel management, or dealer development within the tire, automotive aftermarket, lubricant, or auto components industries.

Proven track record in managing independent multi-brand dealer networks, franchise workshop chains, or automotive distribution channels in Malaysia.

Hands-on experience designing trade spend schemes, rebate structures, sell-out campaigns, and commercial pricing models.

Tire Industry Knowledge: In-depth understanding of tire retail dynamics, dealer economics (margin expectations, bay productivity, alignment/balancing service push), and product segment performance (PCR, SUV, TBR).

Financial & Commercial Acumen: High proficiency in margin calculations, trade rebate mechanics, contribution analysis, and promotional ROI modeling.

Analytical Capability: Advanced proficiency in Microsoft Excel (data modeling, financial analysis) and PowerPoint (executive presentations).

Leadership & Influence: Outstanding negotiation, cross-functional project management, and team leadership capabilities. Ability to present strategic recommendations confidently to executive management and key dealer principals.

The Global Manpower Professionals (GMP) Group, founded in 1991, began as a recruitment company in Singapore offering job placements for technical personnel in manufacturing-based firms. Since then, the group has progressed to become a regional human capital solutions provider across all industries.

Today, GMP has regional offices in Malaysia and has established ties with several associate companies in countries such as Philippines, United Kingdom, and the United States of America. The group’s extensive network and comprehensive services have, once again, reaffirmed GMP’s role as one of the most dynamic staffing professionals in the region.

The Global Manpower Professionals (GMP) Group, founded in 1991, began as a recruitment company in Singapore offering job placements for technical personnel in manufacturing-based firms. Since then, the group has progressed to become a regional human capital solutions provider across all industries.

Today, GMP has regional offices in Malaysia and has established ties with several associate companies in countries such as Philippines, United Kingdom, and the United States of America. The group’s extensive network and comprehensive services have, once again, reaffirmed GMP’s role as one of the most dynamic staffing professionals in the region.