Territory Sales Manager (Southern)

Coca-Cola Beverages Singapore, Malaysia & Brunei; Johor Bahru; On-site; MYR 60,000 - 90,000; Full time

Job summary

A leading beverage company is seeking a Territory Sales Manager in Johor Bahru. This role involves achieving sales and distribution goals, leading a sales team, and collaborating with distributors. The ideal candidate will have a strong background in FMCG sales management and excellent communication skills.

Qualifications

• At least 4 years of experience as an Area Sales Manager or equivalent.
• Experience in FMCG companies preferred.
• Good communication skills in English & Bahasa Melayu.

Responsibilities

• Achieve sales, distribution, and merchandising goals.
• Lead a team of Sales Team Leads.
• Manage Profit and Loss (P&L) for the area.

Skills

Communication skills

Team leadership

Self-motivated

Merchandising knowledge

Job description

Role Overview

As a Territory Sales Manager, you are responsible for achieving sales, distribution, and merchandising goals in specified geographic areas (modern and traditional trade). You will lead a team of Sales Team Leads and collaborate closely with distributors to ensure successful outcomes.

Key Responsibilities

Market Visits

• Regularly visit and develop a selected set of top outlets.

Meeting Volume Targets

• Take charge of the area's Profit and Loss (P&L) and ensure monthly goals are met.
• Collaborate with the Regional Sales Director (RSD) and the Sales Team, supplying updated market information for decision-making.
• Cascade company strategies to the Sales Team through Sales Executives (Team Leaders) and ensure proper implementation.
• Clearly understand and communicate the company's strategy, ensuring team execution.
• Ensure the Sales Team has the knowledge, motivation, equipment, and resources for implementation, negotiating with the General Sales Manager if necessary.

RED Action to Optimize RED Score

• Cultivate a RED action culture in daily engagement with outlets.
• Ensure proper activation according to RED standards.

People Management

• Analyze sales team and area performance, identifying opportunities and developing capture plans.
• Attend morning meetings.
• Identify the lowest and highest results and their reasons.
• Execute the morning meeting following the planned script.
• Approve the volume for the team.
• Check the agenda and plan activities for the day.
• Ensure all planned activities for the day are executed.
• Monitor the Monthly Incentive Target and the Trend.

Reporting

• Submit standard reports as per specified frequency.
• Collect market information regularly for continuous improvement.

Stakeholder Management

• Build strong business relationships with customers, adding value to their business.
• Develop a good understanding of customer business and financials.
• Ensure all internal and external correspondence aligns with company requirements.
• Maintain a safe and healthy working environment, following standards and procedures and complying with legal regulations.
• Update job knowledge through educational opportunities, professional publications, and networks.
• Contribute to the team effort by accomplishing related results as needed.

Skills & Capabilities

• At least 4 years of working experience as an Area Sales Manager, District Sales Manager or equivalent. Preferably with experience in FMCG companies at the similar job level.
• Experience in leading and managing distributors would be an added advantage.
• Good communication skills in English & Bahasa Melayu.
• A team player and ability to work well with people.
• Ability to lead, build discipline and coach team members; Sales Team Leads, Sales Representatives, Sales Merchandisers.
• Self-motivated, focus on results and goal – oriented person.
• Merchandising knowledge is an added advantage.
• Has own transportation.

Our Purpose and Growth Culture

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what is possible and believe in continuous learning to improve our business and ourselves.

We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company has continued to thrive for over 138 years.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state, or local protected class. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.