General Manager, Sales

2 weeks ago

Subang Jaya, Selangor, Malaysia DKSH Full time

Location:

Petaling Jaya, MY, MY
Job Function:Sales
Requisition Number:140563
Description:

Job Summary
Reporting to the Vice President of FMCG, DKSH Malaysia, this position holds significant importance in sales leadership.

You will oversee a large team for both General and Modern Trade in achieving the sales targets of a dynamic range of brands.

Your role entails crafting and executing sales and trade marketing strategies and plans to meet sales targets for designated businesses/territories and overarching business goals.

You are an accomplished leader with a growth mindset delivering success, and you are driven by the ambition to foster sustainable growth through a high performing team.


General Responsibilities

  • Oversee and manage departmental operating budgets and costs according to annual allocation to ensure efficient usage of resources
  • Formulate trade sales strategies for the entire product portfolio
  • Develop sales and trade marketing strategies for a myriad of products in consultation with the Client Management team
  • Assign geographical sales territories and establish budgets
  • Establish and monitor key performance indicators to manage geographical territories' performance
  • Oversee the development and implementation of short and longterm sales plans
  • Drive overall sales activities and introduce new/improved strategies and plans based on anticipated changing markets and trends
  • Oversee pricing and contract negotiations with key customers to facilitate sales agreements and achieve targeted margins
  • Anticipate competitors' gotomarket strategies/plans
  • Drive new/enhanced product solutions to best address customer needs
  • Provide direction on sales forecasting and reporting processes/activities
  • Strategize customer base expansion based on effectiveness of sales strategies/plans
  • Drive a culture of continuous improvement on sales processes, sales plans, customer satisfaction, etc.
  • Monitor department net operating capital and drive prompt payments by customers
  • Establish customer issue resolution processes to ensure effective closure of issues
  • Develop and build longterm strategic relationships with key customers to achieve business objectives
  • Collaborate with crossfunctional leaders in anticipating client needs, defining and leveraging cross product / industry business opportunities
  • Set direction and cascade teaM/Function goals to ensure goals are welldefined and clearly communicated
  • Coach and mentor team's success as part of a high performing team
  • Identify and groom leaders within the team as part of building bench strength
  • Drive and manage learning and development of team in the area of Field Sales and DKSH behaviors

Functional Skills and Knowledge

  • Advanced knowledge and understanding of the Fast Moving Consumer Goods industry/market/competitors/customers
  • Experience in category management
  • A proven sales and key account management track record in Malaysia, with an existing network of contacts in Modern Trade and General Trade
  • Experience in leading sizeable field salesforce, with agility in responding to dynamic market changes, and swift in solving problems
  • Experienced in partnering HR in designing and implementing motivating sales incentives programs that drive growth and promote the right company culture and values
  • An empathetic leader who believes in developing the team's capabilities and personal growth, demonstrating skills in mentoring and coaching others for success
  • Highly entrepreneurial with advanced negotiation and influencing skills
  • Advanced research and analytical skills, savvy with gathering market intelligence
  • Strong in financial management with knowledge on P&L and levers to drive a profitable business
  • Confident stakeholder management skills, demonstrating courage for crucial conversations
  • Penchant for process improvement with the end goal to achieve results with greater efficiency and effectiveness
  • Fluency in English (both written and spoken) and Bahasa Melayu. Fluency in Mandarin and/or local dialects is ideal

Education
Degree or professional qualification in Business Studies/Marketing/Economics or a related discipline

Work experience

  • Minimum twelve years' experience in Fast Moving Consumer Goods industry, preferably from multinational company background
  • Minimum five years' experience in a managerial capacity having led sizeable salesforce
  • Experience in various categories is highly desirable
  • Experience working in Malaysia is a must, ideally having both West and East Malaysia experiences
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