Area Sales Executive

2 weeks ago

Malaysia Fonterra Full time

General Information:

  • Date Published 31May2024
  • Advertising Ends 30Jun2024
  • Country
  • Malaysia
  • Location
  • Malaysia
  • Role Type
  • Sales
  • Work Type
  • Permanent
  • ID# 8722
    Position Description:

Role Purpose:

  • Managing the Distributor's salesmen to achieve the sales objective and targets set above.
  • To ensure distributors implement the agreed action plans within the stipulated time frame and submit required reports on the results achieved upon execution of the action plans.
  • The main purpose of the role is to cultivate Strategic Partnerships with Key Outlets through proficiency.
  • To regularly review the distributor's capability and infrastructure support through monthly Distributor Business Review to ensure achievement of sales, effective call rate, numeric distribution, service levels targets and merchandising standards in field execution.

Key Accountabilities:

Financials

  • Delivers volume (tons & ctn) and value (Net Revenue)
  • Manages customer trade spend (GTN) within budget, including trading terms and product returns

Category Strategy

  • Understands customer prioritization framework for customers
  • Defines customer tactics basis prioritization

Commercial Planning

  • Implements operational plans aligned to activity grid (SMAP) and channel strategy.
  • Provides accurate, complete and timely bottom up forecast via historical data, business trends and insights

Category Activities

  • Communicates clearly and timely plans, activities and spend to CRO and Key customers
  • Monitors trade spend with CRO and customers and Sales Finance
  • Participates in business development programs (samplings & road show) to further improve inmarket execution

In-Store Excellence

  • Executes Picture of Success in outlet and tracks the same
  • 5Ps (Product, Price, Place, Promotion, POSM)
  • Implements insightbased standards on retail execution by channel and refine using ROI analysis
  • Coordinates with merchandising agency for timely and quality execution
  • Provides timely feedback to internal and external stakeholders on store issues and opportunities
  • Achieves speed to market on innovation including NPD, events, promotions, and POSM

Channel/ Customer / Account Management

  • To professionally manage and evaluate distributors' overall performance and draw up agreed action plans to address issues and leverage opportunities through the monthly Distributor Business Review.
  • Responsible for the achievement of sales and distribution targets set.
  • Ensure CROs implement Company's promotional activities effectively in all General Trade channels
  • Conduct distribution audit during market visit and discuss followup actions with CROs concerned.
  • Participate in monthly discussions with Area Sales Manager, and distributors' field sales personnel to resolve trade and other operational issues

Organizational and People Management

  • Owns individual development program
  • Participates in training to enhance competencies

Key Requirements;

  • Bachelor's Degree: Preferably in Business Administration, Marketing, or a related field.
  • Minimum 25 years of proven sales experience, ideally in the FMCG industry.
  • Strong knowledge of sales strategies, techniques, and processes.
  • Excellent verbal and written communication skills.
  • Ability to negotiate terms effectively and close deals.
  • Strong customer service orientation and relationshipbuilding skills.
  • Ability to analyze sales data and market trends to make informed decisions.
  • Effective problemsolving skills and the ability to handle difficult situations.
  • Excellent time management and organizational skills.
  • Familiarity with CRM software and Microsoft Office Suite (Word, Excel, PowerPoint).
  • Willingness to travel extensively within the assigned area.

Our Story
Fonterra is a global nutrition company owned by 9000 farming families in New Zealand. We employ 20,000 people around the globe and offer amazing opportunities for people who want to join our team. Our New Zealand-made dairy products are enjoyed in 140 markets across the globe. Our products are loved by people for their balanced nutrition, quality craftsmanship and sheer indulgence.
- #LI-NI1 #LI-JW

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