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Channel Development Manager, Malaysia

4 weeks ago

Malaysia Ferrero International S.A. Full time

Job Summary: Lead and develop account planning to drive business growth, propose commercial policies, and negotiate contracts with key customers.

Ferrero is a family-owned company with a progressive and global outlook, represented in over 50 countries with iconic brands such as Nutella and Kinder Bueno. We are committed to building a diverse and inclusive culture where all employees feel welcomed and appreciated.

Main Responsibilities:

  • Lead and develop account planning by channel to implement strategic goals
  • Propose commercial policies, trade terms, and customer plans for key accounts
  • Work on sales budget and monitor targets achievement
  • Analyze customer performance and define future business opportunities
  • Define customer-specific goals and strategy, develop SWOT analyses and performance reviews
  • Negotiate contracts and develop sales arguments to achieve strategic goals
  • Negotiate implementation of planogram and position at central level
  • Keep trade spending within commercial policy guidelines
  • Approve payments, tie trade spending to specific business-driving activities
  • Analyze trade spending and ensure best return on investment
  • Communicate agreements and action plans with customers
  • Monitor in-store deployment of actions and coordinate with sales teams
  • Evaluate and approve proposals from sales teams
  • Monitor sales, stocks, and KPIs for assigned customers
  • Resolve problems and outstanding matters on a national level
  • Work closely with distributor key account team to ensure activities and trade spend are aligned

Requirements:

  • University degree
  • Commercial experience in sales/key account management in FMCG industry
  • Strong distributor management experience, KPIs management, and process optimization
  • Advanced market knowledge: traditional & modern trade, impulse channel
  • Strong business acumen, high orientation to detail, analytical capabilities, and result orientation
  • Advanced communication, negotiation, and influencing skills, leadership, and cross-teams collaboration skills
  • Effective time management, adaptability, and sense of responsibility
  • Ability to communicate effectively across different teams and stakeholders
  • Proactivity, dynamism, and ability to work under pressure and meet deadlines

How to be successful: We encourage all our people to think creatively, set personal targets, and push new, better ways to work. Employee contribution and engagement at Ferrero is based on individual, team, and organization dimension. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you build your position among stakeholders and achieve expected sales outcomes.