Area Sales Manager

2 weeks ago

Malaysia Fonterra Full time

**General Information**:

- Date Published- 02-Aug-2023- Advertising Ends- 02-Sep-2023- Country- Malaysia- Location- Malaysia- Role Type- Sales- Work Type- Permanent- ID#- 5685**Position Description**:
**Your purpose**
- Reporting to the Regional Sales Manager, you will have the opportunity to:
- Manage the business operations of specified Regional Accounts/retailers in the areas of Account Planning, Business Development, Negotiation, Promotion Evaluation, Channel & Category management and Merchandising.
- Achieve sales revenue/volume targets, key categories growth targets and set customer profitability.
- Responsible for effective and timely execution of all agreed Regional Account-related activities. Keep good control of receivables (if required)
- Able to guide, develop and support the executives to ensure effective execution of daily job functions and promotional activities to achieve the Company’s business objectives.
- To achieve high revenue and volume share growths in all major accounts through business development plans and creative promotions and impactful merchandising.
- To improve account profitability in a demanding environment in continuous enhancement of trading terms.

**Role Accountabilities**
- To prepare Account Plans for successful implementation of all company’s activities.
- To develop Space/ Category Management programmes with selected Regional Accounts.
- Maintain customer profiles and continuous flow of information on market condition, sales, competitors’ activities, trade stocks and update performances of the respective accounts
- Ensure pricing structures are being enforced and strictly adhered to.
- Develop and maintain good standard of merchandising/ display activities
- Responsible for effective and efficient promotional spend based on allocations from Commercial Planning.
- Service the specified regional accounts and be responsible for all aspects of sales, customer service, collections (if required) and promotions in the specified accounts.
- Evaluate promotions carried out with major Regional Accounts with full analysis of achievement against objectives and recommendation on improvements for future campaign.
- Develop Customer Development Plan and ensure action plans and Business objectives agreed upon are implemented and achieved.
- Collaborate, Train and develop Key Account Executives. (if required)

**Key Requirements**:

- Bachelor’s Degree in marketing or business
- Minimum 2-3 years of local key accounts experience in the dairy or FMCG industries.
- Experienced in sales execution, account planning, budget management, and merchandising especially in GT channel will be an added advantage.
- Excellent interpersonal, communication and negotiation skills.
- Result-driven, fast, proactive, able to think strategically and good leadership ability.
- This role will be based in Central.

**Our Story**

Fonterra Cooperative Group is a farmer owned co-operative dairy company and the world’s largest dairy exporter. 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. Anlene, Anchor, Anmum, are among the best known dairy brands in Asia and the rest of the world. With more than 150 offices and sites around the world, Fonterra can offer a great range of career pathways across our business.

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