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General Manager, Sales

4 weeks ago

Petaling Jaya, 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 long-term 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' go-to-market 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 long-term strategic relationships with key customers to achieve business objectives
- Collaborate with cross-functional leaders in anticipating client needs, defining and leveraging cross product / industry business opportunities
- Set direction and cascade teaM/Function goals to ensure goals are well-defined 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
- #LI-AF3

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