General Manager, Sales

3 weeks ago


Petaling Jaya, Malaysia DKSH Malaysia Sdn. Bhd. Full time

About DKSH
DKSH’s purpose is to enrich people’s lives by providing access to goods, services, and insights. United by our vision to be the trusted partner, we help companies grow in Asia and beyond across our Business Units Consumer Goods, Healthcare, Performance Materials, and Technology.
Delivering life-saving drugs to hospitals, bringing high-quality products to remote villages, installing technology that raises living standards, and providing new formulations for healthcare products that make life easier. These are just a few examples of how DKSH touches people’s lives around the clock. We do this while helping our clients and customers grow by providing services including sourcing, market insights, marketing and sales, eCommerce, distribution and logistics as well as after-sales services.
Listed on the SIX Swiss Exchange, DKSH operates in 36 markets with 33,100 specialists, generating net sales of CHF 11.1 billion in 2021. Founded by Swiss entrepreneurs in 1865, we have been deeply rooted in Asia Pacific for over 150 years.

Why It’s Great to Work at DKSH
Join a purpose-driven company and help enrich people’s lives every day. We provide reliable access to high-quality products and services, like COVID-19 vaccines, and create sustainable value for all our stakeholders, generate jobs, and give back to society. Founded over 150 years ago in Asia by three Swiss traders, DKSH still maintains the same entrepreneurial mindset. Be part of our diverse team of more than 33,000 people working in 36 markets across the globe. You will learn and develop both professionally and personally in a modern environment offering hybrid work arrangements. Come and meet our energetic, passionate, and purposeful team and be part of something big.

Job Summary
Reporting to the country head for FMCG Malaysia, this is a critical sales leadership role where you will lead a dynamic team for both General and Modern Trade of a sizeable business portfolio. You will formulate and oversee implementation of sales strategies and plans to achieve sales targets for assigned businesses/territories and overall business objectives. You are a leader with proven experience and have an ambition to drive high growth and results. 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 strategies for individual products in consultation with the Client
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
Continuously improve 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
Essential category experience in Sweets/Snacks/Confectionery/Chocolates/Ice Cream/Gum
A proven sales and key account management track record in Malaysia, with an existing network of contacts in Modern Trade and General Trade
Dynamic leadership experience in leading field sales
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 skills
Advanced research and analytica



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