Customer Development Executive, Sabah

2 days ago

Kuala Lumpur, Malaysia Unilever Full time

Job Title: Customer Development Executive, Sabah

Location: Malaysia

**The Purpose of Role**:
You play an active brand ambassador role to manage the Distributor's sales team to achieve the sales objective for the sales area as set in the Customer Marketing Plans and Customer Business plans through timely execution.

You will be responsible for the achievement of Sales (NIV & STT), key Distributor Trade (DT) KPIs to increase our brands market share at point-of-sales level by building excellent business relationships at store level, manage the store ordering process and ensure high quality in-store presence of our brands.

**Team Structure**:

- Reporting to: Regional Sales Manager, Sabah
- Indirect: Distributor Sales Representatives

**Key Responsibilities**:
**Account Management**
- Ensure ambitious target setting and monitor closely for performance.
- Prepare plans with focus on results vs. targets set.
- Identify and implement actions for closing possible results gaps.
- Monitor, evaluate and track weekly and monthly primary targets with timely actions to achieve them.
- Evaluate the achievement of weekly and monthly secondary sales of area with timely actions.
- Ensure ordering and execution to trade of all agreed promotional stocks and POSM as per company's plan.
- Cascade of all business related on a time manner.
- Managing and improving stock in Distributor’s warehouse to a healthy level.

**Team and Distributor Management**
- Conduct market visits to ensure the activities are implemented as planned.
- Provide market feedback/trade visit report to distributors and follow through to ensure outstanding/gaps are closed timely.
- Coach the distributor sales representatives on their personal performance and contribution in relation to the targets set and build a winning spirit within the team and evaluate based on facts and observable data.
- Monitor operation efficiency and effectiveness.

**Key Stakeholders**:

- Internal: Customer Development, Supply Chain, Finance
- External: Key customer buyers, Distributor partners

**Travel**:
50% of the time for travelling.

**Essential Experience/Skill/Knowledge**:

- Bachelor's Degree in any field of study.
- Relevant customer development experience with a results driven/achievement focused with the end goal in mind.
- Experienced in Distributor Trade field sales in FMCG industry.
- Experience in leading and managing distributor sales representatives.
- You will be based in Sabah.

**Desirable Experience/Skill/Knowledge**:

- Strong communication and negotiation skill.
- Field sales experience in managerial role especially in Perak/Northern region will be an added advantage.
- Proven track record of delivery topline and bottom-line results.
- Proven track record of managing multiple stakeholders, distributors, and delivering operational excellence.

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