General Manager, Sales

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 marketing and sales, distribution and logistics.

Headquartered in Switzerland, DKSH is publicly listed and operates in 37 markets across Asia Pacific, Europe, and North America. We have over 32,000 specialists and generated net sales of CHF 11.3 billion in 2022.

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 nearly 160 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 37 markets across the globe. You will learn and develop both professionally and personally in a modern environment offering hybrid work arrangements.

**Be part of something big**:
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 behaviorsFunctional 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 succes