Field Sales Executive

Location: Petaling Jaya, Malaysia
Company: Nestlé Malaysia (Purina Petcare Malaysia)
Full-time
bachelor’s degree
3+ years of experience

**Position Summary**

As a Field Sales Executive, you are to execution of field sales activities for general trade & modern trade in respective region to maximize growth and enhance our market leadership position. You will also be managing and lead the LTP to support Nestlé Growth & distribution objectives as well as Distributor Profitability.

**A day in the life of a Field Sales Executive**
- Accountable & responsible for input and thruput sales performance in the respective sales regions in MT/TT channels.
- You would need to breakdown of sales target by channel and LTPs with alignment with National Sales Manager.
- Managing Trade Spend.
- You will be responsible to ensure compliance of Trade spend within the allocated budget defined by NSM by Category and Channel Group
- Territory Management
- Develop journey plan for LTP sales team to ensure efficiency/effectiveness.
- Accountable for customer database management
- Ensuring journey plan is updated regularly.
- Business Development
- New outlet penetration to perform Geo.
- Mapping exercise and analysis and to ensure outlet coverage from Geo.
- Mapping findings.
- Accountable for Product Distribution & Merchandising Standards as per guidelines
- Ensure full compliance of channel must-have-list
- Timely implementation of KMA & promotional activities
- Channel planogram and merchandising standard guideline.
- Maximize usage of POS materials and replace old ones with new ones
- Ensuring and monitoring of compliance of long-term space buy (As per Channel/Brand Guideline)
- Goal Alignment through:

- WOR Tracking - FSE accountable to track and share weekly performance of MHL/KMA/Sell-In to NSM every Monday.
- MOR meeting - FSE to conduct monthly operation review with LTPs Operation Manager
- MSR - FSEs to present region performance, issues, and action plans on Monthly Basis
- Winning with Customers
- Advisory role to retailer, understand business owner needs and ensure customer intimacy.
- Develop and review Retailer Loyalty Scheme presentation and managing contract signing with key outlets on annual basis with top strategic customers on a quarterly basis.
- Conduct business reviews/business planning for top 10 customers on a regular basis.
- Leading LTP Field Sales team and ensuring Operation Best Practices
- On the job coaching / FMBP training of LTP sales reps (ICE, WIES)
- Leading and cascades KMA activities, promotional campaign, new product launch, merchandising standards to LTP Field Sales via weekly review with LTP OM.
- Management of Distributor in line with Distributor Management Best Practices, including Supply/Stock Availability
- Input Management
- Market returns / Stock Cover
- Delivery within 48 hours / Customer Service Level
- Sales operations related matters
- DSOC
- Responsible for Distributor Warehouse management & DWIS evaluation - Perform Distributor half yearly evaluation is completed for DWIS payout (between Nov Dec & May-Jun)
- Ensure Market Hygiene - Practice FEFO in outlets to ensure products are fresh/clean for sales.
- Gather insights & information market intelligence.
- Gather insights & information from channel, customer, competition & shopper
- Reporting of competitor on-ground activities, campaign & pricing matters

**What will make you successful?**
- Minimum diploma in any related discipline (SPM qualification for sales reps with min 5 years’ experience)
- 3-5 years in marketing or sales, and over this period has successfully delivered on KPIs.
- Demonstrated ability to lead people.
- Capacity to understands all sales functions i.e. CCSD, Customer, Field
- Had experience in managing Field Sales team.
- Distributor Insight & knowledge of competitor distributor situation