Head of Channel

2 days ago

Kuala Lumpur, Kuala Lumpur, Malaysia BEIERSDORF (MALAYSIA) SDN BHD Full time

Role Purpose

  • Responsible for defining and executing the Watsons Malaysia strategy to deliver sustainable, profitable growth and long-term partnership.
  • Ensure customer strategy is fully aligned with brand strategy, shopper marketing priorities, omnichannel ambitions, and overall sales objectives.
  • Work closely with Marketing, Shopper Marketing, eCom, Supply Chain, and Finance to maximize brand communication, execution excellence, and commercial impact across all Watsons touchpoints (offline & online).

Key Accountabilities

Derive Business Strategy and Objective

  • Own the end-to-end Watsons channel strategy and annual joint business plan.
  • Translate company strategy into clear channel priorities, sales plans, and execution roadmaps.
  • Contribute actively to broader sales, pricing, promotion, distribution, and customer retention strategies.

Customer-Oriented Leadership

  • Develop and maintain senior-level strategic relationships with AS Watsons.
  • Lead all commercial negotiations with Watsons, including trading terms, JBPs, promotions, and exclusivities.
  • Act with your team as the key liaison between Watsons and internal stakeholders.
  • Identify performance gaps through detailed sales, distribution, and execution analysis, and define corrective action plans.
  • Demonstrate deep understanding of Watsons' store operations, merchandising standards, ordering processes, and omnichannel ecosystem.
  • Maintain strong product and category knowledge, with a clear understanding of Watsons' shopper dynamics.

Leadership & Team Management

  • Lead, coach, and develop a high-performing Watsons account team.
  • Ensure strong execution discipline in line with company strategy and Watsons priorities.
  • Build capabilities in omnichannel execution, analytics, and customer planning.
  • Provide strong leadership to managers and team members, fostering a culture of accountability, performance and collaboration.
  • Oversee talent development plans, succession planning and leadership development programs.

Business Process & Execution Excellence

  • Own the total Watsons sales process, ensuring delivery of sales, profitability, and service targets.
  • Ensure timely listing and flawless execution of all NPDs.
  • Develop efficient processes to drive speed, simplicity, and execution quality.
  • Ensure healthy account receivables and adherence to agreed payment terms.

Commercial & Financial Management

  • Prepare and manage sales forecasts, budgets, and phasing.
  • Own trade budget, A&P spend, and trading term management within approved limits.
  • Ensure trade return rates, FIFO practices, and market hygiene meet company standards.
  • Maximize ROI through regular evaluation of promotional effectiveness and trade investment.

Market & Competitive Intelligence

  • Closely monitor market trends, competitor activity, and shopper behavior within modern trade pharmacy.
  • Proactively adapt channel strategies to competitive and structural market changes.

Key Requirements

  • Bachelor's degree or higher in Business, Marketing, or related field
  • Minimum 8 years of FMCG key account management experience
  • Minimum 4 years in a people management role
  • Strong commercial acumen, negotiation skills, analytical mindset, and customer orientation
  • Excellent communication and presentation skills
  • Proficient in MS Office
  • Strong command of English (spoken and written)
  • Proficiency in Chinese (spoken) is an advantage, as some external stakeholders prefer Chinese as a working language

Additional information

Location : Level 12, Tower, 1, PJ33, 3, Jalan Professor Khoo Kay Kim, Seksyen 13, 46200 Petaling Jaya, Selangor

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