On-Premise Sales Manager- Malaysia

2 days ago

Malaysia Treasury Wine Estates Full time 60,000 - 80,000 per year
Description

About the role: 

1. Customer Management

  • Lead customer engagement by inspiring, supporting, and strengthening customer capability, building strong and trusted relationships.
  • Set commercial objectives and sales targets in alignment with Penfolds' strategy; co-develop promotional and marketing plans with distributors and key customers.
  • Track monthly performance against targets, analyse gaps, and proactively implement mitigation plans to deliver results within budget.
  • Ensure effective execution of distribution plans, guaranteeing availability and visibility of Penfolds' priority brands in On-Premise channel across Malaysia.
  • Provide insights on depletion, sales performance, and customer-specific opportunities to maximize growth.
  • Partner with distributors and stakeholders to embed Penfolds' regional strategies into local execution.

2. Brand Activation

  • Develop and manage the promotional calendar with customers to drive brand activations and visibility across On-Premise outlets.
  • Deliver best-in-class execution of brand activities, ensuring strong point-of-sale visibility and availability in key accounts.
  • Leverage shopper and consumer insights to strengthen category leadership and brand engagement.
  • Lead the execution of events, tastings, and marketing activations that build brand awareness and consumer connection, ensuring Penfolds remains ahead of competitors in the channel.


3. Market & Competitor Analysis

  • Continuously gather and report competitor intelligence, including pricing, promotions, and activation strategies.
  • Conduct competitor pricing analysis to ensure optimal market positioning for Penfolds brands.
  • Identify market gaps, growth opportunities, and investment needs to strengthen Penfolds' presence in On-Premise channel.
  • Present market insights and business implications to internal and external stakeholders to guide decision-making and future strategy.
  • Lead in developing Tier 2 cities by identifying new customer opportunities, expanding distribution, and ensuring priority brands are available in emerging markets.


4. Key Success Measures

  • Distribution Target – Work with distributor to Increase numeric and weighted distribution across targeted On-Premise outlets
  • Brand Visibility & Activation – Execute agreed promotional and activation calendar with excellence, measurable uplift in brand presence, visibility, and consumer engagement.
  • Customer Satisfaction & Partnership – Strengthen customer relationships and achieve positive feedback from key distributors and On-Premise outlets
  • Market Intelligence & Insights – Provide timely competitor pricing and market insights that inform strategic decisions and protect Penfolds' premium positioning.
  • ROI on Investments – Ensure efficient use of A&P budgets with demonstrable return on investment from trade activations and promotions.


About you:

  • 3 - 5 years of commercial experience within a major FMCG company; preferably in the wine and spirits industry
  • Excellent relationship building skills
  • Excellent customers management skill
  • Ability to work independently, with minimal supervision, and drive decision making
  • A proven track record of performance and delivery
  • Strong commercial acumen
  • Hands-on individual
  • Strong commercial acumen

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