Sales Director MY/SG

At Beiersdorf, we want to help people feel good about their skin – and our commitment goes far beyond caring for skin. For 140 years, we have developed innovative skin and body care products for well-known brands such as NIVEA, Eucerin, La Prairie, Hansaplast, and Chantecaille. We act according to our purpose, WE CARE BEYOND SKIN, and take responsibility for our consumers, our employees, the environment, and society.

Behind every brand, every product and every accomplishment are our more than 20,000 employees. It is for them that we live an inclusive culture of respect and trust that is strongly aligned with our values – CARE, COURAGE, SIMPLICITY and TRUST. We also embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all.

Role Purpose

Lead sales and SCM operation highest standards of efficiency and efficacy within FMCG, reflected on excellent execution on shelves, effective customer relationship, consistent delivery in business KPIS, efficient SOI and a strong team.

Key Accountabilities

Chanel Development:

• Lead strategic planning with the distributor as per KA model
• Determine strategic role per top account considering retail environments/customers and categories and Build roadmap customer/channel development
• Design, agree and deliver impactful business plans
• Consistently deliver business KPI's

Channel RGM:

• Create value optimizing Price, Promo and Mix, reflected in TTC and GM
• Review contracts and agreements to deliver efficient Trading term negotiations, following RGM and compliance guidelines
• Guide, approve and control sales Budgets & Forecasts for sales and finance KPIs

Shopper & Customer Marketing:

• Drive and support SCM initiatives on planing, commercial operations, customer engagement and in store execution

Key Account Management:

• Be a trusted and influential contact for high leadership in key customers
• Establish a capable KA team and multi-level engagement strategy per customer
• Ensure annual strategic planning and T2T relationship/meetings
• Develop fact-based management system, considering ways of working, data set, KPIs, targeting and dashboards

Distributor Management:

• Manage DKSH as distributor and operational partner
• Develop a "KA like" relationship and management with the Distributor
• Improve Active Accounts coverage, top 10 penetration and AVC program
• Control commercial conditions to guarantee controlled pricing and trading routes

In Store Operations:

• Guarantee effective and efficient coverage and frequency for in store operations
• Drive continuous team engagement
• Establish disciplined ways of working on KPIS monitoring and improvement and compliant contracts

Leadership:

• Build lean and effective structure
• Full responsibility in having a capable structure with right people in right places 
• Support and drive organizational improvement though individual career development
• Mange and influence key internal and external stakeholders through relevance
• Implement effective rewards scheme for sales and field execution

Compliance:

• Ensure responsible, sustainable, and compliant trading and customer/competitor engagement practices are maintained within the organization

Key Requirements

Experience:

• 15 years of significant Sales experience within FMCG
• Successful track record at senior level leading a Sales/Commercial team in similar FMCG environment
  
• Relevant experience in customer facing at top level (Director +) with Distributors and Key Accounts 
  
• Proven results in developing high performing sales team

Skills:

• Externally/Customer focused
• Commercial & strategic thinking
  
• Strong negotiations skills
  
• Good analytical capability
  
• Commercial/ business acumen
  
• Effective conflict management
  
• A "can do" attitude / Winning spirit
  
• Results driven & resilient
  
• Adept at managing senior stakeholder

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