Regional Sales Manager

1 day ago

Petaling Jaya, Selangor, Malaysia Lactalis Trading Malaysia Sdn. Bhd. Full time 60,000 - 120,000 per year

Job Title : Regional Sales Manager

Company : Lactalis Trading Malaysia Sdn Bhd

Reports to : National Sales Manager

No of Subordinates :Regional Sales Executive(s)

Location: Central & East Coast

RESPONSIBILITIES/ KEY ACTIVITIES

About the role

  • Develop and implement distributor-related elements of category and brand plans by leveraging internal and external resources. Apply professional account management techniques to ensure alignment with company objectives and drive sustainable growth.
  • Required to travel to East Coast twice a month. However frequency is travel depends on urgency of work. Detail travelling plan will be discussed with superior upon joining.

Key responsibilities

  1. Sales Performance Management

  2. Drive and monitor Sell-In and Sell-Out performance across the region to achieve sales targets.

  3. Dealer Management

  4. Oversee and manage dealer relationships in alignment with company policies and strategic objectives.

  5. Category Execution

  6. Ensure effective implementation of category plans and activities within the region.

  7. Analyze category trends and recommend actionable strategies to enhance business performance.

  8. Regional Operations Oversight

  9. Manpower Planning: Ensure adequate deployment of Sales Representatives and Merchandisers to effectively service the market.

  10. Customer Database Management: Maintain accurate and up-to-date customer data in the Dealer Management System (DMS).
  11. Journey Planning: Regularly update journey plans to optimize market coverage.
  12. Territory Management: Reassess and redefine sales territories for both Sales Representatives and dealers as needed.
  13. Credit Control: Enforce compliance with the company's Credit Management Policy.

  14. Asset Management: Oversee company assets placed with dealers, including chillers, premiums, POSM, and other materials.

  15. Product Distribution & Merchandising

  16. Ensure optimal distribution of current and new products.

  17. Adhere to merchandising guidelines and planograms.
  18. Implement the Must Sell List and maximize the use of POS materials.

  19. On time and in full execution of promotional activities.

  20. Market Returns & Inventory Management

  21. Manage product returns from trade and dealers.

  22. Develop strategies for clearing aging stock.
  23. Ensure dealers follow FEFO (First Expired, First Out) practices in outlets and cold rooms.

  24. Establish rechanneling practices to minimize market returns across all channels.

  25. Business Development

  26. Identify and pursue new business opportunities and market penetration strategies.

  27. Dealer Engagement

  28. Conduct Monthly Operation Reviews (MOR) with dealers, involving Regional Sales Executives to ensure alignment and performance tracking.

  29. Team Leadership

  30. Lead, coach, and develop the Regional Sales Executive team to maximize their contribution to business growth.

REQUIRED EXPERIENCE & COMPETENCIES

Education :

Bachelor's Degree in marketing or business

Experience:

Minimum 5-7 years of regional sales experience in the chilled, dairy or FMCG industries.

Experienced in sales execution, dealers' management, budget management, in-store execution, promotional and merchandising activity.

Competency

Strong leadership drives performance through your team and dealerss.

Excellent interpersonal, communication and negotiation skills.

Result-driven, fast, proactive, able to think strategically and good leadership ability.

Willingness to travel to regions that has been assigned and comfortable with home-base.

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