Manager, District Sales

2 days ago

Kuching, Sarawak, Malaysia Fraser & Neave Holdings Bhd (F&N) Full time 120,000 - 240,000 per year

[Note: The role is based at Kuching, Sarawak]

  • Supervise and motivate the key team members of the distributor at Kuching (Indirect Channel) to achieve business objectives.
  • Collaborate with strategic team members in deploying sales and market plans to achieve set targets and goals.
  • Monitor market sensitivities, competitor movements, and environmental changes that may affect business and sales performance.
  • Maintain close communication with distributors and act as the liaison for management on competition insights and emerging opportunities.
  • Organize regular meetings with distributors and internal teams to gather market feedback, report competitor activities, and recommend strategies to strengthen market position.
  • Prepare accurate and timely sales forecasts with supporting information to ensure reliability of data and planning.
  • Train, coach, and develop the competencies of Market Representatives/DMRs to enhance sales capability and performance.
  • Evaluate the performance of Market Representatives/DMRs and ensure compliance with company standards and SOPs.
  • Prepare Integrated Business Plan (IBP) forecasts in a timely manner with supporting justification and data accuracy.
  • Oversee order entries and provide monthly reports on distributor performance and sales forecasts to management.

Job Requirements

  • At least 5 years' experience in FMCG sales and distributor management, including at least 3 years in managerial capacity. Experience in the food & beverages sector is an added advantage.
  • Proven track record in managing distributors, sales teams, and achieving sales and profitability targets.
  • Experience in trade marketing, route-to-market planning, and credit or inventory management is added advantage.
  • Experience in budget management (DME/A&P) with strong focus on ROI measurement.
  • Exposure to channel management (modern trade, general trade, convenience, etc.) at regional or national level.
  • Hands-on experience conducting market visits, sales briefings, and trade execution audits.

Required Skills

  • Strong understanding of market dynamics (micro and macro environment).
  • Proven leadership, people management, and coaching abilities.
  • Excellent analytical, problem-solving, and strategic planning skills.
  • Solid grasp of sales operations, trade execution, and channel management.
  • Effective communication, negotiation, and interpersonal skills to build rapport with internal and external stakeholders.
  • Highly organized, result-oriented, and capable of managing multiple stakeholders independently.
  • Proficient in MS Office and sales reporting systems (e.g., SAP).
  • Strong business acumen, accountability, and collaboration mindset.

Success Measures for the Role

  • Sales & Profitability: Achieve targeted sales volume, brand pack performance, and Net Sales Revenue (NSR) / Net Invoice Revenue (NIR) profitability.
  • Market Execution: Strengthen product distribution, visibility, and trade availability across all channels.
  • Inventory & Credit Management: Maintain optimal stock levels and ensure AR collection and DSO within set credit terms.
  • Distributor Performance: Drive distributor compliance, efficiency, and market fulfillment in line with company standards.
  • Operational Excellence: Collaborate with logistics, warehouse, and distribution teams to ensure timely, accurate delivery.
  • Trade Marketing & Activation: Execute trade activities, manage promotional funds, and monitor competitor movements.
  • Market Intelligence & Systems: Provide market insights to management and ensure effective use of sales systems and tools.

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