Assistant Customer Development Manager - DT Key Account Kuala Lumpur, Malaysia

Job Title: Assistant Customer Development Manager - DT Key Account

Location: Malaysia

Who You Are and What You’ll Do

Execute with our customers the customer strategy and customer business plan.

Lead the Distributor's sales team to achieve the sales objective for the sales area as set in the Customer Marketing Plans and Customer Business plans through timely execution. Responsible for the achievement of Sales (NIV & STT), key Distributor Trade (DT) KPIs.

Team Structure:

• Reporting to: Group Sales Manager – Distributor Management

• Direct reports:

Key Responsibilities:

• Ensure ambitious target setting and monitor closely for performance.

  • Prepare plans with focus on results vs. targets set.

  • Identify and implement actions for closing possible results gaps.

  • Monitor, evaluate and track weekly and monthly primary targets and take necessary actions to achieve them.

  • Evaluate the achievement of weekly and monthly secondary sales of area and take necessary actions.

  • Ensure ordering and execution to trade of all agreed promotional stocks and POSM as per company's plan.

  • Cascade of all business related on a time manner.

• Managing and improving stock in Distributor’s warehouse to a healthy level.

• Conduct market visits to ensure activities are implemented as planned. Provide market feedback/trade visit report to distributors and follow through to ensure outstanding/gaps are closed timely.

• Coach distributor sales reps for performance in relation to the targets set and build a winning spirit within his/her team.

• Evaluate sales reps on personal performance and contribution based on facts and observable data.

Key Stakeholders:

• Internal: Customer Development, Supply Chain, Finance

• External: Key customer buyers, Distributor partners

Travel:

25-50% of the time for travelling.

Essential Experience/Skill/Knowledge:

• Bachelor's Degree in any field of study

• Relevant customer development experience with a results driven/achievement focused with the end goal in mind.

• Experienced in Distributor Trade field sales.

• Experience in leading a team consists of internal direct reports and distributor sales representatives.

Desirable Experience/Skill/Knowledge:

• Strong communication and negotiation skill.

• Field sales experience in managerial role especially in East Malaysia region will be an added advantage.

• Proven track record of delivery topline and bottom-line results.

• Proven track record of managing multiple stakeholders, distributors, and delivering operational excellence.

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