National Retail Manager

Key Responsibilities

Strategic Sales Planning and Execution

• Perform role as Key Account Manager for the largest grocery retail group.
• Develop and implement comprehensive sales plans aligned with overall brand objectives and market trends.
• Monitor sales deliverables and achievements against assigned sales targets and KPIs for own accounts and for the retail team. When any gap identified, to craft out recovery plans.
• Oversee execution of sales plans and operational matters across all retail channels, i.e. modern trade, general trade and convenience chains.
• Identify and capitalize on new market opportunities, customer segments and distribution channels to expand market share.
• Analyze sales data, market trends and competitor activities to identify opportunities for growth, improvement and innovation.
• Manage retail trade budget, ensuring efficient allocation of resources and maximizing ROI.

Team Leadership

• Guide Key Account sales team and field operations teams (Operations Manager, Retail Executives, Van Sales and Merchandisers) to enhance individual and team performance, fostering a culture of continuous improvement and teamwork.
• Conduct regular performance reviews, set clear expectations for the team and address any performance/sales gaps.
• Attend and contribute to periodic meetings, e.g. brands meeting, principals meeting, heads of department meeting, sales & supply chain meeting, etc.
• Ensure compliance with company standards and ethical sales practices.

Key Account Management & Relationships Building

• Build and maintain cordial and strategic relationships with key retail partners, brand principals, wholesalers and stakeholders.
• Support Key Account team and negotiate favourable terms, pricing and promotional activities with key accounts to maximize profitability and market share.
• Address customer needs, resolve complex issues and strengthen long-term partnerships.
• Leverage on technology (e.g. Simplr) and data analytic tools to streamline sales processes and effectiveness.
• Liaison with Customer Service, Supply Chain and Logistic teams to coordinate on post-sales support and address any issues.
• Other duties as requested.

Market & Product Management

• Collaborate with Business Development, Trade Marketing, Purchasing and Finance teams to align sales strategies with new launches, on-going promotions and business initiatives.
• Oversee optimal product distribution in retail stores, on-shelf availability, brands visibility and upkeep merchandising standard in retail stores.
• Monitor and assess competitor activities, market trends and industry developments to adjust sales strategies and tactics suitably.
• Implement sales forecasting and pipeline management processes to achieve sales deliverables and support stocks importations.
• Oversee inventories level, working to optimize stock turns and minimize stock returns or write-off.

Candidate’s prerequisites

• Must have managed at least 1 major grocery retail chain end-to-end, e.g. FairPrice Group, Cold Storage/Giant and/or Sheng Siong.
• Own Joint Business Plan (JBP) and trade negotiations (e.g. margins, trading terms, space buys, etc).
• P&L accountability such as managing trade budgets, accounts profitability, investments ROI and other analytics.
• Strong knowledge of trade planning and execution (e.g. planograms, on-shelf availability, replenishment, demand planning and forecasting and stores compliance.
• People skills – Team leader and team player, building strong relationships with retail operations, multi-functional teams, customers and suppliers.
• Commercial thinking, analytical and adaptable to fast-paced environment.
• Prior experience liaising with brand owners, suppliers and principals will be advantageous.
• At least a Diploma qualification with 10 years’ experience in FMCG or related industry.
• Preferably owning a car.

Remuneration Package

• Basic Salary + Transport Allowance + Monthly Sales Incentives