Area Sales Executive (Seremban)

General Information

Position Description

• Managing the Distributor’s salesmen to achieve the sales objective and targets set above.
• To ensure distributors implement the agreed action plans within the stipulated time frame and submit required reports on the results achieved upon execution of the action plans.
• The main purpose of the role is to cultivate Strategic Partnerships with Key Outlets through proficiency.
• To regularly review the distributor’s capability and infrastructure support through monthly Distributor Business Review to ensure achievement of sales, effective call rate, numeric distribution, service levels targets and merchandising standards in field execution.

• Delivers volume (tons & ctn) and value (Net Revenue)
• Manages customer trade spend (GTN) within budget, including trading terms and product returns
• Category Strategy
• Understands customer prioritization framework for customers
• Defines customer tactics basis prioritization

• Implements operational plans aligned to activity grid (SMAP) and channel strategy.
• Provides accurate, complete and timely bottom up forecast via historical data, business trends and insights

• Communicates clearly and timely plans, activities and spend to CRO and Key customers
• Monitors trade spend with CRO and customers and Sales Finance
• Participates in business development programs (samplings & road show) to further improve in-market execution

• Executes Picture of Success in outlet and tracks the same- 5Ps (Product, Price, Place, Promotion, POSM)
• Implements insight-based standards on retail execution by channel and refine using ROI analysis
• Coordinates with merchandising agency for timely and quality execution
• Provides timely feedback to internal and external stakeholders on store issues and opportunities
• Achieves speed to market on innovation including NPD, events, promotions, and POSM

• To professionally manage and evaluate distributors’ overall performance and draw up agreed action plans to address issues and leverage opportunities through the monthly Distributor Business Review
• Responsible for the achievement of sales and distribution targets set
• Ensure CROs implement Company’s promotional activities effectively in all General Trade channels
• Conduct distribution audit during market visit and discuss follow-up actions with CROs concerned.
• Participate in monthly discussions with Area Sales Manager, and distributors’ field sales personnel to resolve trade and other operational issues

• Owns individual development program
• Participates in training to enhance competencies

• Bachelor’s Degree: Preferably in Business Administration, Marketing, or a related field
• Minimum 2-5 years of proven sales experience, ideally in the FMCG industry
• Strong knowledge of sales strategies, techniques, and processes
• Excellent verbal and written communication skills
• Ability to negotiate terms effectively and close deals
• Strong customer service orientation and relationship-building skills
• Ability to analyze sales data and market trends to make informed decisions
• Effective problem-solving skills and the ability to handle difficult situations
• Excellent time management and organizational skills
• Familiarity with CRM software and Microsoft Office Suite (Word, Excel, PowerPoint)
• Willingness to travel extensively within the assigned area in Seremban.