Area Business Manager

Location: Petaling Jaya, Malaysia
Company: Nestlé Malaysia (Nestle Health Science)
Full-time
Bachelor’s Degree
5+ years of experience

Position Summary

As an Area Business Manager, you are to implement the respective channels and categories of the Nestle Professional (NP) business at your own sales area and designated sales areas assigned. You will also be handling assigned distributors by meeting the set Input & Thruput target as well as manage designated sales areas thruput target assigned to you. Lead the designated sales areas sales executives to deliver operational excellence by categories and channels by meeting the set targets. Aside, you are to be assigned as respective channels custodian and coordinate channels plans execution in the region. To ensure flawless execution of all activations and ensuring all trade asset vending machines meet minimum productivity and ROI.

A day in the life of an Area Business Manager

Strategy, targets and results

• Delivering individual targets for specific Category/Product Revenue, Channel and Customer or Food and Beverage within the negotiated agreements
• NP sales areas and distributors stock inventories, Market returns, credit day

Effective Territory Management Accountable:

• Business Opportunities for the designated sales areas by identifying category gaps within the channels
• Speed to the market for new SKUs / developmental and together with his DSE/ASEs work towards meeting distribution target set by categories and channels
• To manage the sales territory and coverage options that provide a competitive edge Nestlé vs key competitors
• Implement Channel based projects for improvement of productivity gains or greater market penetration
• Negotiate and review terms with key customers (Chain account) by categories and optimum usage

POP, OCS Agents & Dealers Management

• Liaise with FSDs, Vending Operators & OCS Agents to keep abreast of progress and minimize impediment.
• Responsible for FSDs, Vending operators’ credits days within trading terms.
• Responsible for proper FSDs, Vending operator’s inventories management and stock cover within target.

Trade Asset Management

• Timely updating of trade asset documentation (MA, TA, GIN, AVM contract) by ASEs/Admin support
• Maintaining of trade asset master report at branch level by ASEs/Admin support
• Ensure customers data are updated into C4C system by VQA DMS
• Generate monthly management report (e.g machine placement, sales productivity, trade asset master reports)

Administration:

• Co-ordinate follow through with the implementation of the promotional activities and to monitor and control promotional expenses
• Promotional evaluation to HOU
• All trade activities are submitted by the DSE/ASEs for crediting after the end date

Brand Presence/Visibility & Consumption Moments:

• Ensure effective execution of brand communications for relevant channels to drive brand visibility, awareness and subsequently purchase/repeat purchase and driving consumption moments via marketing programs/activities.

People Management:

• Sales team in product knowledge/application, selling & negotiation skills.
• Able to provide guidance to vending technical and QA teams.

What will make you successful

• Education: Bachelor’s degree in Business or equivalent.
• Experience: More than 5 years in marketing or sales, and over this period has successfully delivered on KPIs, especially top and bottom-line business results.
• Leads Customer Channel & Territory team.
• Understands major sales functions i.e. CCSD, Customer, Field Sales Operation.
• Demonstrated ability to motivate and develop people.