Channel Development Manager, Malaysia

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella, Tic Tac, Ferrero Rocher, Raffaello, Kinder Bueno and Kinder Surprise. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 40,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

Diversity Statement

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

About the Role:

The role is aimed to reach sales targets of the customers assigned by channel (Modern Trade /hyper-/supermarkets), developing the business, analysing their performance, developing customer plans, negotiating with clients contracts and promotional Activities and following up on in-store implementation. The role would require a commercial experience (preferrably gained in KAM or Trade Marketing roles) with the strong ability to perform sales and Nielsen data analysis.

Main Responsibilities:

Lead and develop account planning by channel to implement the strategic goals set for the business growth

Propose commercial policy, trade terms and customer plans for key accounts nationwide

Work on the sales budget (volumes, trade spending, etc.) for the key accounts

Monitor sales targets achievement continuously and proposes revision where necessary (volumes, profits)

Analyze current customer performance and defines future business opportunities

Define customer-specific goals and strategy, develop SWOT analyses and performance reviews by customer

Review proposals on key accounts and conform compliance with commercial policy

Perform sales and Nielsen data analysis and translate the data into actionable activation plans to boost in-store sales and shelf off-take

Leverage tools such as Nielsen (STC) and internal sales data (STT) to identify opportunities for growth within Ferrero segment or customers

Define and negotiate contracts with the customers assigned

Develop with the support of the Trade Marketing, specific sales arguments to achieve strategic goals of the assigned customers

Negotiate with customers the annual / session promotion plan according to marketing plan

Negotiate implementation of planogram and position at central level, and provides support and guidance to sales field for local implementation

Keep trade spending within the guidelines established by the Ferrero commercial policy

Approve payments, tie trade spending to specific business-driving activities (promotions, 2nd placements, etc.), check and approve invoice issue to Ferrero to pay for activities

Analyses trade spending and ensures the best return on investment, take actions on issues with credits

Clearly communicates the agreements reached with customers and the action plan (promotions, etc.) to be deployed on the market

Monitor the actual in-store deployment of actions at national level, follow up and coordinate with sales teams to ensure local execution is aligned with defined plans and policies

Evaluate and approve proposals and input from sales teams to ensure alignment with policies at national level

Monitor sales, stocks and building blocks KPIs for the customers assigned

Resolve problems and outstanding matters on a national level when required

Work closely with distributor key account team to ensure activities, trade spend, promotion execution, sales forecasting and stocks planning are aligned

Conduct regular working session and business review with the distributor key account team, lead the team to drive business growth via perfect store execution and promotion effectiveness

Who we are looking for:

University degree

Commercial experience in sales / key account management / trade marketing roles in FMCG industry

Strong distributor management experience, KPIs management with the proven ability of processes optimization

Advanced market knowledge: traditional & modern trade, impulse channel

Strong business acumen, high analytical capabilities, familiarity with Nielsen

Advanced communication, negotiation and influencing skills, leadership and cross-teams collaboration skills

Effective time management and high adaptability to changing environment, high sense of responsibility, result orientation

Ability to communicate effectively across different teams and multiple stakeholders, with strong multi-tasking and problem-solving skills

Proactivity, dynamism, responsibility and ability to work under pressure and meet deadlines

Advanced MS Office knowledge, SAP proficiency is of a plus

Fluency in English, spoken and written

How to be successful in the role and at Ferrero:

We encourage all our people to think creatively to set personal targets and objectives and push new, better ways to work. Employee contribution and engagement at Ferrero is based on the individual, team and organization dimension, so should have the ability to work independently, as a part of the team and be able to build proper relations with stakeholders at all levels. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes.