E-Commerce & Emerging Channel Sales Manager, Malaysia

The E-Commerce & Emerging Channel Sales Manager plays a pivotal role in driving business growth and operational excellence through strategic planning, sales development, and distribution management. This person is responsible for developing and implementing E-Commerce & new emerging business growth strategies with the distributor & enablement partner teams, to achieve monthly sales revenue targets, and gaining share in these channels (Market Places, Quick Commerce, Social Commerce, and Away From home key customers) while also managing budgets and identifying market opportunities.

This role also works closely with local marketing and trade marketing team to develop and execute channel plans that align with brand objectives, ultimately aiming to drive growth acceleration.

Strategic Planning and GTM strategy

• Delivering annual Operating Plan: Partner with Malaysia Commercial Lead to create and execute the Annual Operating Plan (budget and promo planning), ensuring optimal resource allocation and achievement of growth objectives.
• Sales & Go-to-Market Strategy: Develop and implement robust sales plans in partnership with distributors and enablers, to deliver GMV growth, AOV growth and higher conversion rates by driving traffic to key channels such as marketplaces, social commerce, quick commerce and emerging business channels by leveraging on CPAS, livestreams and other e-commerce tools.
• Market Insights: Identify and analyze market trends, competitor activities and keep abreast of new developments in the e-marketing world & emerging technologies and potential Away from Home channels.
  • Away From Home Channel Strategy: In partnership with Malaysia Commercial Lead plan and implement the On-premise, Travel, Cinema channel growth strategy.

Customer Management:

• Strategic Customer Management: Work closely with distributor, enabler and internal PepsiCo teams to co-lead the Annual Joint Business Planning (JBP) cycle with top customers, leveraging cross-function support to provide top accounts with relevant data and insights, commercial & marketing plans, and customer-specific initiatives to grow the categories where PepsiCo Foods is present.
• Build and maintain strong relationships with key customers and partners.

Sales Performance Management:

• Review & Analysis: Regularly evaluate customer programs and performance metrics, providing actionable insights during monthly business reviews.

Forecasting and monitoring: sales performance data to input into country forecast planning.

• Work with distributor team and enabler to optimize the user experience on e-commerce platforms to improve conversion rates, AOV and GMV.

Enabler Management:

• Appoint and manage ecommerce Enablers in Malaysia.
• Manage Enabler Performance, Store Management and Customer service.
• Oversee product presentation, including descriptions, imagery, and pricing across all e-commerce platforms.

Team Leadership:

• Coach and lead enabler/distributor KAMs on execution excellence, Customer management and negotiations.
• Coach distributor teams and work with Trade marketing to develop pitch decks to tap into new emerging channel opportunities.

Budget Management:

• Oversee trade spend and Promotion & Marketing budgets with periodic reviews to ensure effective investment tracking of CTR, CPC, CPO & ROAS.
• Monitor and control spending to ensure that the budget is adhered to.

• University graduate, preferably in Marketing, Business Administration or Economics, or any relevant field.
• Minimum 5 years of Sales experience, with experience in e-commerce management and has strong track record of managing key e-commerce, social commerce and quick commerce platforms.
• Familiarity with digital marketing and sales discipline in an FMCG environment.
• Tech-savvy, digital native.
• Commercial acumen and thorough understanding of e-commerce landscape.
• Project Management - resourcing and implementation of the project (leads and monitors process).
• Analytical Skills - conduct quantitative evaluation and develop assumptions based on findings.
• Communication Skills - presentation of data or information (crafting of presentation decks and articulating information); articulate, assertive, and agile negotiator to influence both internal and external partners and stakeholders.
• Good overall knowledge on Warehousing, Supply Chain, Operations, Marketing, Finance and positive track record of developing distributor capability.
• Strong track record in achieving sales and distribution targets.