Malaysia Modern Trade Commercial Manager

Overview

The Modern Trade Commercial 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 Modern Trade business growth strategies with the distributor team, to achieve monthly sales revenue targets, and gaining share in key Modern trade channels (Hypers, Supers, CVS, Mini) 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.

Responsibilities

Strategic Planning and GTM strategy & solutions:

• Delivering Annual Operating Plan: Partner with the Malaysia Commercial Lead to create and execute the Annual Operating Plan (budget & promo planning), ensuring optimal resource allocation and achievement of business growth objectives.
• Sales & Go-to-Market Strategy: Develop and implement robust sales strategies in partnership with distributors, targeting key channels- Hypers, Supers, CVS, Mini.
• Trade Insights: Identify and analyze market trends, competitor activities, and customer needs to inform customer execution plans
• Assortment Planning & NPD launch: Develop right assortment x right channel and Picture of success for key customers and plan New Product Launch plans to drive excitement in the category

Relationship Management:

• Strategic Customer Management: Work closely with distributor 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 S&OP reviews.
• S&OP Coordination: Active participant in S&OP meetings, monitor and analyze sales performance data to input into forecast planning.

Team Leadership and Management

• Capability Building: Coach and lead distributor KAM team to ensure effective negotiation and market execution excellence.

Budget Management:

• Oversee trade spend and D&A budgets with periodic reviews to ensure ROI and effective investment tracking.
• Monitor and control spending to ensure that the budget is adhered to.

Qualifications

• University graduate, preferably in Marketing, Business Administration or Economics, or any relevant field
• 6+ years of FMCG Sales experience, preferably with experience in Distributor Management and Customer Management (Key Accounts and Regional/Local Accounts)
• Commercial acumen and thorough understanding of the modern trade channel
• 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
• Strong Sales career person who is confident, intelligent, articulate with strong ability to influence both internal and external partners and stakeholders
• Good overall end-to-end 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