Regional Sales Manager (Northern Region)

Regional Sales Manager (Northern Region)

To conduct monthly business planning meetings with designated distributors focusing on sales performances, coverage, call planning, distribution, merchandising and service levels, to continuously improve excellence in field execution.

• To regularly review the distributors’ infrastructure with the objective to upgrade as necessary to effectively handle the increasing competitive and challenging market environment and to train, develop, and motivate our sales team of Business Development Representatives, Sales Executive/ Supervisor and Area Sales Manager.

Key Accountabilities:

• Managing the distributor like a business unit and is responsible for managing the P&L for the territory
• Evaluating how to define the Route to Market through the distributor’s business, via cost-effective and provides a proper level of service complying to the Company’s business strategies & objectives
• Developing a business plan for the distributor that will address both consumer and trade needs and a joint business plan with the distributor on achieving yearly sales KPIs set by Company
• Applying commercial and information management techniques (e.g.DMS & Analyzer) to follow through and analyze results and take corrective action to maintain expected business results
• Communicating Company’s strategies and guidelines to the distributor & ensure promotional activities are cascaded down and implemented effectively by all field sales personnel
• Ensure bottom-up sales forecast by sku by the distributor is submitted 2 months ahead
• Ensuring appropriate levels of inventory are managed at all times versus sellout
• Managing Sales & Marketing budgets & ensuring all planned promotional budgets are effectively spent
• Monitoring sales performance & KPIs by following through actions to improve performance
• Ensure excellence in-store execution in merchandising & each promotional activities
• Leading FBM primary & secondary teams in development and execution of the business plan
• Providing coaching to the primary team for personal & career development as the need arises via coaching session; Fonterra Call Procedure assessment (FCP) & Field Work Report (FWR)

Key Requirements:

• Bachelor’s Degree in marketing or business
• Minimum 5-7 years of regional sales experience in the dairy or FMCG industries
• Experienced in sales execution, distributor management, RTM, budget management, in-store execution, promotional and merchandising activity
• Excellent interpersonal, communication and negotiation skills
• Result-driven, fast, proactive, able to think strategically and good leadership ability
• Flexible to be based in Penang

Our Story

Fonterra Cooperative Group is a farmer owned co-operative dairy company and the world’s largest dairy exporter. Our New Zealand-made dairy products are enjoyed in 140 markets across the globe. Our products are loved by people for their balanced nutrition, quality craftsmanship and sheer indulgence. Anlene, Anchor, Anmum, are among the best known dairy brands in Asia and the rest of the world. With more than 150 offices and sites around the world, Fonterra can offer a great range of career pathways across our business.