Business Development Manager

JOB POSITION: Business Development Manager - Malaysia
FUNCTION: Customer Development
SCOPE: Malaysia

LOCATION: Singapore

BUSINESS CONTEXT AND MAIN PURPOSE OF THE JOB

The incumbent will execute end to end management of various business initiatives in Malaysia. The purpose of the role is to:

1. Liaise with existing Distributors for the assigned brands in the geography:
   
   • Execution and monitor activities plans and overseeing their execution in country.
   • Be the eyes and ears on the ground to monitor competition activity and create and execute mitigation plans.
   • Ensure the Sales and Ops Management processes are followed by the distributor on time in full.
2. Lead on the execution of the E2E Internal administrative UI processes including Marketing, SC, and Finance.

MAIN ACCOUNTABILITIES

Distributor management

• Lead the process of JBPs and Sales and Marketing execution plan across internal (Unilever) and Distributor teams.
• Understand Consumers, Customers and Channels in the geography.
• Oversee Distributor execution of the agreed plans.
• Lead the training of the distributor teams to bridge capability/process gaps.
• Ensure full integration of Customer Marketing Plans with Brand Marketing Plans and Distributor Business Planning.
• Provide distributors input into Innovation program through insights on in-market competitor activities and pricing research.
• Measure, track and report customer performance and ensure real-time correction plans are put in place to ensure achievement of agreed objectives.

Manage Internal UI Processes

• Monitors implementation and adherence to UI Processes internally across functions and externally with the distributors.
• Monitors the performance of business partners.
• Communication: Shares actual performance of Business with the Internal Business Partners.

Sales Operations Management:

• Execute and Monitor Perfect Stores in Key sales channels - execute and monitor planogramming.
• Ensuring speed to market for New Product Distribution.
• Ensure submission of Monthly Principal Report.
• Sales Report – Weekly / Monthly.
• Tracking of PO status – Casefill report / Backlog; ensure timely and prompt delivery.
• Ensure timely accrual of all Trading Terms in the system and proper tracking of trading terms/promotion budget vs. actual.
• In-Market Activities Report & Competitor Data.

Business Development Projects Management:

• Lead the Operationalization of the agreed initiatives.
• Ensure timely delivery as per project timeline.
• Provide clear network update – on actual vs planned.
• Lead coordination meetings of the multi-functional team for customer specific projects.
• Organize project meetings, prepare minutes and follow up actions. Escalate if critical milestones are likely to be missed.

**The roles of duties are not exhaustive and may change according to business requirements.

KEY SKILLS

• Ability to operate on a cross-national scale and develop remote management skills.
• Ability to travel in the cluster up to 20% of time.
• Finance business partnering skills.
• Ability to seize the big picture and also to deep dive into details when necessary.
• Ability to stick to the role as outlined and not to be dispersed by non-core local activities.
• Self-confident integrity is a must, as the difficulties of the job will test incumbents regularly on their values and they will be often carrying difficult messages to their business partners and key customers.

RELEVANT EXPERIENCE

• 7+ years of business experience, preferably cross-functional.
• Three to four roles in Customer Marketing/Trade Category Management and Account Management / Field Sales (when wanting to pursue a Customer Development Career).
• One or two roles in Brand Building (when wanting to develop a Go-to-Market career).
• Budgeting & Planning.