Fonterra

Role purpose

Focus on executing sales operations to support the entire sales organisation, including primary sales, distributor claims, and day-to-day operational matters.

• Collaborate with the food service sales team to ensure delivery of primary sales targets.
• Work closely with food service distributors to manage and process claims efficiently.
• Coordinate with the supply planner to secure timely and complete supply availability.
• Partner with the supply planner to ensure incoming stock and minimise out-of-stock (OOS) situations.

Key Accountabilities

Sales Operations

• Ensure all sales order processing for primary sales for Malaysia & Brunei
• Verifying and approval of all distributors claims & direct key account claims within 45 days
• Maintain promotion / process damaged goods & sponsorship request
• Product specification documentation & maintenance
• Calculate Sales Team Incentives based on achievements
• Attend to technical enquiries
• Manage inventory - overseeing stock allocations during stock-out situations.
• Ensure distributor agreement signed and compliance
• Champion for distributor agreement for compliance and information with key influence with distributor
• Incident response team
• CAPEX management and maintenance
• Maintain and update material code in SAP, managing Base Price & Price List
• Working closely with Supply Chain on ensuring stock availability & FEFO of stocks in the warehouse
• Managing write offs against set target.
• Drive national Class A KPI for Demand Forecast Accuracy (DFA), comparing the sales plan submitted four months prior with actual primary and secondary sales offtake. The goal is to achieve operational efficiencies and optimise working capital costs by maintaining healthy inventory levels, supported by recommendations and actionable plans.
• Manage the aggregate sales plan performance (SPA) to reflect the actual demand and trigger a signal to supply planning team on the forward stock ordering from NZ. Decision making process for more / less stocks and timing which impacts stock flow and pre-emptive solutions
• Review stock balance at both FBM and Distributor periodically and provide feedback to sales for corrective actions.
• Measuring case fill rate (CFR) to ensure fulfilment of stocks on time and in full. (planning delivery to Distributor & shipment from Port Klang to East Malaysia).
• Managing technical queries and complaints from customers by liaising with Supply Chain and NZ.
• To update team on new products / packaging changes and letter issuance to customers when there is any.
• To conduct technical release with FSQ and Regulations Team when the first batch of new artwork arrived at warehouse.

Critical Skills & Experience:

• Bachelor of Commerce in Business Administration/Economics
• Minimum 5 years of relevant working experience.
• Possess in-depth knowledge of FMCG business processes, particularly in sales forecasting, demand planning, supply chain, and sales operations.
• Sound business analytical skills in required.
• Ability to manage stock allocations, monitor inventory levels, and collaborate with supply planners to minimise out-of-stock (OOS) situations.
• Capability to review stock balances, measure case fill rates (CFR), and make proactive decisions on stock flow and ordering.
• Experience in maintaining material codes, base pricing, and price lists within SAP.
• Skilled in addressing technical enquiries and complaints promptly and professionally.
• Strong communication and interpersonal skills
• Understanding of Foodservices industry will be an added advantage.