Regional Sales Manager (Northern & East Coast)

Job Name

General Information

Date Published

24-Jul-2025

Advertising Ends

24-Aug-2025

ID#

12774

Role Type

Sales

Work Type

Permanent Full-Time

Workplace Type

On-site

Country

Malaysia

Location

Malaysia

Position Description

Your purpose

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 3-5 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
Candidates must have GT experience and flexible to be based in either 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.

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