Full Time Sales Manager – Central Region Jobs, in PA Recruitment Selangor - Maukerja

To manage and develop assigned distributors to achieve company sales, distribution, merchandising and business objectives. The Sales Manager is responsible for driving sales performance, ensuring effective distributor operations, managing sales teams and maintaining strong business relationships with distributors and key customers.

Key Responsibilities

A. Distributor Management

·      Manage and develop assigned distributors to achieve agreed sales and business targets.

·      Establish strong working relationships with distributor owners and management.

·      Monitor distributor performance, sales productivity, stock holding and operational efficiency.

·      Conduct regular distributor business reviews and follow up on agreed action plans.

·      Ensure distributors comply with company policies, commercial terms and operating procedures.

·      Monitor distributor manpower, territory coverage and sales force productivity.

·      Identify distributor operational issues and work with relevant departments to resolve them.

B. Sales & Target Achievement

·      Develop monthly, quarterly and annual sales plans for assigned distributors.

·      Achieve sales, distribution and business development targets.

·      Monitor sales performance by distributor, territory, channel, customer and SKU.

·      Identify sales gaps and implement corrective actions to achieve targets.

·      Drive sales growth through new customer development, outlet expansion and improved product distribution.

·      Monitor sales trends, market conditions and competitor activities.

C. Sales Team Management

·      Lead, coach and develop the distributor sales team to improve productivity and execution.

·      Set clear targets and responsibilities for Sales Executives, Sales Representatives and Merchandisers.

·      Conduct regular field visits and performance reviews.

·      Monitor team attendance, outlet coverage, productivity and execution standards.

·      Identify manpower requirements and work with distributors/HR to ensure sufficient sales coverage.

·      Provide coaching and training to improve sales capability and market execution.

D. Distribution & Market Execution

·      Ensure effective coverage of assigned territories and outlets.

·      Drive numeric distribution, weighted distribution and SKU penetration.

·      Ensure product availability and minimize out-of-stock situations.

·      Monitor merchandising standards, shelf share, visibility and promotional execution.

·      Identify new outlets and business opportunities within the assigned territory.

·      Conduct regular market visits to verify sales execution and competitor activities.

E. Stock & Inventory Management

·      Monitor distributor stock levels and inventory movement.

·      Ensure healthy stock holding and minimize overstock, slow-moving and near-expiry products.

·      Coordinate with distributors and Supply Chain/Customer Service on ordering and replenishment.

·      Monitor stock ageing and take corrective action where required.

·      Ensure proper stock rotation and implementation of FEFO where applicable.

F. Trade & Promotion Management

·      Execute approved trade promotions and commercial activities.

·      Monitor promotional compliance and effectiveness.

·      Ensure trade claims and promotional activities are properly supported and submitted according to company requirements.

·      Monitor distributor spending and trade investment within approved budgets.

·      Evaluate promotion effectiveness and recommend improvements.

G. Reporting & Business Review (MOR)

·      Prepare regular sales and distributor performance reports.

·      Analyse sales achievement, target gap, distribution, stock and team productivity.

·      Conduct monthly business reviews with distributors.

·      Provide market intelligence, competitor information and business recommendations to management.

·      Follow up on agreed action plans and ensure timely completion.

H. Customer & Stakeholder Management

·      Maintain good relationships with distributors, wholesalers, key customers and other business partners.

·      Work closely with Marketing, Finance, Supply Chain, HR and Customer Service to resolve operational and commercial issues.

·      Escalate critical distributor and customer issues to management with proposed solutions.

3. Key Performance Indicators (KPIs)

·      Sales Target Achievement

·      Sales Growth

·      Distributor Performance

·      Numeric Distribution / Outlet Coverage

·      SKU Distribution & Penetration

·      Sales Force Productivity

·      Outlet Call / Coverage Achievement

·      Stock Holding & Stock Aging

·      National Campaign Promotion Execution

·      New Outlet Development

·      Team Performance & Manpower Productivity

·      Distributor Compliance

4. Key Competencies

·      Distributor & Account Management

·      Sales Planning & Execution

·      Leadership & People Management

·      Negotiation & Communication Skills

·      Business & Commercial Acumen

·      Analytical & Problem-Solving Skills

·      Market & Competitor Understanding

·      Coaching & Team Development

·      Target-Oriented Mindset

·      Good knowledge of FMCG sales operations

5. Minimum Requirements

Education: Diploma / Degree in Business, Marketing, Sales or related field.

Experience: Minimum 5 years of FMCG sales experience, preferably with distributor management experience.

Others:

·      Strong knowledge of distributor operations and FMCG sales channels.

·      Willing to travel extensively within the assigned territory.

·      Good communication and negotiation skills.

·      Proficient in MS Office and sales reporting systems.

·      Able to work independently and manage multiple priorities.