Full Time Distributor Development Head (GT Head) Jobs, in Mars Petaling Jaya - Maukerja

Overview

The Distributor Development Head provides leadership to total General Trade Malaysia business development and effectively builds a long-term business successful achievement for both Mars and distributors partnership, accountable for strategic drive-in net sales, distribution, gross margin, trade expenditure and sales forecast efficiency through fundamental basis involved with products, impactful displays and promotional execution.

Key Responsibilities:

Business Objectives & Implementation

• Manage the business objectives with sales target plan (sell-thru, sell-in) through identifying potential category growth and business opportunities to deliver business goals from these avenues.
• Leverage distributors’ operations, drive RTM (Route-To-Market), and enhance in-store excellence via sales strategic alignment.
• Deliver channel strategies in general trade with the right direction and approach of assortments, communication, and activation of full year plan.
• Leverage on in-depth understanding of retailer dynamics, shopper/consumer knowledge, merchandising opportunities, retailer promotion/events opportunities, RTM and Financial Acumen to ensure sustainable and profitable growth.

Customer Management

• Lead strong customer and distributor partnership to deliver mutual successes btw MARS and customers / distributors.
• Deliver quantity and quality of distribution and availability in-line with Perfect Stores picture of success
• Collaborate with MST SDL (Strategic Demand Leadership) and customer / trade marketing to develop winning plans to grow the category at key channels.

Financial Management

• Manage trade expenditure effectively with alignment with distributors and sales team.
• Lead effective SRM (Strategy Revenue Management) plan development and execution to protect profitability and deliver sustainable growth.

Business forecasting

• Periodically manage sales forecast accuracy within the submission timeline and parallel work with demand and supply planner with 18 to 36 months horizon.
• Focus on market hygiene control under distributors’ contract.
• Develop accurate and timely forecasts using a variety of inputs from both sell-thru and sell-in perspectives, adopting a continuous improvement mindset.

Distributor Strategic Alignment and Communication

• Periodically review with distributor’s performance and management on General Trade including the resources and strategies needed to achieve the plans.
• Day-to-day communication to ensure operational matters and Mars’ direction to achieve sales target and win-win business with retailers.
• Lead the development and execution of customer specific solutions e.g. assortment, merchandising, pricing and promotion to achieve customer, category and business objectives.

Inspiring People Leadership and Great Line Management

• Provide and communicate clear, inspiring and compelling vision of the business relating to larger purpose of the future, instilling and sustaining team-wide energy of the possibilities.
• Consistent practice of Great Line Management (GLM) the Mars way with total modern trade team and the larger team in Sales. These include:

1. recruiting/onboarding quality talents with speed
2. unleashing associate / team performance to the fullest potential and manage individual and team performance effectively. This includes leading the HPC (High Performance Collaboration) the Mars Way.
3. continuously drive associate development and succession for key operational critical roles (OCR).
4. foster strong team engagement, inclusion, empowerment and highly energized team, leading impact planning, conversations and strong follow through.
5. Living Mars Five Principles and role modelling Mars culture.

• When required, to drive change effectively in people agenda relating to general trade team. This may include establishing the right organizational structure in line with business agenda, communicating and managing change with follow-through whilst maintaining engagement and motivation throughout the process.
• Lead via Clear and Inspiring Strategic Direction and Drives Vision & Purpose.
• Provide clear bigger picture vision of possibilities in the shorter and longer team, with clear strategies and steps to attain breakthrough achievement/results and outcome for our business and people, and towards our strategic goals of Malaysia General Trade Sales

Key Requirements:

• Bachelor’s degree
• Strong solid years of sales experience in FMCG sector is required as this is a senior channel head and business development role covering total Malaysia General Trade confectionery & snacking business.
• Potential and willingness to grow/ develop are more relevant than number of years of experience.
• Solid capability in Sales particularly in both General Trade and Modern Trade as some of channels under GT are closer to Modern trade (Petrol station, KK mart). key relevant mixed of experience is of key advantage (e.g. Trade Marketing, RTM transformation, Revenue Management, etc.).
• Agile, entrepreneurial, can do positive and breakthrough mindset with strong commitment / persistency to make the business a successful one. Proven success in either exponentially growing the business, successful setup of business in a complex environment or successful business turnaround are required.
• Proven credentials in strategic business planning, sales planning, and forecasting.
• Proven credentials in leading a highly engaged team, people development successes and succession planning experiences.
• Strong experience in managing distributors through a complex supply network.
• Strong, engaging and inspiring communication effectiveness to all levels.