JOB POSITION: Business Development Manager - Malaysia
FUNCTION: Customer Development
SCOPE: Malaysia
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
a. Execution and monitor activities plans and overseeing their execution in country.
b. Be the eyes and ears on the ground to monitor competition activity and create and execute mitigation plans
c. 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 planograming
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 pursuit a Customer Development Career)
One or two roles in Brand Building (when wanting to develop a Go-to-Market career)
Budgeting & Planning
TO APPLY
Please apply online by clicking on the “Apply” button. Your application will be reviewed against our requirements. Should you not meet our immediate requirements, your profile will be registered in our talent pool system, and we will match your profile to suitable future vacancies.
You will be able to access your status update through the candidate tracking link.
Thank you for your interest and application.
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