Business Development Manager - Food Service (Based in Kuching)

The Purpose of Role:

A successful Business Development Manager (BDM) is accountable for the assigned geography on the sales, as well as improve sales turn over in Horeca customers, operators and wholesalers and product application activities to grow market share.

Market coverage: Sarawak & Labuan.

The incumbent will be physically based in Kuching, Sarawak.

The objective of the role:-

• Manage both our existing sales pipeline and the development of new business opportunities.

• Take a lead role in developing new-business proposals and presentations that create and nurture opportunities and partnerships.

• Identify trends and customer needs, building a sales pipeline for short/medium/long term in accordance with targets.

• Develop strategies and positions by analyzing new-venture integration.

• Assist in the coordination and implementation of marketing strategies, and delegate tasks to achieve strategic goals.

• Motivate the DSR team, track performance, and report metrics.

Team Structure:

• Reporting to:  Distributor Account Manager / Regional Sales Manager

• Direct reports: N/A

• Indirect reports: Distributor Sales Rep

Key Responsibilities:

Business Development

• Identify and develop the untapped market and capture new business to ensure new SKU penetration.

• Generate new leads, identify and contact decision-makers, screen potential business opportunities, select deals in line with strategies, and facilitate pitch logistics.

• Drive growth and expansion in total Pull and Push business (Horeca, Wholesalers etc.), deliver expected sales growth and meeting company target. 

• Develop and implement sales and business development strategy, sales processes, structure, and best practices across the company.

• Support deal structure and pricing with business-value analysis, and negotiate prices for proposals with new/ existing customer.

• Generate and follow up with the new leads (Marketo) for sales expansion.

Partnership Plan

• Strengthen and build long term partnership with existing customers.

• Plan and strategize plans by accounts to ensure customer loyalty and satisfaction (i.e. training, presentations, visibility, and marketing promotion activities/channel activation).

• Utilise sales pro apps tools, digital assets and content to have better engagement with operators.

Industry & Diner’s Trends

• Keeping up with latest industry developments, including market positioning of corporate competitors.

• Monitor and evaluate industry trends and customer drivers, and meet regularly with managers and stakeholders to discuss strategy.

• Maintain and share professional knowledge through education, networking, events, and presentations.

Sales operations and Customer Satisfaction

• Handle customers’ needs or order on daily operation.

• Communicate and co-ordinate with colleague and others department to meet customer satisfaction. 

Travel:

50% of traveling time is required.

Essential Experience/Skill/Knowledge:

• Possesses 3-4 years sales/business development experience preferably in HoReCa/consumer health/FMCG environment.

• Successful track record in B2B sales and negotiation.

• Experience in sales techniques and strategic mindset to develop key accounts.

• Excellent verbal and written communication skills, ability to deliver presentations effectively.

• Proficiency in data analysis, forecasting, and budgeting.

• Proven ability to plan and manage resources.

• Experience with software (e.g.: Marketo, Sales Pro).

• Able to work independently.

• To drive DSRs supporting Distributor Account Manager.

• Experienced in driving cross functional team in strategic and high value new business pursuits.

• Willing to travel within assigned territory.

Desirable Experience/Skill/Knowledge:

• Passion for Growth: to demonstrate “Can-Do “attitude and leadership to reach outstanding growth levels.

• Change Catalyst: To initiate & drive necessary changes.

• Develop self and others. Strong coaching and interpersonal skills. Able to lead, manage and drive the team.

• Have a basic Culinary Skill.

• Good negotiation skill.

How to Apply:

Please apply online and add your updated resume. Your application will be reviewed against our requirements and we will be in touch to provide you with an update on the status of your application if shortlisted.

Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.