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Customer Development Manager - Distributor

Job ID:
Customer Development
Kuala Lumpur, Kuala Lumpur
Date posted:

Who You Are and What You’ll Do

Lead the distributor field sales force in achieving the sales objectives for the sales area set. Co-develop field sales force strategy together with Regional Sales Manager. Lead and plan sales resources in sales area. Lead sales force projects.

Team Structure:

  • Reporting to : Regional Sales Manager - Central

  • Direct reports : 1 Customer Development Executive and 1 shadow role Executive from other Customer Development sub-fuction

Your Role/Key Responsibilities:

  • Ensure ambitious target setting and monitor performance closely to ensure achievement of KPIs set and agreed in Performance Development Plan (PDP) over quarterly goals.

  • Ensure all Back to Basics requirements are successfully implemented and maintained at distributor level.

  • Ensure all visibility projects, promotions, trade deals and any other related trade activities are executed timely and correctly according to the criteria/KPIs set by the company.

  • Responsible to cascade and communicate all activities and or materials related to the distributor and its business without any delay.

  • Follow through thoroughly on all business operational activities with the utmost urgency.

  • Coach the Field Sales force for Performance in relation to the targets set and build a winning spirit within his/her team.

  • Lead the Field Sales Force by showing the example.

  • Ensure streamlined implementation of the customer strategy at POS to further build market share.

  • Prepare and lead the Sales Team Meetings with focus on results vs targets set. Together with the sales team, identify and implement actions for closing possible results gaps in the concerned POS when they occur.

  • Define guidelines for coverage planning.

  • Follow up of field budgets versus incremental sales per rep.

  • Build excellent relationships with the regional/local responsible manager of the concerned Customers.

  • Gather and provide competitive information to headquarters on a regular and continuous basis.

  • Ensure adequate management of sales resources during illness/vacation.

  • Evaluate sales reps on personal performance and contribution based on facts and observable data.

  • Submission of accurate related and required reports timely by meeting deadlines.

Key Stakeholders:

Internal: Customer Development team, Customer Development operations, Trade Catogery Management

External: Distributor Sales Manager, Salespeople


50% of the time for travelling

What You’ll Need To Succeed

  • Experienced in field sales force.

  • Experienced in FMCG industry.

  • Experienced in brand building and trade category management is an added advantage.

  • Experienced in managing a team of direct/indirect reports.

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.

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