Business Development Executive (AFP) - Melaka - Malaysia - 11961 - Fonterra

Job Name

Business Development Executive (AFP) - Melaka

General Information

Date Published

09-May-2025

Advertising Ends

09-Jul-2025

ID#

11961

Role Type

Sales

Work Type

Permanent Full-Time

Workplace Type

On-site

Country

Malaysia

Location

Malaysia

Position Description

Role Purpose:

To develop & expand FBM Foodservices business in South Region of West Malaysia and to ensure our Business partners are aligned with FBM strategic goals and direction.
To enhance the customer service levels through better understanding of customer’s insight and identification of real needs, and deliverance of appropriate fulfilments.
This position will be based in Melaka.

Key Accountabilities:

Sales Planning & Strategy

-Development of business strategies within assigned area by product and trade channel covering volume, revenue, margin and profit.

To drive and achieve rapid growth in line with business plans and agreed annual targets
Ensure timely and quality implementation of agreed business plans within assigned area
To ensure effective route to market and achievement of targeted distribution depth and width Maximising market potential and moving ahead of competitors.
Maximising market potential and moving ahead of competitors.

Distributor & KA Management

-To lead and manage Distributors & their Sales Reps to through the implementation of FBM processes and practices.

-To lead and drive business development of key accounts, both direct & via distributors

Gain the commitment from the distributors and their sales team to achieve set KPIs.
To ensure alignment of progress towards FFS strategies/KPIs through quarterly business reviews and post implementation reviews
To establish leadership position with selected key customers and ensure close customer service and intimacy levels are achieved
Sales and Operations Planning
-Improve forecasting accuracy by distributor and Distributor Key Accounts
Achieve KPI ie DFA%
Ensure inventory level within its target level

Financial Performance including:

-Debt collection

-Trade Spend

Achieve tight credit control within credit limit
Manage/control trade spend within budget

Career Development for Direct Report

-Embedding Solution Selling culture

-Identify skill and technical trainings

Ensure that direct reports to achieve set KPIs through proper setting of objectives.
Ensure that direct reports continuously improve on their solution selling skills and technical knowledge

Market Intelligence:

-Gather timely and accurate market/competitor activities using Project Handheld

-Analyse all relevant customer/market data across the various market segments in a Foodservice database using PowerBI

Use market intelligence/information to make fast and relevant changes to capitalise on market movement (either to increase/defend market shares)
Lock in unique supply arrangements and maximising profitability
Ensure submission on monthly and weekly reports.

Skills & Experience:

Bachelor’s degree in Business, Marketing, or related field.
Minimum 2–3 years of experience in sales, business development, distributor management or key account management, preferably in the food service or FMCG industry.
Strong understanding of the food service sector, including customer segments such as hotels, restaurants, caterers, and cafes.
Proven ability to drive sales performance, develop new business opportunities, and build long-term client relationships.
Good presentation and communication skills with ability to engage professionally with clients at various levels.
Strong customer orientation with the ability to understand customer needs and offer tailored solutions.
Good analytical skills to interpret sales data, market trends, and customer insights.
Proficient in Microsoft Office (Excel, PowerPoint, Word).
Willingness to travel locally to meet clients and explore new market opportunities.
Ability to work independently as well as collaboratively in a cross-functional team environment.
Able to handle pressure, adapt to change, and maintain a positive attitude in a fast-paced environment.

Our Story

Fonterra is a global nutrition company owned by 9000 farming families in New Zealand. We employ 20,000 people around the globe and offer amazing opportunities for people who want to join our team. Our New Zealand-made dairy products are enjoyed in 140 markets across the globe. Our products are loved by people for their balanced nutrition, quality craftsmanship, and sheer indulgence.

At Fonterra, diversity, inclusion, and flexibility are a big part of our business, and with a collaborative culture, inspiring leaders, and passionate people, this is a great place to work, please apply and join our team.

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