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Title:  Head - Commercial

Description: 

Job Summary

  • Developing the annual and monthly sales plan, Volume and Value wise in consonance with the International business plan.
  • To Identify and exploit market opportunities for spikes in sales volumes as well as combat competitor activity through appropriately designed sales strategies

Roles & Responsibilities

  • Lead all aspects of sales and marketing management and new business development activities which also include long term sustainable development, setting account goals and objectives and ensure achievement.
  • Meet the targeted and budgeted marketing contribution while balancing an optimum product mix.
  • Ensure company products are fully sold (capacity) – Oleo-chemical / PK Blends, Soap Noodle and Animal Nutrition.    
  • Maintain maximum profit of the whole portfolio.
  • Explore and expand IFFCO product market share globally.
  • Maintain and strengthen customer relationship with new or existing customers, Build strong and loyal relationships with customer base for acquisition and retention
  • Plan and strategize for developing business and achieving the company goal / KPIs.
  • Prepares forecasts and KPI reporting to upper management, for use in organizational planning, financial forecasting, budget setting and strategic planning – full visibility into the commercial pipeline at every stage of development.
  • Establish the lead requirements needed to meet company objectives.
  • Identifying and networking with commercially strong and reliable dealers/distributors resulting in deeper market penetration and improved market share
  • Ensure legal compliance in all aspects of business functionality.
  • Provide Leadership on both Operational and Commercial sides of the Business.
  • Train and develop Sales Team for improved performance.

KPIs

  • Topline and bottom line achievement
  • Market Share
  • Working Capital Efficiency
  • On time delivery DOTIF
  • Employee Motivation Levels
  • Vision and Values Inculcation
  • Employee Development & Retention

Work experience requirement

  • 10-15 years of sales management experience in reputed FMCG preferably in Johor/Malaysia
  • Minimum of 5 years of managing at least 1 region with multiple countries.

Qualification

Functional qualification preferably with Management Degree/Post Graduate Diploma in Sales/Retail Management from a reputed Business School.

Competencies

Supply Chain Management Principles
Export Sales and Distribution Strategy Management
Functional Knowledge of Business and Industry
Ownership & Result Orientation
Self and Team Management
Planning & Decision Making
Strategic Thinking
Change Management
Business Acumen
Knowledge of Value Chain Management
Business Unit:  IFFCO (MALAYSIA) SDN. BHD. (3711)
Business Group:  Chemical (MLY) (3712)