Ferrero International S.A.
Channel Development Manager, Malaysia
Ferrero International S.A., Italy, New York, United States
Main Responsibilities:
Lead and develop account planning by channel to implement strategic business growth goals
Propose commercial policies, trade terms, and customer plans for key accounts nationwide
Analyze customer performance, identify new business opportunities, and develop customer-specific goals, strategies, and action plans
Propose and monitor sales budgets (volumes, trade spending, etc.) for key accounts, recommending adjustments as needed
Define and negotiate contracts with assigned customers, develop sales arguments, and negotiate annual or session promotion plans in line with marketing strategies
Ensure effective implementation of planograms and provide guidance to sales teams for local execution
Leverage tools such as Nielsen and internal sales data to identify opportunities for growth within Ferrero segment or customers. Use Nielsen data analysis and translate data into actionable activation plans to boost in-store sales and shelf off-take
Manage trade spending within established guidelines, ensuring alignment with business objectives and optimal return on investment
Approve payments and tie trade spending to business-driving activities (e.g., promotions, placements)
Analyze trade spending data and recommend improvements to maximize sales and promotional performance
Communicate agreements and action plans to sales managers, monitor in-store deployment of actions, and coordinate with sales teams to ensure alignment with plans and policies.
Evaluate and approve proposals from sales teams to ensure national consistency, and monitor sales, stock, and key performance indicators (KPIs) for assigned customers
Work closely with distributor key account teams to align activities, trade spend, promotion execution, sales forecasting, and stock planning
Conduct regular business reviews and lead teams to drive growth through effective execution and promotion
About You:
University degree in Business, Management or similar field
Relevant experience in sales, account management, or channel development in FMCG with a strong knowledge of the market: Traditional & Modern Trade, Impulse Channel
Experience with commercial policies, customer planning, logistics, and merchandising processes
Strong analytical, people management, negotiation, and leadership skills
Proactive, dynamic, team‑oriented, responsible, and able to work in a dynamic environment
Advanced MS Office skillset and experience with data analysis tools (e.g., Nielsen)
Proficiency in Malay and English, written and spoken. Additionally, Mandarin and / or Cantonese is considered a strong plus
Careers with caring built in - discover our benefits here .
About Ferrero: Ferrero began its journey in the small town of
Alba in Piedmont, Italy, in 1946.
Today, it is one of the world’s largest sweet‑packed food companies, with many
iconic brands
sold in countries all over the world. Find out more ferrero.com.
DE&I at Ferrero: Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding. Find out more here.
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Lead and develop account planning by channel to implement strategic business growth goals
Propose commercial policies, trade terms, and customer plans for key accounts nationwide
Analyze customer performance, identify new business opportunities, and develop customer-specific goals, strategies, and action plans
Propose and monitor sales budgets (volumes, trade spending, etc.) for key accounts, recommending adjustments as needed
Define and negotiate contracts with assigned customers, develop sales arguments, and negotiate annual or session promotion plans in line with marketing strategies
Ensure effective implementation of planograms and provide guidance to sales teams for local execution
Leverage tools such as Nielsen and internal sales data to identify opportunities for growth within Ferrero segment or customers. Use Nielsen data analysis and translate data into actionable activation plans to boost in-store sales and shelf off-take
Manage trade spending within established guidelines, ensuring alignment with business objectives and optimal return on investment
Approve payments and tie trade spending to business-driving activities (e.g., promotions, placements)
Analyze trade spending data and recommend improvements to maximize sales and promotional performance
Communicate agreements and action plans to sales managers, monitor in-store deployment of actions, and coordinate with sales teams to ensure alignment with plans and policies.
Evaluate and approve proposals from sales teams to ensure national consistency, and monitor sales, stock, and key performance indicators (KPIs) for assigned customers
Work closely with distributor key account teams to align activities, trade spend, promotion execution, sales forecasting, and stock planning
Conduct regular business reviews and lead teams to drive growth through effective execution and promotion
About You:
University degree in Business, Management or similar field
Relevant experience in sales, account management, or channel development in FMCG with a strong knowledge of the market: Traditional & Modern Trade, Impulse Channel
Experience with commercial policies, customer planning, logistics, and merchandising processes
Strong analytical, people management, negotiation, and leadership skills
Proactive, dynamic, team‑oriented, responsible, and able to work in a dynamic environment
Advanced MS Office skillset and experience with data analysis tools (e.g., Nielsen)
Proficiency in Malay and English, written and spoken. Additionally, Mandarin and / or Cantonese is considered a strong plus
Careers with caring built in - discover our benefits here .
About Ferrero: Ferrero began its journey in the small town of
Alba in Piedmont, Italy, in 1946.
Today, it is one of the world’s largest sweet‑packed food companies, with many
iconic brands
sold in countries all over the world. Find out more ferrero.com.
DE&I at Ferrero: Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding. Find out more here.
#J-18808-Ljbffr