Channel Development Manager
Job Summary
We are seeking a high-velocity FMCG Hunter to drive retail expansion across Modern Trade (MT) and General Trade (GT) landscapes in Malaysia. You will spearhead key account acquisitions, negotiate trading terms, and architect a robust distributor network to increase market share. This is a senior, high-visibility role focused on aggressive business development and market penetration.
Responsibilities
- Secure new product listings in major modern trade chains.
- Negotiate commercial terms and Joint Business Planning (JBP).
- Recruit and manage nationwide distributor networks.
- Optimize Route-to-Market (RTM) strategies and pricing structures.
- Manage trade spend budget and track ROI.
Required Skills
- 4-7 years of FMCG/Consumer Electronics experience.
- Expertise in Malaysian Modern Trade and RTM models.
- Strong commercial and financial acumen (Margins/ROI).
- Proven track record in major retail account listing.
- Aggressive business development and negotiation skills.
Job Details
Key Responsibilities:
Modern Trade (MT) & Key Account Acquisition
- Listing & Range Mastery: Lead the 'Gold Standard' negotiation for New Product Introductions (NPI) and secure core range listings in major chains (AEON, Lotus’s, Giant, Jaya Grocer, etc.).
- Commercial Negotiation: Spearhead the Joint Business Planning (JBP) process and negotiate aggressive Trading Terms (TOT for rebates, listing and display rentals) that favor brand visibility and ROI.
- In-Store Visibility: Secure secondary displays (Gondola Ends, Wing Sets) and ensure high Share of Shelf (SOS) through rigorous planogram compliance.
General Trade (GT) & Route-to-Market (RTM) Expansion
- Distributor Recruitment: Identify, onboard, and manage high-performance distributors to penetrate provision stores, mini-marts, and wet markets nationwide.
- RTM Optimization: Analyze and refine Route-to-Market strategies to maximize Numeric and Weighted Distribution while reducing Out-of-Stock (OOS) incidents.
- Price Bridge Management: Define and manage the pricing structure between MT and GT to ensure channel harmony and prevent cross-channel conflict.
Strategic Business Development & B2B
- Unconventional Channels: Identify 'Blue Ocean' opportunities in B2B sectors (Corporate, Hospitality, Government) and niche retail partnerships.
- Trade Spend ROI: Own the trade spend budget (discounts, sampling, and activation) to ensure every Ringgit spent delivers measurable uplift in volume and brand equity.
Role Requirements:
- The Industry Expert: 4–7 years of experience specifically within FMCG, Consumer Electronics, or Durables.
- The Listing Pro: Proven track record of successfully listing products in major Modern Trade accounts (e.g., Lotus’s, AEON, Econsave).
- RTM Knowledge: Deep understanding of the Malaysian Distributor Model and experience in managing 3rd party distributors.
- Commercial Acumen: Strong ability to calculate margins, mark-ups, and ROI; focus on category value rather than just price.
- Mindset: An aggressive, self-starting 'Hunter' who prefers building from 0 to 1.