Channel Development Manager, Malaysia

The Channel Development Manager is responsible for driving business growth and achieving sales targets across key accounts in Malaysia. This role involves developing and building partnerships, executing customer plans and ensuring the successful implementation of promotional activities in-store. The role requires strong analytical, negotiation, and leadership skills, and ability to collaborate effectively with internal teams and external partners.

• 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

• 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

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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-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.

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.