Traditional Trade & Operations Manager, Malaysia

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Traditional Trade & Operations Manager, Malaysia

Company description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella, Tic Tac, Ferrero Rocher, Raffaello, Kinder Bueno and Kinder Surprise. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 38,767 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

Diversity Statement

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 of 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.

About the Role :

The Traditional Trade & Operations Manager is responsible for achieving sales targets for assigned customers, developing the general trade business, analyzing performance, and ensuring distribution in general trade channels.

Main Responsibilities :

• Lead and develop general trade planning to implement strategic business growth goals
• Propose commercial policies, programs, and customer plans for General Trade
• Propose sales budgets (volumes, trade spending, visibility, etc.) for General Trade by key partners
• Monitor sales target achievement and implement contingency plans as needed
• Analyze key partner performance and define future business opportunities, set partner-specific goals and strategies, and define action plans with KPIs
• Address credit issues with the distributor and ensure compliance with commercial policy
• Maintain regular communication and conduct business reviews with key wholesalers
• Negotiate contracts and sales promotions with the distributor and key partners, develop and support strategic projects to achieve business goals
• Keep trade spending within commercial policy guidelines, monitor execution, validate claims, and optimize ROI
• Ensure timely submission of sales activity documents and payment approvals
• Collaborate with distributor to achieve sales targets
• Monitor in-store deployment and ensure alignment with plans and policies, evaluate and propose new strategies based on distributor input
• Resolve issues at the national level and validate distributor data
• Identify and address gaps in physical availability (e.g., shelf share, out-of-stock)
• Drive coverage effectiveness and optimize sales force manpower
• Evaluate RTM (Route to Market) opportunities and collaborate on customer RTM plans, lead RTM performance evaluation within the General Trade channel
• Develop and deliver sales training for external trade partners and distributor sales teams

Who we are looking for :

How to be successful in the role and at Ferrero :

Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world.

Strong analytical mind, attention to details on one hand, and ability to cooperate with employees at all levels and great organisational skills on the other, would be key to success. Employee contribution and engagement at Ferrero is based on the individual, team and organisation dimension, so you should have the ability to work independently, as a part of the team and build good relations with stakeholders at all levels. Being flexible and dealing with a dynamic working environment as well as the ability to embed new knowledge and skills in existing competencies will definitely help you to become high performer here.

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