Assoc BDM Malaysia Indonesia & Singapore

Summary:  
This role manages the full commercial performance of Singapore & Malaysia, operating through one distributor per market as per current setting. The main focus is driving sales growth, incl. customer & channel-level planning, achieving financial targets (main: net sales, gross profit, market share), and leading distributor relationships.
Key responsibilities include developing and executing sales plans, managing topline delivery, and ensuring efficient market coverage. Where applicable, trade marketing strategies have to be co-formalized; primarily this role oversees trade marketing strategy to align with sales priorities & secure best in class execution. The role ensures Key Supply Chain metrics to be met; key focus is on ensuring order planning, fulfillment, delivery & customer-level On-Shelf availability.
The Business Development Manager acts as the primary contact for key customers across modern and traditional trade and represents the company with distributors and local partners. A core part of the role is to guide and develop distributor teams, ensuring strong in-market execution and capability building.
Close coordination with regional Marketing, Finance, and Supply Chain teams is essential to align local strategies with business unit goals. Strong commercial acumen, market insights, and distributor management skills are critical for success.
The role is set in a global context; collaboration spans across multiple markets and regions, requiring the skills for cross-cultural team collaboration.

Summary of major duties:
Business Objectives/Strategy & Implementation
• Manage the business objectives with sales target plan (NS, GP) through identifying potential category growth and business opportunities to deliver business goals from these avenues.
• Manipulate and co-ordinate implementation of marketing and sales activities.
• Leverage distributors’ operations, drive RTM (Route-To-Market), and enhance in-store excellence via sales strategic alignment.
• Deliver channel strategies in CVS and SPHP with the right direction and approach of assortments, communication, and activation of full year plan
• Clearly establishes: “where to win” and “how to win” trade, customer, category, and shopper programs that deliver the outcomes required with clear marketing, sales and financial deliverables.
• Communicates and consistently monitors progress of the execution of the strategy with internal and external stakeholders.

CUSTOMER & DISTRIBTUOR MANAGEMENT 
• Work closely with modern trade/key accounts team in developing mutually beneficial Joint
customer business plans (JBP) to win in key customer prioritization
• Externally, the role is the main driver of the distributor relationship – the main driver of joint business performance.
• Ensure fair trade term agreed related to effective and efficient management and deployment of
activities and trade expenditure
• Owns and manages the total trade spend budget for the markets. Plans full year trade spend in line with yearly activity plan, monitors actuals vs budget on a monthly basis, and adjusts year to go plan as needed in order to meet business objectives within agreed budget.
• Oversees the delivery of the sales and customer/trade marketing goals through the distributor by creating well defined Key Performance Indicators (KPIs). The KPIs reflect and show sales and customer/trade strategies being executed as planned across the market.
• It is expected that the role manages sales operational support systems internally in the areas of sales analysis and sales administration, customer/trade marketing, consumer promotions & merchandising

FINANCE, SUPPLY CHAIN
• Co- owns and co- leads the execution of a healthy P&L for the market which includes but is not limited to: total business, brands, channel and customer P&Ls as well as sales to expense. 
• Articulates the right and relevant financial deliverables with respect to channels and customers for the market which reflect the investment in the marketing strategies. 
• Owns the execution of the appropriate levels of control and audit processes within the sales organization and with the distributor partners. Responsibility to coordinate both reporting and funding requirements with key internal and external partners with the region or sub-region. 
• Ensure full understanding of distributor financials and drive and influence the directions taken by distributors toward financial expectations of The Hershey Company.
• The role requires Co-Planning and Execution of optimal supply chain (in-bound) for the markets in conjunction and partnership with internal stakeholders. 
• Responsibility for ensuring the delivery of the right stock, at the right time at the right price (out bound within the market). He or she co-owns the product freshness at the market and trade level with internal supply chain partners. He is or she constantly seeks for ideas and arrangements that allow the company to improve on Supply Chain KPIs such as fill rates and product quality.

Job Qualification :
•    4+ years experience.  Ideally at least two years in a progressive CPG company; high potential candidates from research agencies or consulting will be considered. 
•    Strong Sales Management Know-How and Financial acumen with relevant market understanding
•    A good record of influencing others up the organization, laterally, and below, internally and externally.
•    A good record of problem-solving ability to deal with ambiguity
•    Strong strategic thinking and story-telling skills and experience in presenting ideas & solutions to management.
•    Ability to interpret and integrate insight from multiple data sources to deliver deeper / insightful analyses.
•    Strong ability to work with others and ability to deal with conflict 
•    Strong project planning and project management skills
•    Effective communication abilities – both written & verbal
•    Excellent at MS office tools, e.g. Excel, PPT