Customer Development Manager, General Trade Distribution

The Opportunity
We are partnering with a leading multinational consumer goods organisation to appoint a Customer Development Manager to drive business growth across the General Trade channel in Malaysia.

Reporting to the Sales Leadership team, this role is responsible for developing distributor partnerships, strengthening route-to-market execution, and delivering sustainable sales growth through effective commercial planning and field execution. The successful candidate will work closely with distributors, sales teams, merchandising partners, and cross-functional stakeholders to optimise distribution, improve execution excellence, and maximise market opportunities.

The successful candidate will be considered at Customer Development Manager level, with remuneration aligned to experience and demonstrated commercial capabilities.

About the Company
Our client is a globally recognised FMCG organisation with a strong portfolio of market-leading brands and an established presence across international markets. Committed to innovation, operational excellence, and customer-centricity, the organisation continues to invest in strengthening its commercial capabilities and route-to-market strategy across Malaysia.

Key Responsibilities
Distributor & Channel Management

• Develop and execute joint business plans with distributor partners to achieve sales, distribution, and market share objectives.
• Build strong commercial relationships with distributors and key trade partners to identify growth opportunities and improve business performance.
• Conduct regular business reviews to evaluate sales performance, operational efficiency, and return on investment.

Route-to-Market & Field Execution

• Drive best-in-class execution across the General Trade channel by improving distribution, visibility, merchandising, and promotional effectiveness.
• Partner closely with distributor sales teams to optimise call planning, outlet coverage, and execution quality.
• Support new product launches and ensure speed-to-market across assigned territories.

Commercial Planning & Supply Chain Collaboration

• Collaborate with distributors and internal supply chain teams to improve demand forecasting, inventory management, and product availability.
• Drive initiatives to optimise inventory levels, minimise out-of-stock situations, and improve warehouse efficiency.
• Strategically manage trade investments to maximise commercial returns and profitable growth.

People Leadership & Capability Development

• Lead, coach, and develop merchandising teams while working closely with distributor sales representatives to strengthen field execution.
• Conduct regular market visits to provide coaching, monitor execution standards, and identify business opportunities.
• Foster a culture of accountability, collaboration, and continuous improvement across distributor partners.

Cross-Functional Collaboration

• Partner closely with Customer Service, Supply Chain, Marketing, Finance, and Merchandising teams to deliver seamless commercial execution.
• Translate customer insights and market trends into actionable recommendations that support sustainable business growth.

Requirements

• Bachelor's Degree in Business, Marketing, Commerce, or a related discipline.
• Minimum 3 years of experience in Customer Development, Key Account Management, Distributor Management, Sales, or General Trade within the FMCG industry.
• Strong understanding of Malaysia's General Trade distribution landscape and route-to-market strategies.
• Experience working closely with distributors, field sales teams, and merchandising partners.
• Demonstrated ability to drive commercial growth through effective planning, execution, and customer relationship management.
• Strong analytical skills with experience in forecasting, sales analysis, and business planning.
• Excellent communication, stakeholder management, and negotiation skills.
• Leadership experience in coaching field sales or merchandising teams will be advantageous.
• Proficient in Microsoft Office applications, particularly Excel and PowerPoint.

What's on Offer

• Opportunity to join a leading multinational FMCG organisation with a portfolio of trusted consumer brands.
• High-impact commercial role with strong exposure to distributor management and route-to-market strategy.
• Collaborative and performance-driven working environment.
• Competitive remuneration package and comprehensive employee benefits.
• Excellent career development opportunities within a global organisation.

JC
Reg. No. R23116145
BeathChapman Pte Ltd
Licence no. 16S8112