Sales Operations and Capability Lead
Mondelez · Selangor, Malaysia
Full-timeonsiteleadSalesSales
รายละเอียดงาน / Description
Based in Malaysia, this leadership role is responsible for driving commercial excellence across the organization through strategic sales operations. The position oversees route-to-market design, sales force effectiveness frameworks, and retail merchandising operations to achieve revenue and volume goals. The successful candidate will also collaborate with cross-functional partners and external vendors to optimize distribution and maintain governance standards.
หน้าที่ความรับผิดชอบ / Responsibilities
- Formulate and execute route-to-market strategies across traditional trade, modern trade, and away-from-home channels.
- Evaluate distribution models, track distributor performance, and coordinate territory optimization projects.
- Design sales capability programs, competency frameworks, performance dashboards, and incentive structures.
- Drive adoption of sales automation tools and deliver coaching initiatives for frontline commercial leaders.
- Oversee retail merchandising standards, planogram compliance, store execution scorecards, and third-party vendor relationships.
- Ensure adherence to corporate trade policies, operational guidelines, and compliance standards through ongoing audits.
คุณสมบัติ / Qualifications
- At least 10 years of professional experience across sales, commercial management, and sales operations.
- Deep expertise in FMCG or CPG go-to-market models and merchandising execution.
- Proven success leading route-to-market redesign and distributor capability development.
- Strong working knowledge of traditional and modern trade environments across Asia.
- Proficiency with sales force automation platforms, distributor management systems, and business intelligence tools.
- Exceptional leadership, analytical problem-solving, and cross-functional stakeholder management capabilities.
ทักษะที่ต้องการ / Required skills
- Sales Operations
- Route to Market (RTM)
- Sales Force Effectiveness (SFE)
- Merchandising Operations
- Distributor Management
- FMCG
- Trade Marketing
- Change Management
- Stakeholder Management