Fonterra

Role purpose

Focus on executing sales operations to support the entire sales organisation, including primary sales, distributor claims, and day-to-day operational matters.

• Collaborate with the food service sales team to ensure delivery of primary sales targets.
• Work closely with food service distributors to manage and process claims efficiently.
• Coordinate with the supply planner to secure timely and complete supply availability.
• Partner with the supply planner to ensure incoming stock and minimise out-of-stock (OOS) situations.

Key Accountabilities

Sales Operations

• Ensure all sales order processing for primary sales for Malaysia & Brunei
• Verifying and approval of all distributors claims & direct key account claims within 45 days
• Maintain promotion / process damaged goods & sponsorship request
• Product specification documentation & maintenance
• Calculate Sales Team Incentives based on achievements
• Attend to technical enquiries
• Manage inventory - overseeing stock allocations during stock-out situations.
• Ensure distributor agreement signed and compliance
• Champion for distributor agreement for compliance and information with key influence with distributor
• Incident response team
• CAPEX management and maintenance
• Maintain and update material code in SAP, managing Base Price & Price List
• Working closely with Supply Chain on ensuring stock availability & FEFO of stocks in the warehouse
• Managing write offs against set target.
• Drive national class A KPI for the Demand Forecast Accuracy (DFA) ie sales plan submitted 4 months ago vs actual primary & secondary sales offtake to achieve efficiencies and optimising working capital costs by maintaining a healthy inventory level with recommendation and action planning
• Managing the aggregate sales plan performance (SPA) to reflect the actual demand and trigger a signal to supply planning team on the forward stock ordering from NZ. Decision making process for more / less stocks and timing which impacts stock flow and pre-emptive solutions
• Review stock balance at both FBM and Distributor periodically and provide feedback to sales for corrective actions.
• Measuring case fill rate (CFR) to ensure fulfilment of stocks on time and in full. (planning delivery to Distributor & shipment from Port Klang to East Malaysia).
• Managing technical queries and complaints from customers by liaising with Supply Chain and NZ.
• To update team on new products / packaging changes and letter issuance to customers when there is any.
• To conduct technical release with FSQ and Regulations Team when the first batch of new artwork arrived at warehouse.

Critical Skills & Experience:

• Bachelor of Commerce in Business Administration/Economics
• Minimum 5 years of relevant working experience.
• Possess in-depth knowledge of FMCG business processes, particularly in sales forecasting, demand planning, supply chain, and sales operations.
• Sound business analytical skills in required.
• Ability to manage stock allocations, monitor inventory levels, and collaborate with supply planners to minimise out-of-stock (OOS) situations.
• Capability to review stock balances, measure case fill rates (CFR), and make proactive decisions on stock flow and ordering.
• Experience in maintaining material codes, base pricing, and price lists within SAP.
• Skilled in addressing technical enquiries and complaints promptly and professionally.
• Strong communication and interpersonal skills
• Understanding of Foodservices industry will be an added advantage.