Retail Lead (FMCG)

A leading FMCG organisation is seeking a Retail Lead to spearhead its retail sales function, driving sustainable growth across modern trade, supermarkets, hypermarkets, and convenience store accounts. This pivotal role offers you the opportunity to shape channel strategy, expand market share, and optimise trade investments while nurturing strong partnerships with key retail customers.

What you'll do:

As Head of Retail (FMCG), you will play an instrumental role in shaping the future of the organisation’s retail presence. Your day-to-day responsibilities will involve developing robust channel strategies that unlock new opportunities across modern trade outlets such as supermarkets, hypermarkets, and convenience stores. You will collaborate closely with distributor partners and direct accounts to set ambitious yet achievable sales targets while designing innovative promotional campaigns that resonate with consumers. By monitoring market trends and competitor activity, you will ensure the business remains agile in responding to evolving demands. Your ability to nurture dependable relationships with strategic retail accounts will be crucial in driving distribution expansion and enhancing product visibility. You will also oversee financial discipline by tracking margins and ensuring compliance with contractual agreements. Leading a committed team of professionals will require you to provide ongoing coaching and development opportunities while encouraging cross-functional collaboration for seamless execution of merchandising activities. Success in this role hinges on your capacity to balance commercial acumen with empathetic leadership—ensuring every initiative supports both business objectives and customer satisfaction.

• Develop and execute comprehensive retail channel strategies that align with overall organisational objectives and identify new growth opportunities within modern trade, supermarkets, hypermarkets, and convenience stores.
• Lead annual business planning processes with distributor and direct accounts for the retail channel, including setting sales targets, designing promotional strategies, and managing trade investments.
• Monitor retail market trends and competitor activities to inform channel innovation and ensure the business remains responsive to changing consumer needs.
• Work closely with distributor and direct accounts to negotiate trading terms, pricing structures, and joint business plans with key retailers for mutually beneficial outcomes.
• Manage relationships with strategic retail accounts by nurturing long-term partnerships built on trust, dependability, and shared goals.
• Drive distribution expansion, product visibility enhancement, and category growth across assigned retail customers through collaborative efforts.
• Ensure trade spending and promotional investments deliver optimal return on investment by tracking performance metrics and adjusting strategies as needed.
• Oversee sales performance monitoring, margin analysis, and compliance with contractual agreements to maintain financial discipline within accounts.
• Lead, coach, and develop the retail sales team by providing guidance, support, and training opportunities that encourage professional growth.
• Foster cross-functional collaboration between sales, marketing, supply chain, and finance departments to achieve operational excellence.

What you bring:

To excel in this role, you bring extensive experience from the fast-moving consumer goods sector—particularly within sales functions focused on modern trade channels. Your academic background includes a relevant degree complemented by advanced qualifications such as an MBA which further enhances your strategic thinking abilities. Having led teams at senior levels for over five years gives you invaluable insight into what it takes to build successful partnerships with major retailers. Your commercial acumen ensures every decision is grounded in sound financial principles while your negotiation prowess secures advantageous terms for all stakeholders involved. You are recognised for your empathetic approach to leadership—coaching colleagues through challenges while nurturing their professional development. Your ability to communicate effectively across departments fosters an environment where collaboration thrives; this inter-personal skillset is matched by your adaptability when navigating complex market dynamics. With deep knowledge of channel strategy development coupled with expertise in customer relationship management—you consistently deliver results that exceed expectations without compromising on integrity or inclusivity.

• Bachelor’s Degree in Business, Marketing or related field is required; an MBA qualification is highly desirable for candidates aspiring to senior leadership roles.
• A minimum of 8–12 years’ experience in FMCG sales is essential along with at least 5 years spent leading retail channels at a senior level.
• Demonstrated success managing modern trade or retail accounts at senior level including proven ability to build lasting partnerships based on trust.
• Exceptional commercial acumen combined with P&L ownership experience enables you to make informed decisions that drive profitability.
• Advanced negotiation skills paired with influencing abilities allow you to secure favourable trading terms for both parties involved.
• Outstanding leadership qualities are evident through your track record of coaching teams towards achieving business objectives while developing talent pipelines for future leaders.
• Strong stakeholder management capabilities ensure effective communication across internal departments as well as external partners.
• High adaptability is necessary for thriving in competitive market environments where rapid change is commonplace.
• Expertise in strategic channel development empowers you to identify new opportunities for growth within diverse retail formats.
• Proficiency in customer relationship management coupled with deep market & consumer insight positions you as a trusted advisor within the industry.

What sets this company apart:

This organisation stands out as one of Malaysia’s most respected FMCG brands—renowned for its commitment to quality products that meet diverse consumer needs across multiple retail channels. Employees enjoy working within a culture that prioritises teamwork, mutual respect, and continuous learning; every individual’s contribution is valued regardless of their background or experience level. The company invests heavily in training opportunities designed to help staff grow both personally and professionally while offering flexible working arrangements that accommodate different lifestyles. Leadership here is supportive rather than hierarchical—encouraging open dialogue between departments so ideas can flourish freely without fear of judgement. As part of this inclusive community you’ll benefit from generous pension contributions alongside access to resources aimed at promoting wellbeing both inside and outside the workplace. Whether you’re looking for stability or room for advancement—the organisation provides an environment where loyalty is rewarded through recognition programmes tailored specifically towards those who demonstrate commitment over time.

What's next:

If you are ready to take your career in FMCG retail leadership to new heights within a supportive environment that values your expertise—this opportunity awaits!

Apply today by clicking on the link provided; join a team where your passion for retail excellence will be celebrated.

Do note that we will only be in touch if your application is shortlisted.

Agensi Pekerjaan Robert Walters Sdn Bhd
Business Registration Number : 729828-T
Licence Number : JTKSM 423C