Job Details
- Contract Type:
- Unlimited / Full-Time
- Country / City:
- Malaysia / Kuala Lumpur
- Company:
- Beiersdorf (Malaysia) SDN. BHD.
- Job Function:
- Sales
Your Tasks
Role Purpose
The Head of Guardian & Other Channels is responsible for driving sustainable and profitable growth across Guardian, Independent Pharmacies (IP), and Ethical channels by delivering strong commercial execution, strategic customer partnerships, and disciplined investment management.
This role owns the end-to-end channel performance, ensuring excellence in sales fundamentals (MSL, OSA, visibility), effective trade spend optimization, and successful execution of category growth drivers including NPD launches and hero SKU expansion and accelerating Beiersdorf’s presence in the pharmacy landscape by tailoring channel-specific strategies, strengthening customer engagement, and unlocking new growth opportunities through penetration, distribution expansion, and value creation initiatives. As part of the evolving structure, this role will lead the integration and development of IP and Ethical businesses, ensuring a cohesive go-to-market approach and stronger synergy across all pharmacy-related channels to meet the company’s high growth ambitions.
Key Accountabilities
Deliver Channel Financial Targets
- Own and deliver Net Sales (NS), IMS, and profitability targets across Guardian, IP, and Ethical channels
- Ensure accurate forecasting (BE, M+3) with strong gap closure actions
- Drive topline growth while maintaining disciplined trade spend (TTC) management
Drive Sales Fundamentals Excellence
- Achieve best-in-class execution in MSL, OSA, visibility, and planogram compliance
- Ensure high TRAX compliance and in-store execution standards
- Strengthen availability and reduce OOS to capture all sales opportunities
Strategic Customer & Channel Development
- Build strong partnerships with Guardian and key pharmacy customers
- Develop and execute Joint Business Plans (JBP) aligned to category growth
- Expand distribution and penetration in IP and Ethical channels
Growth Acceleration via Category & NPD
- Lead execution of NPD launches and relaunches with speed and quality
- Drive hero SKU focus based on channel shopper profile
- Identify and unlock new growth opportunities across pharmacy channels
Trade Spend & Investment Governance
- Ensure all promotions are ROI-driven with clear NS and profitability impact
- Optimize promo mechanics (frequency vs depth) to protect margins and pricing integrity
- Enforce compliance to company policies and approval processes
Cross-Functional Collaboration
- Work closely with Marketing, S&CM, Supply Chain, and Finance to deliver plans
- Ensure alignment on stock planning, service level, and activation readiness
- Drive seamless execution across all touchpoints
Team Leadership & Capability Building
- Lead, coach, and develop CDMs and team members to deliver high performance
- Build a strong, accountable, and agile team culture
- Strengthen capabilities in negotiation, analytics, and customer management
Business Transformation & Channel Integration
- Lead integration of IP and Ethical under a unified pharmacy strategy
- Drive continuous improvement in processes, reporting, and execution
- Identify structural opportunities to scale and future-proof the business
Your Profile
Key Requirements
- Bachelor’s degree / diploma in business development or other related fields
- 7-10 years’ experience in key account management or similar area of multi-national companies, preferably in FMCG
- Analytical, business acumen, negotiation, customer-oriented, presentation, result-driven
- Computer literacy in MS Office
- Good command in English both spoken and written
Additional information
Location : Level 12, Tower, 1, PJ33, 3, Jalan Professor Khoo Kay Kim, Seksyen 13, 46200 Petaling Jaya, Selangor
