National Sales Manager, Chains & CPU

Job Title: National Sales Manager, Chains & CPU

Location: Malaysia

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world. 

At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.

UFS MALAYSIA INTRODUCTION

Unilever Food Solutions (UFS) Malaysia is a leading provider of high-quality, innovative food products and services for the foodservice industry. We offer a comprehensive range of solutions tailored to meet the evolving needs of chefs, restaurant owners, and foodservice professionals across the country.  

With a focus on creating great-tasting food, improving kitchen efficiency, and supporting sustainable practices, UFS Malaysia delivers a wide range of products, from sauces and condiments to soups and seasonings. Our offerings are designed to help food service businesses succeed by providing easy-to-use, reliable solutions that enhance both the culinary experience and operational performance.  

Committed to fostering culinary creativity, promoting sustainability, and driving innovation, UFS Malaysia is proud tobe a trusted partner for foodservice operators across Malaysia. 

JOB PURPOSE

Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world.  If you are passionate about driving growth, managing key customer relationships, and leading a high performing team to deliver innovative solutions for the foodservice industry, then this role is just for you!

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

Lead customer development (CD) workforce in national portfolio of strategic key accounts (Operator Group). Responsible for maximizing business growth with international/ local chain FSR/QSR, CPU, and big caterer account supply by leading and managing the total FS Direct Key Account team to implement customer plans and strategy as well as creating solutions to ensure that our products are listed and fully embedded in the targeted customers' menus and recipes and ensure that all sales objectives are achieved. 

• Manage total FS Direct channel to ensure all objectives (business KPI’s) and target achievement. 

• Develop overall business development strategies and plan from input in conjunction with the OX marketing for Chain and understanding that align with appropriate channel business plan for total FS direct channel. 

• Cascade Channel Business Plan to FS Direct Key Account Manager to implement at the account level as customer Plan and JBP and ensure it will well execute. 

• Responsible for building and managing P&L for overall channel and customer contribution. 

• Negotiate, control, and manage trading terms and assigned budgets to reach the most effective conditions for UFS MY

• Develop, control, and manage customized products to comply with Chains Governance Model. 

• Coach FS Direct Key Account Manager to drive solution/concept selling via Ideation sessions and manage the entire process from the initial stage to the launch stage and document correctly on relevant CD tools. 

• Develop Key Account Managers with in-depth knowledge of triggering customer needs and execute effective solution selling. 

• Build and maintain client-based business relationship and partnership with our key accounts while implementing right contact matrix collaboration to optimize business opportunities. 

• Lead coordination and collaboration with internal business support across: Culinary Chefmanship, Marketing, CD, Business Development, Finance, RTM Team, R&D, Supply Chain and related functions to achieve efficient operations, and deliver business growth plan. 

People Management 

• Lead and motivate team members (set direction, goals, reward, coach, monitor). 

• Identify the development needs of the team and ensure action is taken including training and coaching at all levels. 

• Conduct sales meetings and business reviews to appraise performance aligned with assigned roles and sales objectives and formulate action plans to achieve them. Always looking at the best solution for the business. 

• Accountable for building a talent pipeline, and career roadmap for their team together with HRBP. 

WHAT YOU NEED TO SUCCEED

Experiences & Qualifications

• Minimum education of Bachelor’s Degree .

• Minimum 10-12 years’ experience as a Sales Manager or Key Account Manager in a sales team & team management experience .

• Strong knowledge and experience in the food service industry. 

• Good stakeholder management of senior executives (internal/external).

• Experience in working in a matrix organization .

• Experience in distributor management is an advantage.

Skills

• Strategic Manager with good critical thinking and ability to build vision, and business plans of short-term actions delivering long term ambition.

• You are a best-in-class negotiator, who can create value for both the customers & UFS.    

• Demonstrate high performance and passion in the foodservice industry with strong business acumen. 

• Mastering Key Account Management driven by customer insights and consumer trends.

• Ability to adapt, drive change and flexibility to pivot self and others toward business requirements. 

• You know how to navigate through the organization and can influence across levels.  

• Team leadership, strategic thinking, negotiation, and result oriented. 

• Good command of English communication. 

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.

• As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.

• Critical SOL (Standards of Leadership) Behaviors

  • PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.

  • PERSONAL MASTERY: Sets high standards for themselves. Actively builds one's own wellbeing and resilience.

  • CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invest time inside and outside to understand the needs of consumers.

  • PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.

  • AGILITY: Explores the world around them, continually learning and developing their skills.

Unilever embraces diversity and encourages applicants from all walks of life! This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity. 

En tant qu'employeur responsable et inclusif, Unilever est attentif à la diversité et à la mixité de ses équipes. Nos recruteurs sont engagés et veillent à l'application de processus de recrutement non-discriminants.

Tous nos postes sont ouverts aux personnes en situation de handicap et Unilever accompagne ses collaborateurs dans la mise en place d'éventuels aménagements de poste et de dispositifs d'accessibilité.