Business Development - Local FMCG Market

A. Local Business Development Identify and develop new business opportunities within the Malaysian market. Build a pipeline of potential customers, distributors, wholesalers, retailers, pharmacies, food-service operators and institutional buyers. Conduct customer visits, product presentations and commercial discussions. Follow up on enquiries, samples, quotations, trials and purchase orders. Develop business opportunities across modern trade, general trade, pharmacy, food service, industrial, e-commerce and OEM channels. Prepare customer development plans and sales strategies for assigned market segments. Support the company’s expansion into new Malaysian states, territories and sales channels. B. New Customer Acquisition Identify potential customers through market research, referrals, exhibitions, networking events and direct approaches. Arrange meetings and present Eramas Group’s company profile, manufacturing capabilities and product portfolio. Understand customers’ business requirements, target prices, product specifications and expected sales volume. Prepare commercial proposals and recommend suitable products to customers. Maintain regular follow-up until the opportunity is converted into a confirmed commercial order. Ensure proper customer onboarding, including account opening, credit assessment, pricing approval and product setup. C. Existing Customer Management Maintain strong relationships with existing customers and business partners. Conduct regular customer visits and performance reviews. Identify opportunities to increase sales through new products, additional pack sizes, cross-selling and promotional programmes. Monitor customer ordering patterns, stock movement and payment performance. Address customer concerns and coordinate with the relevant departments to resolve issues promptly. Ensure customers receive timely updates on pricing, product availability, promotions and new product launches. D. Retail and Distribution Development Identify and appoint suitable local distributors, wholesalers and sales agents. Evaluate potential distributors based on financial capability, customer network, warehouse facilities, sales coverage and market experience. Support negotiations relating to territory, pricing, sales targets, payment terms and minimum purchase commitments. Monitor distributor sales performance, inventory levels, market coverage and collection status. Support product-listing applications with supermarkets, pharmacies, convenience stores and other retail chains. Coordinate promotional activities, product sampling, roadshows and in-store campaigns with customers and distributors. Ensure distributors and retailers comply with approved pricing and brand guidelines. E. Key Account Development Support the development and management of key accounts, including supermarkets, pharmacies, convenience stores, e-commerce platforms and food-service groups. Prepare listing proposals, product presentations, trading terms and promotional plans. Monitor sales performance by outlet, product and promotion. Coordinate with internal teams to ensure sufficient stock and timely delivery for promotional campaigns. Prepare post-promotion evaluations and recommend improvements. Develop strong working relationships with purchasing, category management and merchandising teams. F. OEM and Private-Label Business Identify local OEM, ODM, contract manufacturing and private-label opportunities. Gather customers’ requirements relating to formulation, packaging, target price, minimum order quantity and product claims. Coordinate with R&D, Quality Assurance, Production and Purchasing teams on samples and product-development projects. Prepare quotations and commercial proposals covering product specifications, pricing, packaging, lead time and payment terms. Monitor each project from initial enquiry through sampling, commercial trial, customer approval and mass production. Ensure all approved product requirements are properly documented before production begins. Protect Eramas’ confidential formulations, manufacturing processes and intellectual property. G. Brand Development Support the growth of Eramas-owned brands, including Emma, E.R.A Gold and other brands introduced by the Group. Develop local sales channels and suitable market positioning for each brand. Coordinate product launches, roadshows, sampling activities and promotional campaigns. Work with the Marketing team to prepare brochures, product presentations, digital content and trade materials. Collect feedback from customers and consumers on product quality, packaging, taste and pricing. Monitor competitor products, promotions, market prices and new product launches. Recommend product improvements and new product opportunities based on market feedback. H. Sales and Profitability Management Achieve assigned monthly, quarterly and annual sales targets. Ensure sales are generated at the company’s approved gross profit margin. Prepare sales forecasts by customer, channel and product. Monitor quotations, sales orders, outstanding payments and customer credit limits. Negotiate commercial terms within the authority approved by management. Seek management approval for special pricing, rebates, promotional support or extended credit terms. Coordinate with Finance to follow up on overdue accounts. Avoid sales arrangements that may create excessive credit, inventory or collection risks. I. Product and Market Research Conduct market research on Malaysian FMCG trends, customer preferences and competitor activities. Analyse product pricing, pack sizes, sales channels and consumer positioning. Identify gaps in the market and recommend new products or product improvements. Prepare competitor-comparison reports and market-opportunity assessments. Gather market intelligence from customers, distributors, retailers and exhibitions. Provide practical recommendations to management based on market findings. J. Internal Coordination Coordinate closely with R&D, Production, Quality Assurance, Regulatory, Finance, Purchasing, Marketing, Warehouse and Logistics teams. Ensure customer requirements are communicated accurately to all relevant departments. Provide realistic sales forecasts to support production and inventory planning. Monitor product-development, packaging and registration timelines. Conduct internal meetings for new products, customer projects and promotional activities. Escalate delays, customer complaints, stock shortages and commercial risks to management promptly. K. Customer Complaints and Service Act as the main commercial contact for assigned customers. Record and acknowledge customer complaints promptly. Coordinate with Quality Assurance, Production, Warehouse and Logistics teams to investigate complaints. Provide customers with timely updates and proposed corrective actions. Monitor replacement goods, credit notes or other approved resolutions. Maintain proper records of customer complaints and follow-up actions. L. Reporting Prepare weekly business development and sales reports. Maintain an updated customer and opportunity pipeline. Report on: Sales revenue and gross profit; New customer development; Quotations and samples issued; OEM and private-label projects; Retail-listing progress; Promotional activities; Outstanding payments; Customer complaints; Competitor activities; Key challenges and required management support. Prepare monthly sales performance analysis against budget and target. Present market-development proposals and improvement plans to management.