Job Description

Job Purpose/Overview

- Develop sustained collaborative relationship with customer (Breeder & Animal Shelter) through identifying business opportunities via increase product distribution;

- Develop business plan to accelerate successful puppy & kitten recruitment, and deliver KPI which contributes to overall growth of the Company;

- Transfer Royal Canin Health Nutrition knowledge with education plan to recruit pet owners through trade partner (PRO).

Key Responsibilities

- Breeder and shelter visitation in accordance to work plan and provide competitive market intelligence back to Management. Spending 80% of work time traveling and visiting customers.

- Ensure targets are met through consistent delivery of successful puppy/kitten recruitment and Net Sales Value (NSV); Build forecast on the demand coming from PRO Customers

- Optimizes value and promotional metrics to continually add to customer value; Ensure the achievement of quantitative and qualitative objectives:

- Conduct regular field audits;

- Create PRO Continuous Education Plan to increase Breeders & Shelters capability through Scientific & Business Education, through seminars, Small Group Discussion and partnership with associations

- Analyzing the territory’s potential and developing prospective customers to meet the target of account coverage rate, distribution rate and active account rate;

- Periodic update on individual scorecard and conduct quarterly business reviews with immediate supervisor to adjust the action plan

- Look for opportunities of development within the strategy;

- Identify training needs and schedule sessions with Scientific Communications department to organize trainings, workshops on Royal Canin Diet & Nutrition;

- Liaise with Customer Service Officer to ensure customer obtain all documents accurately during order processing and account opening.

Context and Scope

- To grow overall assigned area by developing the category in PRO. The role has to ensure the effective distribution and coverage and build excellence in visibility by deploying effective marketing and nutrition recommendations.

- To build engagement with expected 200+ breeder & shelter customers to provide support and services to become PRO Partner of 1st choice

- Collaborate with PRO stakeholders to increase Breeder’s image amongst pet owner and continously driving demand to PSR & VET

Job Title Business Development Manager (PRO Channel)

Segment/Business Unit Royal Canin

Function Sales

Zone/Grade/Job Level B4

Location/Site

Line Manager’s Name PRO Sales & Marketing Manager

Date 0 1 0 8 2 0 2 4

Job Description

Job Description

Job Specifications/Qualifications

1. Education & Professional Qualification

- Bachelor’s Degree in Science background or equivalent;

- Have Breeding certification or experience as a Breeder/Kennel is a plus

2. Knowledge/Experience

- Excellent communication (both written & oral) in English;

- Computer literate, proficient in Microsoft Excel;

- 1-2 years’ experience in a multinational consumer goods company (FMCG) / nutrition / veterinary / healthcare / pharmaceutical industry;

- Sales and customer service experience preferred.

3. Possess valid driver’s license. Willing to travel extensively.

Level of role

Level of Role 

Individual Contributor • Delivers Consistent Results • Creates Collaborative Relationships

Key Supporting Competencies

Customer Focus – Is dedicated to meeting the expectations & requirements of internal & external customers.

Drive for Results – Can be counted on to exceed goals successfully; Is constantly & consistently one of the top performers.

Planning – Can accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results.

Conflict Management – Steps up to conflicts, seeing them as opportunities; reads situations quickly; good at focused listening; can hammer out tough agreements and settle disputes equitably; can find common ground and get cooperation with minimum noise.

Key Functional Competencies & Technical Skills

Selling (Advanced) - Able to persuade and influence action from the Customer by understanding their needs and then articulating product benefits, value propositions and business solutions to meet those needs.

Negotiating - The ability to use appropriate techniques and strategies to narrow the differences and close/reach a mutually beneficial sales agreement that gains Customer acceptance and commitment.

Financial and analytical acumen - The ability to apply financial rigor, budget discipline and analytical concepts to make sound judgements, quick decisions and practices with full company and industry knowledge.

In-call effectiveness – Able to execute a structured and effective field sales with ongoing measurement for continual improvement.

Job Description

Key Functional Competencies & Technical Skills (continued)

Leveraging insights to action – Able to analyze a wide range of knowledge and data into insight that creates foresight and recommended action which delivers business opportunities for the company and our Customers.

Building winning relationships – Able to build strategic alignment with our Customers through developing and leveraging. Category and shopper acumen - The ability to understand and apply shopper needs and behaviors and the fundamentals of category management to drive and inform category management initiatives and Customer solutions.

Job Title Omnichannel Executive

Segment/Business Unit Petcare

Function Sales

Zone/Grade/Job Level Contractor

Location/Site MKL

Reports To

Date D D M M Y Y Y Y

Job Purpose/Overview

Answer why this job is in the organization; Why this job exists (2 or 3 sentences maximum)

Develop and execute strategies to grow Mars Pet Nutrition business within the omnichannel in Malaysia. This involves identifying, onboarding, and managing relationships with these stores, implementing targeted omnichannel initiatives to drive sales and brand awareness. Manage the product portfolio and pricing, ensuring alignment with shopper needs and brand guidelines. Track performance, analyze data, and collaborate with internal teams to optimize results. Maintain a strong understanding of the Malaysian retail landscape and competitive environment.

Key Responsibilities Please list the most important and relevant responsibilities

Channel Development: Identify and map key retailers across Malaysia, prioritizing those with high potential. Develop a strategic plan for onboarding and executing these stores within the Mars ecosystem.

Relationship Management: Build and maintain strong relationships with retailers. Understand their needs and challenges and provide tailored support and solutions.

Sales Growth: Drive sales of Mars Pet Nutrition products in omnichannel, achieving agreed-upon targets.

Merchandising and Visibility: Ensure consistent product availability, proper merchandising, and brand visibility within omnichannel.

Portfolio and Pricing Management: Maintain a healthy product portfolio, aligning it with shopper and channel needs, while adhering to established pricing guidelines. This includes analyzing market data, understanding customer preferences, and collaborating with relevant teams to optimize product offerings and pricing strategies.

Data Analysis and Reporting: Track and analyze key performance indicators (KPIs) to measure the effectiveness of omnichannel initiatives and identify areas for improvement. Prepare regular reports on channel performance.

Collaboration: Work closely with internal and external teams, including sales, trade marketing, digital marketing and DKSH e-commerce team to ensure seamless execution of omnichannel strategies.

Market Research: Stay up to date on market trends, competitor activities, and consumer behavior in the Malaysian pet food market.

Context and Scope

Job Description Template

Complete how the job gets done and the way it operates

This role reports to National Connected Commerce Manager, Malaysia with shared omnichannel objective with offline sales team.

Relevant Quantitative and Budget Information

Financial Trade Expense within aligned %

Staff -

Other -

Job Specifications/Qualifications State the minimum education, knowledge, skills and experience this position requires. State the physical and/or mental requirements for the role (e.g. stand for x hours, lift x weight, concentration on repetitive tasks). Please distinguish any “preferred” qualifications. Note: May differ from the current job holder’s own skills and experience.

1. Education & Professional Qualification • Bachelor’s degree in Business Management / Marketing / Economic/ Entrepreneurship/ Digital Commerce or

related discipline

2. Knowledge/Experience

• 1-2years working experience in Sales, Marketing, Omnichannel Management, Distributor Management, preferably in FMCG or

• 1-2 years working experience in e-commerce related industry (platform, enabler, solution provider).

• Excellent relationship building and communication skills.

• Analytical and problem-solving skills.

Level of role, Critical MLCs and Competencies

(Leadership & Functional/Technical)

Level of Role

Individual Contributor • Delivers Consistent Results • Creates Collaborative Relationships

People Leader (note: with external team) • Develops Talent • Engages Associates

Senior Leader • Practices Breakthrough Thinking • Navigates Complex Challenges

Key Supporting Competencies (4-6)

(Note: competencies selected should be job related)

Job Description Template

X

• Action oriented – not afraid to seize new opportunities in existing and unchartered territories

• Dealing with ambiguity and learning on the fly – able to adapt and switch gear comfortably in a fast pace and every changing environment, a faster learner who is willing to experiment and find solutions to unfamiliar task.

• Customer focus – good use of information to deliver product and services according to customer needs, gain trust from customers to drive sustainable and long-term relationship.

(refer to http://www.talentdevelopment.mars)

Key Functional Competencies & Technical Skills (3-5)

(Distinguish any preferred competences at the end of the list & notate them as “preferred”) • Good understanding FMCG and e-commerce.

• Good understanding of distribution and sales process. • Sales development related skill – e-commerce, key account management/business development, analytical skill

• Experienced in managing different stakeholders

• Proficiency in Microsoft Excel, Microsoft Power Point (refer to http://www.talentdevelopment.mars)

© 2019 Mars, Incorporated

Page 1 of 2

Job Description Nederlands Deutsch Français Polski Русский 中文

Español Português

Job Title PSR Business Development Manager

Segment / Business Unit Royal Canin

Country / Site Malaysia

Job Function Sales

Expected Job Level B4

Manager’s Name & Position Greg Loh, Sales Manager - SPT

Date May 2024

Job Purpose/Overview

Answer why this job is in the organization; Why this job exists (2 or 3 sentences maximum)

• Transfer Royal Canin Nutrition knowledge.

• Develop sustained collaborative relationship with customers through identifying business

opportunities via increased product distribution.

• Develop business plan to accelerate sales growth and deliver KPI which contributes to overall

growth of the Company.

Key Responsibilities

Please list the most important and relevant responsibilities

• Manage and identify customer´s business development at different stages.

• Responsible to execute in-store visibility, product planogram and excellence in merchandising.

• Periodic update on individual scorecard customer business review (analysis of market situation and

• SKU performance to identify action plan)

• Establish good relationship with customers to gain support, loyalty, and advocacy.

• Periodic customer visits in accordance with work plan.

• Ensure targets are met through consistent delivery of Net Sales Value and Days Sales Operations.

• Tracking of investment plan against objectives with customers.

• Look for opportunities of development within defined strategy.

Job Specifications/Qualifications

State the preferred education, knowledge, skills and experience this position requires. State the physical and/or mental requirements for the role (e.g. stand for x hours, lift x weight, concentration on repetitive tasks). Note: May differ from the current job holder’s own skills and experience.

Education & Professional Qualifications

• Graduate of a bachelor’s degree in any relevant field

• Excellent oral and written communication in English.

Knowledge / Experience • Minimum 4 years’ experience at field level

• Excellent communication skills with good verbal and written

language

• Able to establish relationship across all levels, both internally &

externally (Pet shops owners & Staff)

• Commercial acumen with good negotiation skills

• An interest in nutrition is a plus.

© 2019 Mars, Incorporated

Page 2 of 2

• Experience in pet food industry, specialized channel & vets has

added value.

• Effective communication skills, proactive initiatives

• Excellent understanding of product knowledge, background in

nutrition and/or veterinary medicine is an added value

• Willing to travel nationwide

Key Mars Leadership Competencies (4-6) Refer to the Mars Talent and Development Library

Note: competencies selected should be job related

• Functional/Technical Skills

• Priority Setting

• Customer Focus

• Personal Learning

• Peer Relationships

• Approachability

Key Functional Competencies & Technical Skills (3-5)

Refer to the Mars Talent and Development Library

Distinguish any preferred competences at the end of the list & notate them as “preferred”

• Communication skills (verbal & written)/Presentation Skills

• Ability to collaborate with various functions

• Ability to capture & leverage knowledge

• Planning and Priority Setting

• Ability to deal with pressure and retain composure .

Relevant Quantitative and Budget Information

Staff Individual Contributor