Job Description

CUCKOO International (MAL) BERHAD is a leading provider of holistic Healthy Home solutions in Malaysia. Since its inception in October 2014 with the introduction of the South Korean brand CUCKOO, the company has expanded its offerings across four key pillars. CUCKOO International has improved the lives of over 4.7 million Malaysians and operates with over 640 branches nationwide. Its subscription-rental model makes Healthy Home solutions more accessible and affordable, reflecting its commitment to enhancing community well-being through extensive outreach programs.

About The Role

We aren’t looking for an account farmer; we are looking for a high-velocity Hunter to be the tip of the spear for CUCKOO International Malaysia's retail expansion. As our Business Development Lead (MT & GT Acquisition), your mission is simple: find the gaps in the market and fill them with CUCKOO products.
You will own the entire "hunt"—from identifying high-potential GT distributors to negotiating aggressive trading terms with major MT chains. This is a high-visibility, individual contributor role where your success is measured by the new doors you open and the market share you capture.

Job Descriptions

I. Sales Strategy & Leadership (Acquisition & Market Expansion)

• Identifying and closing new GT (General Trade) distributors and securing new MT (Modern Trade) listings. (e.g General Trade; independents kiosk, pop stores, open markets, while Modern Trade; Hypermarkets , Supermarkets like Lotus, Aeon, Giant, etc.), Convenience stores (Speedmart, KK Mart, etc.)
• Develop bespoke commercial strategies for both MT (Organized Retail) and GT (Independent Trade/Wholesalers) to maximize Numeric & Weighted Distribution.
• Budget Management: Own and control the trade spend budget (discounts, rebates, promotional costs) for each channel to ensure maximum Return on Investment (ROI).

II. Modern Trade (MT) & Key Account Acquisition

This function focuses on large, organized retail chains (like AEON, Lotus, Giant, etc.).

• Listing & Range Management: Lead the negotiation for New Product Introductions (NPI) and secure listings in major MT chains (AEON, Lotus’s, Jaya Grocer, etc.).
• Spearhead the Joint Business Planning (JBP) process. Negotiate aggressive Trading Terms (rebates, listing charges, display rentals) that favor brand visibility and market share growth.
• In-Store Excellence: Ensure top-tier execution of SOS (Share of Shelf) and SOV (Share of Voice) through rigorous planogram compliance and secondary display negotiations (e.g., gondola ends, wing sets).
• Regularly review sales data (sell-in and sell-out) with MT buyers to identify trends, address stock issues, and capitalize on category opportunities.

III. General Trade (GT) & Distribution Expansion

This function focuses on independent retailers, distributors, and wholesalers for broad market reach. Aggressive market penetration and proactive business development.

• Recruit, onboard, and manage high-performance distributors to expand reach into provision stores, mini-marts, and wet markets.
• RTM (Route-to-Market) Optimization: Analyze and refine Route-to-Market strategies to reduce out-of-stock (OOS) incidents and improve delivery efficiency in the General Trade segment.
• Define and manage the price bridge between MT and GT to ensure price consistency and prevent channel conflict while maintaining healthy margins for partners.

IV. Corporate & Retail Sales (B2B/Direct)

This function covers strategic, non-traditional retail channels and business-to-business deals.

• B2B Acquisition: Identify and secure large business contracts with institutions, government, hospitality, or other enterprises for bulk sales or service provision.
• Direct Retail: Manage direct retail operations, whether through company-owned stores or e-commerce platforms, ensuring consistent branding and profitability.
• New Channel Development: Proactively seek out and develop new strategic sales channels, such as specialized retailers, institutional catering, or unique partnership opportunities.

V. Reporting, Analysis & Collaboration

• Market Intelligence: Continuously track competitor activities, pricing, new product launches, and promotional campaigns across all channels.
• Sales Reporting: Provide accurate, timely, and data-driven sales reports to senior management, highlighting performance versus budget, risk factors, and strategic next steps.
• Cross-Functional Liaison: Serve as the core commercial liaison with Marketing (to align campaigns), Finance (for budget sign-off), and Operations (to ensure product supply and delivery).
• Monitor and optimize Trade Spend (Promotions, Discounts, Sampling) to ensure every dollar spent results in a measurable uplift in volume and brand presence.

Job Requirements

• Education: Bachelor’s Degree in Business Administration, Marketing, Economics, or a related field.
• 3–5 years of sales, business development or trade marketing experience in FMCG, Retail, or Consumer Goods. Having previous experience in leading a team would be an advantage, but not a must have.
• Having a deep understanding in the Malaysian retail landscape, specifically the dynamics of Modern Trade (e.g., AEON, Lotus's) and Traditional Trade (distributor networks).
• Proven expertise in hunting for untapped Modern Trade (MT) accounts and Traditional Trade (TT) distributor networks, including the handling of negotiation of commercial terms and listing agreements.
• Strong ability to manage trade budgets and analyze pricing margins/ROI.

Skills