Job Description

About the Role: The Hunter

We aren’t looking for an account farmer; we are looking for a high-velocity FMCG Hunter to be the "tip of the spear" for CUCKOO International Malaysia's retail expansion. As our Channel Lead, you will bypass the status quo to aggressively penetrate the Modern Trade (MT) and General Trade (GT) landscapes.

This is a high-visibility, senior individual contributor role where you own the "hunt"—from securing first-time listings in major hypermarkets to architecting a robust distributor network from scratch. Your success isn't measured by maintenance, but by the new doors you open and the market share you steal.

Key Responsibilities :

1. Modern Trade (MT) & Key Account Acquisition

• Listing & Range Mastery: Lead the "Gold Standard" negotiation for New Product Introductions (NPI). Secure core range listings in major chains (AEON, Lotus’s, Giant, Jaya Grocer, etc.).
• Commercial Negotiation: Spearhead the Joint Business Planning (JBP) process. Negotiate aggressive Trading Terms (TOT for rebates, listing and display rentals) that favor brand visibility and ROI.
• In-Store Visibility: Secure secondary displays (Gondola Ends, Wing Sets) and ensure high Share of Shelf (SOS) through rigorous planogram compliance.

1. General Trade (GT) & Route-to-Market (RTM) Expansion

• Distributor Recruitment: Identify, onboard, and "fire up" high-performance distributors to penetrate provision stores, mini-marts, and wet markets nationwide.
• RTM Optimization: Analyze and refine Route-to-Market strategies to maximize Numeric and Weighted Distribution while reducing Out-of-Stock (OOS) incidents.
• Price Bridge Management: Define and manage the pricing structure between MT and GT to ensure channel harmony and prevent cross-channel conflict.

1. Strategic Business Development & B2B

• Unconventional Channels: Identify "Blue Ocean" opportunities in B2B sectors (Corporate, Hospitality, Government) and niche retail partnerships.
• Trade Spend ROI: Own the trade spend budget (discounts, sampling, and activation). Ensure every Ringgit spent delivers a measurable uplift in volume and brand equity.

Job Requirements

Role Requirements :

• The Industry Expert: 4–7 years of experience specifically within FMCG, Consumer Electronics, or Durables. You must speak the language of MT buyers and GT wholesalers.
• The Listing Pro: Proven track record of successfully listing products in major Modern Trade accounts (e.g., Lotus’s, AEON, Econsave).
• RTM Knowledge: Deep understanding of the Malaysian Distributor Model. You know how to recruit and manage 3rd party distributors to drive reach.
• Commercial Acumen: Strong ability to calculate margins, mark-ups, and ROI. You don't just sell on price; you sell on category value.
• Mindset: An aggressive, self-starting "Hunter" who prefers building from 0 to 1 rather than managing 1 to 10.

Skills