On-Premise Sales Manager- Malaysia

About the role: 

1. Customer Management

• Lead customer engagement by inspiring, supporting, and strengthening customer capability, building strong and trusted relationships.
• Set commercial objectives and sales targets in alignment with Penfolds’ strategy; co-develop promotional and marketing plans with distributors and key customers.
• Track monthly performance against targets, analyse gaps, and proactively implement mitigation plans to deliver results within budget.
• Ensure effective execution of distribution plans, guaranteeing availability and visibility of Penfolds’ priority brands in On-Premise channel across Malaysia.
• Provide insights on depletion, sales performance, and customer-specific opportunities to maximize growth.
• Partner with distributors and stakeholders to embed Penfolds’ regional strategies into local execution.

2. Brand Activation

• Develop and manage the promotional calendar with customers to drive brand activations and visibility across On-Premise outlets.
• Deliver best-in-class execution of brand activities, ensuring strong point-of-sale visibility and availability in key accounts.
• Leverage shopper and consumer insights to strengthen category leadership and brand engagement.
• Lead the execution of events, tastings, and marketing activations that build brand awareness and consumer connection, ensuring Penfolds remains ahead of competitors in the channel.

3. Market & Competitor Analysis

• Continuously gather and report competitor intelligence, including pricing, promotions, and activation strategies.
• Conduct competitor pricing analysis to ensure optimal market positioning for Penfolds brands.
• Identify market gaps, growth opportunities, and investment needs to strengthen Penfolds’ presence in On-Premise channel.
• Present market insights and business implications to internal and external stakeholders to guide decision-making and future strategy.
• Lead in developing Tier 2 cities by identifying new customer opportunities, expanding distribution, and ensuring priority brands are available in emerging markets.

4. Key Success Measures

• Distribution Target – Work with distributor to Increase numeric and weighted distribution across targeted On-Premise outlets
• Brand Visibility & Activation – Execute agreed promotional and activation calendar with excellence, measurable uplift in brand presence, visibility, and consumer engagement.
• Customer Satisfaction & Partnership – Strengthen customer relationships and achieve positive feedback from key distributors and On-Premise outlets
• Market Intelligence & Insights – Provide timely competitor pricing and market insights that inform strategic decisions and protect Penfolds’ premium positioning.
• ROI on Investments – Ensure efficient use of A&P budgets with demonstrable return on investment from trade activations and promotions.

About you:

• 3 - 5 years of commercial experience within a major FMCG company; preferably in the wine and spirits industry
• Excellent relationship building skills
• Excellent customers management skill
• Ability to work independently, with minimal supervision, and drive decision making
• A proven track record of performance and delivery
• Strong commercial acumen
• Hands-on individual
• Strong commercial acumen