B2B SALES MANAGER

About the role

Channel Manager – Pet Specialty leading BBF's field sales division. Operating parallel to the Key Account management team, you will command junior field representatives and scale mid-to-small tier B2B accounts including independent pet retailers, veterinary clinics, and grooming salons. You will drive volume and market penetration for high-margin portfolio of imported and own-brand products.

Key responsibilities

• Manage, mentor, and extract peak performance from junior field sales representatives. Run weekly Level 10 (L10) sales meetings, enforce strict scorecard accountability, and track daily outbound activity to ensure individual targets are met.
• Identify, pitch, and close new independent B2B accounts nationwide while directing your team to do the same.
• Spearhead the distribution of BBF's exclusive product lines. Secure physical shelf space, displace competitor products, and negotiate aggressive initial trade terms across the independent retail network.
• Leverage centralized West Malaysia supply chain and East Malaysia logistics hubs to optimize shipping costs and deploy field team to penetrate Sabah and Sarawak markets.
• Architect listing fees, volume rebates, and wholesale pricing tiers for mid-to-small B2B partners. Enforce strict pricing parity across team accounts to prevent wholesale cannibalization of the group's D2C and retail platforms.
• Close your own accounts while simultaneously managing the daily execution of junior representatives.

About you

• 4–6+ years of hardcore trade sales or B2B distribution experience, with at least 1–2 years of direct experience managing or supervising field sales representatives.
• Direct experience in FMCG or the pet sector with proven pipeline and ability to immediately open doors with Malaysian pet retailers or veterinarians.
• Player-Coach mentality with willingness to close own accounts while managing daily execution of junior representatives.
• Strong financial acumen regarding margin calculations, wholesale markups, and trade spend optimization.
• Ruthless execution focus, comfortable operating under strict KPIs and weekly KPI scorecard accountability in a high-growth environment.