Lactalis Malaysia Hiring! Full Time Sales Manager – Foodservice Business Development in Selangor - Ricebowl

Reports to: Head of Sales

Location : Petaling Jaya/ local distributors offices/ Travelling is required

RESPONSIBILITIES/ KEY ACTIVITIES

• Accelerate Foodservice growth by identifying, opening and developing strategic customers across Malaysia.
• Use established relationships with key Foodservice decision-makers to create access to major accounts and new business opportunities.
• Build relationships with owners, management, procurement, chefs and other decision-makers across priority Foodservice channels.
• Develop a strategic opportunity pipeline with clear customer potential, product/application, volume, conversion plan and timing.
• Personally lead major-account development from first access through negotiation, conversion and sustainable growth.
• Prioritise the customers and opportunities where we can create the sustainable value rather than chasing every account.
• Develop account strategies that expand the portfolio across products, applications, outlets or business units.
• Lead complex commercial negotiations with sound judgement on pricing, margin, volume, investment and customer concentration.
• Work through distributors where appropriate while retaining ownership of strategic customer relationships and execution.
• Provide market intelligence on customers, competitors, channel developments, emerging concepts and whitespace opportunities.
• Help shape the Foodservice customer strategy, ways of working and future team capability as the business scales.

REQUIRED EXPERIENCE & COMPETENCIES

Education

Minimum Degree preferably in Business, Marketing, Hospitality, Food Science or a related field. Strong relevant Foodservice industry experience, customer relationships and commercial track record are essential.

Experience (Must Have)

• 8–12 years of Foodservice sales, key account or business development experience in Malaysia, including meaningful senior-level responsibility.
• Established and credible relationships with key decision-makers across the Malaysian Foodservice market, particularly QSRs, restaurant chains, central kitchens, hotels, café and bakery chains, caterers and other major Foodservice customers.
• Proven ability to use those relationships to open doors, secure senior customer engagement and convert opportunities into sustainable business.
• Strong track record of opening, developing and growing major or strategic Foodservice accounts, including building business rather than only inheriting established accounts.
• Strong understanding of Malaysian Foodservice channels, key customers, buying processes and distributor models.
• Experience managing major accounts and complex commercial negotiations.

PREFERRED:

• Experience in dairy, cheese, food ingredients, FMCG or adjacent Foodservice categories.
• Experience helping build or scale a developing Foodservice business or commercial team.

Competency

• Strong customer network and credibility with senior Foodservice decision-makers.
• Ability to turn market access and relationships into qualified opportunities, conversions and sustainable volume.
• Strategic account thinking combined with a hands-on willingness to personally open doors and drive opportunities.
• Strong commercial judgement across pricing, margin, volume, customer potential and investment.
• Entrepreneurial, accountable and comfortable operating in a developing Foodservice business.
• Strong negotiation, influencing, leadership and cross-functional collaboration skills.
• Ability to prioritise where to play and where not to chase.
• Potential to take broader leadership responsibility as the Foodservice business grows.