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Jobs in Malaysia   »   Jobs in Petaling Jaya, Selangor   »   Business Management / Project / Planning jobs   »   Business Development Manager

Business Development Manager

Mondelēz International, Inc. empowers people to snack right in over 160 countries around the world. We’re leading the future of snacking with iconic brands such as Oreo, belVita and LU biscuits; Cadbury Dairy Milk, Milka and Toblerone chocolate; Sour Patch Kids candy and Trident gum. Our 90,000+ colleagues around the world are key to the success of our business. Great people and great brands. That’s who we are.

Join us on our mission to continue leading the future of snacking around the world by offering the right snack, for the right moment, made the right way.

The primary purpose of this role is to Lead Customer Service and Supply Chain programs (in conjunction with Sales) that deliver volume and accelerated top line growth. Driving Supply Chain solutions through leadership of programs that improve performance to Customers, such as Joint Business Planning, Operations Review, CMI/VMI and other Supply Chain efficiencies. Focusing on providing value adding service for an efficient Customer Management

Plays a strategic role within Customer Service and Supply Chain (CS&L) and Operations Team, acting as "voice of the customers", instrumental to the achievement of Preferred Supplier of Choice Status

Develop and maintain Customer relationships to achieve executional excellence in both strategic initiatives and established business processes

Reports to the CS&L function head

Some of the key accountabilities for this role will include (but are not limited to)

Customer Engagement / Trade Service Level

Leads business planning or tactical calls with customers for total Region/Customer group that are focused on:

- Customer replenishment planning and supply

- Supply Chain Programs such as CMI (Co-managed inventory), Joint Events Planning (JEP), etc.

- Infrastructure and Investment in Supply Chain Capability (TT)

- Benchmarking of best practices within the region or among Customers or in the Trade related to Order to Cash (OTC) process, warehousing, inventory, transport, quality and information systems.

- Service Level Agreements (Key Accounts)

Build effective and sustainable partnerships with strategic Customers and provide customized solutions within a standardized operating environment.

Designs and ensures implementation of service level recovery programs to customers. Secure from customers and agree on service/delivery requirements to achieve high service levels and avoid delivery rejections.

Product Supply and Logistics) and ensure implementation of agreed solutions.

Measure and track compliance to Joint KPI targets with Customers.

Develop and implements and Customer Management Programs for total Region/Customer group.

Leverage tools locally or from Centres of Excellence (COE) such as Customer Segmentation, Distributor Assessment and Development (DAD), etc to determine Customer needs and create corresponding programs.

Strategize with Operations Team (CS-Business Center, Logistics, Product Supply and Corporate Quality) to drive win-win solutions for Customers.

Works with the Customer Team (Sales, Finance, Trade Marketing and HR) to identify key Customers eligible for Customer Management Programs. Ensure tight cooperation with Customer Team on Customer programs.

Monitor case Fill Rate, On-Time Delivery (OTD) and Order Cycle Time to assigned Customers, analyze results together with related Operations functions (CS-Business Center

Replenishment Planning / Order Management

Ensure Order to Cash (OTC) efficiency for total Region/Customer group is achieved through collaboration with customers on order size, frequency and pattern

Ensures master data alignment with Customers and aligns with CS-Business Center on unique Customer delivery requirements (ASN, shrink-wrapping, delivery windows, countering, etc.)

Accountable for efficient implementation of Vendor Managed (VMI)/Co-Managed Inventory (CMI) process total Region/Customer group. Sets replenishment norms by applying appropriate safety stock calculations, min-max inventory boundaries and ABC analysis (TT)

Ensure compliance to NPDs and Promo SKUs pipeline and trade deals are implemented according to plan

Monitor and reports Out-of-Stock (OOS) and un-served orders to highlight risk and service failures to Product Supply. Manage Sales and Customer expectations on supply.

Distribution and Warehouse Operations

Design/Re-engineer distribution network to meet cost, quality and service parameters in collaboration with Sales, Logistics and Finance.

Assess potential distributors’ capability on warehousing & distribution and drive compliance to Corporate Quality standards (TT).

Build into distributors best practices in warehousing, inventory and fleet management and work with them to scale-up their infrastructure.

Customer Financial Risk & Transaction

Partner with Finance to ensure customer supply chain programs are aligned to P&L targets for the channel.

Influence setting of trading terms related to BO allowance, delivery penalties, etc to reduce customers’ cost-to-serve.

Review pertinent distributor contracts to ensure these cover agreed Co-Managed Inventory (CMI) replenishment parameters and QPEs standards. Ensure integrity of CMI process to avoid risks of non-acceptance or non-payment of replenishment orders (TT)

Demand Management & Forecasting

Implement efficient Joint Forecasting and Joint Event Management process for total Region/Customer group. Jointly forecast with Product Supply, Sales re product requirements to support timely product launch.

Methods and Applications / Continuous Improvement

Perform external benchmarking to determine "Best in Class" Operations practices; identify and custom-fit programs to suit KFP and its customers business needs.

Support wastes reduction via efficient CMI replenishment process (TT), minimizing RUD, alignment to de-complexity programs (SKU slide-in/slide out) and execution of near-expiry inventory flush-out initiatives.

Identify opportunities to leverage technology in OTC process efficiency (EDI, PO Automation, customer interface development)


Ensure that the team acts with the highest degree of integrity and that all channel orders processes complies with corporate policies.


Education, Knowledge, Experience

Graduated in Degree in Supply Chain Management Courses is preferred

In-depth knowledge of Order-to-Cash Cycle

Knowledge in computer operating systems (pref: SAP, JDE, AS400 query, Microsoft business software)

Knowledge in Inventory Movements (system & physical)

Minimum of 5 years relevant experience in Order to Cash and Customer Management or related functions.

Minimum 5 years Supervisory role in Customer Service or Logistics planning or relevant role, preferred in FMCG industry

Skills/Leadership Competencies:

- Building Relationships

- With Continuous Improvement Mindset

- Process Management

- Communication and negotiation skills

- Action Orientation / Drive for results

- Customer Focus

- Problem Solving

- Project Management
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