Summary
Overview
Work History
Education
Skills
Websites
Accomplishments
Languages
Achievements
Timeline
Generic
GREG LOH YING WAI

GREG LOH YING WAI

SALES MANAGER

Summary

Dynamic and result oriented Sales Manager with over 15 years of sales experience in multiple consumer goods categories. Proven track record of exceeding sales targets, leading high-performing teams, and developing innovative strategies to drive revenue growth. Skilled in negotiating deals, fostering client relationships, and leveraging market trends to achieve sales objectives.

Overview

21
21
years of professional experience

Work History

Sales Manager

Royal Canin
1 2020 - Current
  • Leads, oversees, and directs a sales team of Business Development Managers and Tele Sales.
  • Defines the targets and business objectives of the sales team on a quarterly basis and ensures appropriate coaching and support are in place for the team to meet the targets.
  • Responsible for the growth and profitability of the Specialized Retail Channel.
  • Increased sales revenue by developing and implementing effective sales strategies.
  • Route to market – addressing the potential of Peninsular Malaysia, East Malaysia, and Brunei in order to maximize Royal Canin brand presence and availability in a market.
  • Sales efficiency - build selling and negotiation capabilities, develop and deploy field visit standards, set KPIs, and evaluate sales performance and field force efficiency metrics; review and monitor sales performance periodically, and refine sales strategies accordingly.
  • Sales operations – support of PSR sales organization with appropriate quality of systems, reporting, sales forecast, sales KPIs, Sales incentive program, Customers trading terms as key elements of day-to-day operations; ensure the organization is leveraging relevant IT tools and sales systems, compliant with established standards and supporting efficiency.
  • Responsible in developing the criteria for PSR customer classification and segmentation.
  • Established productive and professional relationships with key personnel in assigned customer accounts.
  • Championed the Perfect Store Project in Malaysia in 2020.
  • Championed the first B2B Webshop Project in Malaysia in 2022.
  • Championed Governance and Compliance for the demand and marketing team in Malaysia in 2022.
  • Leads 1 step of S&OP+ process for Pets Retail – Demand Management Review to set a clear connection between day-to-day operations and longer-term strategic objectives fulfillment and set a clear bridge between Demand and Supply.

Category Merchandising Manager

Royal Canin
07.2019 - 12.2019
  • Developed strong relationships with suppliers, securing better deals, and exclusive products.
  • Researched new vendors, acquired samples and negotiated merchandise deals.
  • Championed Perfect Store project in Malaysia - setting the focus, KPIs, and Picture of Success, and developing the criteria for PS scorecard.
  • Acted as the advisor for internal stakeholders on new merchandising tools opportunities and supported launches of new products by proposing and executing new merchandising tools.
  • Worked closely with all internal departments and external suppliers involved in the Perfect Store project and Category growth.
  • Selected, developed, and led relations with creative agencies and other key suppliers to deliver best-in-class presentation in-store for the brands.
  • Set up the first merchandiser team for Royal Canin Malaysia in 2019. Implemented merchandising plans to assist in the marketing and promotion of products at their client locations. Provided training to the merchandisers team on a regular basis.
  • Contributed to the advertising, marketing, and sales efforts of a retail location by designing, developing, and taking charge of the visual look of the store and its merchandise. i.e., consumption rate wobblers to educate pet owners on proper feeding guidelines and cost to feed per day.
  • Implemented KPIs to track our merchandising performance. Also, provide training to the merchandisers, customers, and sales reps about category vision and merchandising brand guidelines.
  • Responsible for managing the budget for merchandising execution.
  • Continuously monitor market situation through regular competitors' benchmarking of their merchandising activities.
  • In charge of setting up cross-channel national events - Pets Expo, Cats Expo, Veterinary Dermatology Conference, and TICA cat shows in the year 2019. This includes event activities, promotions, managing the stock inventory during the events, and proofreading all the visuals for media and design used on the booth structures.
  • Collaborated with CRM and Digital Manager in developing consumer activation and promotion. i.e., Shop & Win Consumer Contest.

Business Development Manager

Royal Canin
01.2018 - 06.2019
  • Transferred Royal Canin Nutrition knowledge - provided product training to pet shops' staff.
  • Developed sustained, collaborative relationships with customers through identifying business opportunities via increased product distribution.
  • Developed a business plan to accelerate sales growth and deliver KPIs, which contribute to the overall growth of the Company.
  • Perfect Store Committee member contributed to the development of the Perfect Store toolkit and Perfect Store video for the sales team to enhance effectiveness and add value during business review with trade partners.
  • In 2018, reactivated +19% customers vs LY, and +11% the following year.
  • Double-digit value and volume growth year over year from 2018 to 2019.


Senior Sales Executive

Dutch Lady Milk Industries
07.2012 - 12.2017
  • Drove customer business initiatives by aligning strategies with consumer needs, ensuring dynamic and professional engagement.
  • Planned monthly investment requirements, ensuring accurate budget claims from distributors.
  • Led a team of merchandisers while collaborating with sales members across Malaysia to execute national promotional activities on time.
  • Customized sales and promotional strategies, setting annual targets to achieve sustainable and healthy sales growth.
  • Assisted the Sales Manager in developing and implementing promotional plans, managing investments efficiently.
  • Collaborated with the Key Account Manager to enhance growth in respective chains and align with customer marketing and brand teams for tailored channel plans.
  • Ensured brand visibility, optimal shelf space, and product availability at the store level.
  • Cultivated strong relationships with key customers to drive continuous growth.

Customer Development Executive

Unilever
01.2008 - 06.2012
  • Built and maintained strong relationships with retail partners and distributors to drive business growth.
  • Acted as the primary point of contact for customers, addressing their needs and concerns promptly.
  • Executed sales strategies and promotional activities tailored for the general trade sector.
  • Analyzed market trends and consumer insights to identify growth opportunities.
  • Monitored and reported on sales performance, ensuring targets are met or exceeded.
  • Utilized data analytics to assess the effectiveness of promotions and adjust strategies accordingly.
  • Ensured optimal product placement and visibility in stores to enhance brand presence.
  • Coordinated with merchandising teams to implement effective in-store displays.
  • Oversaw inventory levels at retail locations to prevent stockouts and ensure product availability.
  • Worked closely with logistics teams to ensure timely delivery and replenishment of products.
  • Provided training and support to retail partners and their staff on product knowledge and sales techniques.
  • Shared best practices to enhance overall performance and customer engagement.
  • Planned and managed promotional budgets effectively, ensuring accurate claims and expenditures.
  • Monitored ROI on promotional activities to ensure cost-effectiveness.
  • Worked cross-functionally with marketing, supply chain, and finance teams to align objectives and streamline processes.
  • Evaluated competitors' offerings to maintain a competitive edge in the market by adapting strategies accordingly.

Key Account Executive

Unilever
05.2005 - 12.2007
  • Maximized revenue potential by upselling additional products or services to existing clients.
  • Managed a diverse portfolio of key accounts, maintaining strong professional relationships and high retention rates.
  • Expanded the company's market share by identifying and securing new business opportunities.
  • Improved overall profitability by consistently meeting or exceeding established sales targets for assigned accounts.
  • Oversaw and resolved customer payment disputes, ensuring that outstanding payments over 90 days remain below 0.1% of total debts.
  • Led a team of merchandisers and collaborated with sales members across Malaysia to ensure timely execution of national promotional activities within the designated district.
  • Designed and implemented customized sales and promotional strategies across all outlets in the district, setting annual targets to achieve sustainable sales growth.
  • Assisted the Customer Development Manager (CDM) in developing and executing the promotional plan, managing promotion investments efficiently, and on schedule.
  • Worked closely with the Category Team for insights and aligned with customer marketing and brand teams to create effective, channel-specific plans.
  • Executed all in-store activations, ensuring maximum visibility and compliance with planograms and shelf space allocations.

Senior Production Supervisor

Unisem
01.2004 - 04.2005
  • Supervised daily production operations, ensuring adherence to quality standards and production schedules.
  • Managed workforce allocation and optimize resources to enhance productivity.
  • Collaborated with engineering teams to troubleshoot production issues and develop solutions.
  • Identified areas for process enhancements and implement best practices to improve efficiency and reduce waste.
  • Mentored and trained production staff, fostering a culture of safety, teamwork, and continuous improvement.
  • Conducted performance evaluations and provided feedback to enhance team development.
  • Maintained accurate production records and generated reports on key performance indicators (KPIs) for management review.
  • Communicated effectively with cross-functional teams to ensure alignment on production goals and issues.
  • Achieved a record of zero lost-time incidents over a year by promoting a strong safety culture and proactive safety training programs.

Education

Bachelor of Arts (B.A) - Marketing

Nottingham Trent University
01.1999 - 20032

SPM - undefined

S.M.Methodist (ACS),Ipoh
01.1996 - 19982

Skills

    Adaptability

    Rich Perspectives

    Sales Forecasting

    Active Listening

    Empathy

    Negotiation

    Building Effective Team

    Sales Reporting

    Sales Planning

    Relationship Building

Accomplishments

  • 2018 Role Model Award - Consistency in Quality (Royal Canin)
  • 2013 Sales Growth Achievement Award - Consolation (Dutch Lady)
  • 2012 Best Sales Achievement Award - 1st Runner Up (Unilever)

Languages

English, Chinese (Mandarin), Chinese (Cantonese), Bahasa Malaysia
Native language

Achievements

- 2018 Role Model Award ‑ Consistency in Quality (Royal Canin)

- 2013 Sales Growth Achievement Award ‑ Consolation (Dutch Lady)

- 2012 Best Sales Achievement Award ‑ 1st Runner Up (Unilever)

Timeline

Category Merchandising Manager

Royal Canin
07.2019 - 12.2019

Business Development Manager

Royal Canin
01.2018 - 06.2019

Senior Sales Executive

Dutch Lady Milk Industries
07.2012 - 12.2017

Customer Development Executive

Unilever
01.2008 - 06.2012

Key Account Executive

Unilever
05.2005 - 12.2007

Senior Production Supervisor

Unisem
01.2004 - 04.2005

Bachelor of Arts (B.A) - Marketing

Nottingham Trent University
01.1999 - 20032

SPM - undefined

S.M.Methodist (ACS),Ipoh
01.1996 - 19982

Sales Manager

Royal Canin
1 2020 - Current

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GREG LOH YING WAISALES MANAGER