Su Ching Chen Steven

As the Distributor Development Manager for Danone Specialized Nutrition in Sabah, I oversee the full portfolio of products across the Sabah, managing an annual turnover of RM76 million. Key responsibilities include:

• Distributor Leadership : Spearheading the development and performance of our key distributor, Kim Teck Cheong Sdn Bhd, ensuring alignment with business objectives and market growth strategies.
• Team Supervision : Leading a dedicated team comprising 17 sales personnel and 13 merchandisers, along with oversight of in-store operations (ISO) to drive execution excellence.
• Key Account Management : Managing both International and Local Key Accounts (IKA & LKA), including negotiation of trading terms and display agreements with major retail chains such as 99speedmart EM , Servay group, CKS, and Bataras group
• Cross-Functional Collaboration : Working closely with the Health Care Nutrition team to support new product launches and distribution, and partnering with category and channel teams to ensure effective trade execution.
• Strategic Execution : Driving distributor capability development and market execution to support sustainable growth and brand visibility in Sabah

Performance Achievements

• Market leader and No 1 Nielson market share under infant formula milk category (Since 2016)
• 2016 : Achieved all performance targets with a “Meets Expectations” rating.
• Streamlined distribution processes for improved efficiency and reduced delivery times.
• 2017 – 2020 : Consistently delivered outstanding results, earning an “Exceeds Expectations” rating for four consecutive years.
• 2021 : Received both “Meets Expectations” and “Exceeds Expectations” ratings, reflecting strong performance across multiple evaluation periods.
• Nominated to represent Malaysia team to attend Distributor Management training in Jakarta (11 & 12 September 2019)
• 2023 Top Regional Team (East Malaysia & Brunei)

As the key liaison for Hawley & Hazel Marketing Sdn Bhd in Sabah, I lead the execution of sales and marketing strategies for the Darlie oral care portfolio across multiple trade channels, including Modern Trade (MT), General Trade (GT), and Pharmacy.

Key Responsibilities:

• Cross-Functional Collaboration : Work closely with Marketing, Trade Development, Supply Chain & Logistics, and Finance teams to ensure alignment and execution of company strategies.
• Distributor Engagement : Partner with distributor sales teams to implement and monitor sales and marketing initiatives, ensuring alignment with company objectives.
• Sales Team Leadership : Oversee daily and weekly performance of sales personnel, focusing on call coverage, active outlet tracking, and compliance with routing plans. Provide coaching and motivation to drive high performance.
• Channel Expansion : Identify and develop new growth opportunities by expanding distribution depth and width across emerging areas and channels.
• Market Intelligence : Monitor competitor activities and promotional strategies to inform tactical responses and maintain market competitiveness.
• Key Account Management : Directly manage relationships and negotiations with major accounts including Giant, Servay, CKS, Milimew, and GMart Group.
• Promotional Planning : Lead monthly promotional planning and quarterly business reviews with key accounts to strengthen long-term partnerships.
• Market Execution Excellence : Ensure strong in-market execution through the 6Ps framework (Product, Price, Place, Promotion, People, and Performance).

Company Overview: Key Account & On Premise Channel Management – Sabah

As the lead for Key Accounts (KA) and On Premise (OP) channels in Sabah, I am responsible for driving sales, market share, and sustainable profitability across strategic retail and on-premise partners.

Key Responsibilities:

• Strategic Account Management : Develop and execute annual Key Account plans to ensure consistent growth and alignment with business objectives.
• Cross-Functional Collaboration : Partner with Trade Marketing to deliver world-class execution of trade promotions and merchandising standards in key retail outlets.
• Budget Optimization : Manage annual Key Account budgets effectively, ensuring optimal return on investment through strategic deployment.
• Sales Execution : Work closely with sales teams to implement account plans, ensuring excellent in-store execution and category leadership.
• Inventory Planning : Oversee inventory ordering and stock management, particularly during festive seasons, to prevent out-of-stock situations in key outlets.
• In-Store Activation : Drive impactful Point of Purchase (POP) strategies using activation tools such as coolers, racks, blocks, home shelves, and POSM to enhance visibility and shopper engagement.
• Market Intelligence : Provide timely insights on competitor activities, market dynamics, and emerging trends to inform strategic decisions.
• Channel Expansion : Spearhead the development of the On Premise channel, focusing on postmix machine conversions and partnerships with shopping malls, cinemas, quick service restaurants, fine dining establishments, and more.

• Company Overview: Telecommunication company.
• Telecommunication company.

• Company Overview: Coordinating the implementation of ERP project.
• Currently working as a Project Coordinator with the main responsibility is coordinating the implementation of ERP project.
• Job functions include project planning, analysis, organizing and implementation for the whole project.
• Most of the time, the job is handle customer services such as consultancy, which includes providing training to customers, explains and provides solution to customer's questions.
• Handle customer complaints. When receive any complaint from customer, the complaint must be solve in prompt and efficient to maintenance make sure customer satisfaction.
• Handle customer feedback and suggestion.
• Dealing with lot of staff from account clerk, factory manager until the managing director.
• Conducting training and present to customer about the functionality of the programs.
• Coordinating the implementation of ERP project.