Account Manager - Food

Omya; Malaysia; On-site; MYR 120,000 - 180,000; Full time

Job summary

Omya Malaysia is seeking an experienced Sales & Business Development professional focused on the food industry. You will develop strategies, drive growth across bakery, dairy, beverages, confectionery, and functional ingredients sectors, and expand the customer base through proactive market development.

You will manage key accounts, lead negotiations, collaborate with product and technical teams, and ensure profitable growth while maintaining strong customer relationships and market insight.

Qualifications

• Bachelor degree in food science, technology, nutrition, chemistry, biotech, life sciences, agriculture, or related fields.
• Commercial experience in food ingredients or manufacturing is a plus.
• Certifications or training in sales or food applications are advantageous.

Responsibilities

• Develop and execute sales strategies and business plans to grow within assigned food segments.
• Achieve sales targets in revenue, volume, profitability, and gross margin.
• Identify and maintain a healthy sales pipeline and market expansion initiatives.
• Conduct market visits, customer presentations and business reviews to strengthen engagement.
• Lead pricing negotiations and contract terms with customers.
• Collaborate with Product Managers, Technical teams and HOD to manage strategic accounts.

Skills

Food industry knowledge

Account management

Negotiation

Sales forecasting

Relationship building

Education

Bachelor's Degree in related discipline

Tools

Excel

PowerPoint

Outlook

Job description

1. Sales & Business Development

• Develop and execute sales strategies and business plans to drive growth within the assigned food industry segments, including key accounts, distributors, manufacturers, and OEM customers.
• Achieve assigned sales targets in revenue, sales volume, profitability, and gross margin.
• Identify, develop, and maintain a healthy sales pipeline through proactive business development activities and market expansion initiatives.
• Explore and penetrate new market opportunities and applications within the food industry, including bakery, dairy, beverages, confectionery, processed food, and functional ingredients sectors.
• Conduct regular market visits, customer presentations, and business reviews to strengthen market presence and customer engagement.
• Lead commercial discussions including pricing negotiations, contract terms, and business proposals while ensuring sustainable profitability.
• Work closely with internal stakeholders to implement effective pricing, promotional, and product positioning strategies.
• Monitor sales performance against targets and implement corrective actions and recovery plans where necessary.
• Participate in trade exhibitions, industry events, seminars, and networking activities to promote company products and strengthen industry relationships.
• Continuously identify opportunities for cross-selling, up-selling, and strategic account growth.

2. Key Account & Customer Management

• Build, strengthen, and maintain long-term business relationships with customers and strategic accounts within the food industry.
• Conduct regular customer visits to understand customer operations, business challenges, and technical requirements.
• Provide suitable product recommendations, value-added solutions, and application support aligned with customer needs.
• Manage customer inquiries, feedback, complaints, and service-related matters professionally and in a timely manner.
• Collaborate closely with Product Managers, Technical teams, and Head of Department (HOD) in managing strategic and high-value accounts.
• Ensure high levels of customer satisfaction, retention, and loyalty through consistent service excellence.
• Prepare and deliver business reviews, proposals, product presentations, and commercial updates to customers.
• Maintain accurate customer records, account plans, pricing structures, and sales activities within the CRM or reporting systems.
• Support customers in product trials, application testing, and commercialization activities where applicable.

3. Market Intelligence & Strategy

• Monitor industry trends, competitor activities, customer developments, and emerging market opportunities within the food industry.
• Conduct market research and gather customer insights to support business growth and product development initiatives
• Identify new applications, market segments, and growth areas to expand the company’s market share.
• Provide timely market feedback and commercial insights to management for strategic decision-making.
• Analyse sales data, market trends, and customer performance to drive strategic business actions and forecasting accuracy.
• Support annual business planning, budgeting, and forecasting exercises.
• Stay updated on industry regulations, food safety standards, and market developments relevant to the business.

3. Internal Collaboration & Reporting

• Collaborate closely with Sales, Marketing, Technical, Regulatory, Customer Service, and Supply Chain teams to ensure seamless business operations and effective customer support.
• Coordinate internally to ensure timely delivery, inventory availability, and resolution of operational issues.
• Prepare accurate sales forecasts, pipeline updates, market reports, and monthly business performance reports.
• Ensure compliance with company policies, business ethics, quality standards, and regulatory requirements.
• Maintain proper documentation of customer activities, quotations, contracts, and sales records.
• Support internal projects, product launches, and continuous improvement initiatives as assigned by management.
• Participate actively in sales meetings, training programs, and company initiatives.
• Assist and participate in the company’s annual stock-taking exercise when required.

JOB REQUIREMENTS

Education

• Bachelor Degree in Food Science, Food Technology, Nutrition, Chemistry, Biotechnology, Life Sciences, Agriculture, or related disciplines.
• Candidates with relevant commercial experience in the food ingredients or food manufacturing industry may also be considered.
• Additional certifications or professional training in sales, business development, food applications, or technical food-related fields will be an added advantage

Experience

• Minimum 3–5 years of sales, key account management, or business development experience within the food ingredients, food manufacturing, FMCG, or related industries.
• Experience managing customers such as food manufacturers, distributors, OEMs, processors, or industrial food accounts is preferred.
• Experience in handling technical or solution-based sales will be an added advantage.

Knowledge and skills

• Strong knowledge of the food industry, including applications in bakery, dairy, beverages, processed food, confectionery, or functional ingredients.
• Good understanding of food ingredients, additives, formulations, and product applications.
• Strong commercial acumen with the ability to identify business opportunities and translate customer needs into practical business solutions.
• Excellent account management and relationship-building skills.
• Strong negotiation, influencing, presentation, and problem-solving abilities.
• Ability to analyze market trends, sales data, and customer insights to support strategic decisions.
• Proficiency in consultative and solution-based selling approaches.
• Strong communication and stakeholder management skills across all organizational levels.
• Ability to work independently while collaborating effectively with cross-functional teams.
• Good organizational, planning, and reporting skills with attention to detail.

Other requirements

• Willingness to travel regularly within the assigned territory and for customer visits.
• Possess a valid driving license.
• Good command of English and local language(s), both written and spoken.
• Proficient in Microsoft Office applications, particularly Excel, PowerPoint, and Outlook.