Account Manager - Food

Omya; Selangor; On-site; MYR 100,000 - 167,000; Full time

Job summary

Omya is seeking a Sales & Business Development professional in Malaysia to drive growth in food ingredients by developing and executing sales strategies for key accounts, distributors, manufacturers and OEM customers.

You will manage a robust pipeline, hit revenue targets, lead pricing and contract negotiations, and collaborate with product, technical, and regulatory teams to deliver customer-focused solutions.

Qualifications

• Bachelor's degree required or relevant field experience in food ingredients or food manufacturing.
• Minimum 3–5 years sales, key account management, or business development in related industries.
• Commercial experience in food ingredients or food manufacturing is preferred.

Responsibilities

• Develop and execute sales strategies to drive growth in food industry segments.
• Achieve targets in revenue, volume, and gross margin.
• Maintain a healthy sales pipeline through proactive BD activities.
• Lead commercial discussions including pricing and contracts while ensuring profitability.

Skills

Account management

Negotiation

Sales strategy

Market analysis

Presentation

Stakeholder management

Customer relationships

Cross-functional collaboration

Education

Bachelor's degree in Food Science or related field

Tools

MS Office

Excel

PowerPoint

Outlook

Job description

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.

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.

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.

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.

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.