Assistant Manager Customer Account Management

DKSH; Petaling Jaya; On-site; MYR 89,280 - 156,240; Full time

Job summary

DKSH is seeking an experienced FMCG Key Account Manager to lead sales, profitability, and in-store execution for assigned customers in a dynamic market. You will partner with customers to align strategies, drive demand, and ensure profitable growth across categories.

You will develop local go-to-market plans, manage budgets, monitor KPIs, and negotiate terms to achieve targeted margins. Travel to meet clients and attend industry events may be required.

Qualifications

• 5+ years in FMCG Key Account Management or similar role managing large corporate accounts.
• Strong business acumen and understanding of key account management principles.
• Excellent communication and negotiation skills with ability to influence at all levels.
• Demonstrated ability to identify client needs, develop customized solutions, and close deals.
• Exceptional organizational and time management skills.
• Analytical mindset with proficiency in data analysis to identify trends and opportunities.
• Proficient in using Excel and other reporting tools to track activity and generate reports.
• Willingness to travel as required to meet customers and attend events.

Responsibilities

• Manage sales, profitability and 5P in-store execution for assigned customers.
• Partner with customers to align company, category and brand strategies to increase demand and profitable growth.
• Manage operating departmental budgets and costs according to annual allocation.
• Develop and implement local go-to-market strategies, sales strategies and customer strategies.
• Monitor KPIs and provide feedback on performance gaps and requirements for improvement.
• Develop proactive business solutions across the full demand/supply chain for key customers.
• Negotiate trading terms and conditions to facilitate sales and achieve margins.
• Monitor 5P execution (availability, pricing, share of shelf) and resolve issues quickly.
• Develop insights from post-evaluation analyses and incorporate into strategies.
• Manage reporting of sales and forecasts; analyze trends for strategic decisions.
• Develop and monitory improvements to business processes and customer service.
• Build relationships with customers and cross-functional teams to understand needs and objectives.
• Collaborate with Trade Marketing, Product Management and Supply Chain for execution.

Skills

Key Account Management

Business acumen

Communication & negotiation

Solution development & closing

Organizational skills

Data analysis

Excel & reporting tools

Travel readiness

Tools

Excel

Job description

About The Role

Manage sales, profitability and 5P in-store execution for assigned customers. Partner with customers to align company, category and brand strategies to increase demand and profitable growth.

What You Will Deliver

• Manage operating departmental budgets and costs according to annual allocation to ensure efficient usage of resources, where applicable.
• Develop and implement processes and strategies (local go-to-market strategies, sales strategies and customer strategies) for assigned customers to ensure achievement of goals.
• Monitor team key performance indicators achievement. Conduct regular reviews to provide feedback on achievements, performance gaps and requirements for improvement.
• Identify the short-term business needs and objectives of key customers and develop/sell proactive business solutions across the full demand/supply chain.
• Manage annual negotiations, including trading terms and conditions, to facilitate sales agreements and achieve targeted margins.
• Manage and monitor 5P execution performance (availability, pricing, share of shelf, etc.) and ensure issues are quickly resolved by the team.
• Develop deep insights and actionable recommendations from post-evaluation analyses and incorporate into customer strategies.
• Manage reporting of sales and projected sales/margin forecasts. Evaluate trends and form meaningful conclusions to facilitate strategic decisions.
• Develop, monitor and recommend improvement initiatives on business processes, customer services and new techniques (category management, scanning, etc.).
• Develop and build relationships with customers and a network of contacts to order to understand customer needs and achieve business objectives.
• Work closely with the cross‑functional teams (e.g. Trade Marketing, Product Manager and Supply Chain Management) to ensure efficient and effective execution.

What You Bring

• Proven minimum 5 years experience as a FMCG Key Account Management role or in a similar role, managing large corporate accounts.
• Strong business acumen and understanding of key account management principles and strategies.
• Excellent communication and negotiation skills, with the ability to build rapport and influence at all levels of an organization.
• Demonstrated ability to identify client needs, develop customized solutions, and close deals.
• Exceptional organizational and time management skills, with the ability to handle multiple priorities and deadlines effectively.
• Analytical mindset and proficiency in data analysis to identify trends, opportunities, and challenges.
• Proficient in using Excel Files and other relevant tools to track account activities, manage leads, and generate reports.
• Willingness to travel as required to meet with customers and attend industry events. (minimal)