Assistant Manager Customer Account Management

DKSH; Selangor; On-site; MYR 120,000 - 180,000; Full time

Job summary

DKSH in Malaysia is seeking a seasoned Key Account Manager to drive sales, profitability and 5P in-store execution for assigned customers. You will partner with customers to align company, category and brand strategies to increase demand and profitable growth.

You will manage budgets, negotiate terms, monitor KPIs and collaborate with Trade Marketing, Product Management and Supply Chain to deliver sustainable growth across the full demand/supply chain.

Qualifications

• 5+ years in FMCG KAM or similar with large accounts.
• Strong business acumen and negotiation skills.
• Excellent communication and ability to influence at all levels.
• Analytical mindset with data-driven decision making.

Responsibilities

• Manage operating departmental budgets and costs according to annual allocation to ensure efficient usage of resources.
• 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.

Skills

KAM

Negotiation

Data analysis

Customer insights

Travel willingness

Tools

Excel

CRM tools

Job description

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 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

• 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)

At DKSH, we help companies grow in Asia and enable people to perform at their best. You will be part of an organization that values accountability, collaboration, and long-term partnerships. We offer a dynamic environment where your contributions are visible and where you can build a meaningful career in Customer Account Management (KAM).

• 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