Assistant Manager Customer Account Management

DKSH Malaysia Sdn Bhd; Selangor; On-site; MYR 90,000 - 150,000; Full time

Job summary

DKSH Malaysia Sdn Bhd is seeking an experienced FMCG Key Account Manager to manage large corporate accounts, drive revenue growth and ensure 5P in-store execution. You will partner with customers to align category and brand strategies, and lead negotiations to achieve targeted margins.

The role requires at least 5 years in KAM, strong business acumen, and excellent communication and Excel-based analysis. You will collaborate with Trade Marketing, Product, and Supply Chain teams, travel as

Qualifications

• Minimum 5 years of FMCG Key Account Management experience.
• Strong business acumen and ability to close deals.
• Excellent negotiation and communication skills.
• Proficient in data analysis and Excel.

Responsibilities

• Manage key customer relationships and drive profitable growth.
• Develop and implement local go-to-market and customer strategies.
• Lead annual negotiations including terms and margins.
• Monitor KPIs and provide performance feedback.
• Collaborate with Trade Marketing, Product, and Supply Chain.
• Analyze data to identify trends and opportunities.
• Prepare sales forecasts and reports.

Skills

Key Account Management

Negotiation

Communication

Data analysis

Excel

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

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Advertising, Marketing & Communications Services 1,001-5,000 employees

DKSH’s purpose is to enrich people’s lives. For nearly 160 years, we have been marketing, selling, and

distributing high-quality products and brands for multinational and Fortune 500 companies. Through our

Business Units Consumer Goods, Healthcare, Performance Materials, and Technology, we deliver

sustainable growth for our partners. We contribute to improving the quality of life for our employees and

people in the local communities in which we operate. Headquartered in Switzerland, DKSH is publicly

listed and operates in 36 markets across Asia Pacific, Europe, and North America. We employ over

29,000 specialists and produced net sales of CHF 11.1 billion in 2023.

DKSH’s purpose is to enrich people’s lives. For nearly 160 years, we have been marketing, selling, and

distributing high-quality products and brands for multinational and Fortune 500 companies. Through our

Business Units Consumer Goods, Healthcare, Performance Materials, and Technology, we deliver

sustainable growth for our partners. We contribute to improving the quality of life for our employees and

people in the local communities in which we operate. Headquartered in Switzerland, DKSH is publicly

listed and operates in 36 markets across Asia Pacific, Europe, and North America. We employ over

29,000 specialists and produced net sales of CHF 11.1 billion in 2023.