FMCG Key Account Strategy Lead

DKSH Malaysia Sdn Bhd; Petaling Jaya; On-site; MYR 134,000 - 223,000; Full time

Job summary

DKSH Malaysia Sdn Bhd seeks a Manager, Customer Account Management (KAM) to lead the commercial agenda for Modern Trade customers, driving sustainable sales growth, market share expansion, and profitable partnerships. You will own the full account relationship and shape joint business plans, while collaborating with cross-functional teams to ensure disciplined trade execution.

You will deliver forecasts, manage trade budgets, negotiate terms, and monitor performance through regular reviews.

Qualifications

• Degree in Sales, Marketing, or a related field.
• Minimum 5 years of experience in a similar key account management role, with at least 3 years in a managerial capacity. FMCG KAM experience is a MUST.
• Advanced knowledge of industry landscape, competitors, and customers.
• Strong negotiation and communication skills with the ability to influence at senior customer levels.
• Proficiency in office productivity tools including Excel, Word, and PowerPoint.
• Fluency in local language and ideally English; Mandarin/Cantonese is a plus.

Responsibilities

• Lead and manage assigned Modern Trade customers as the primary commercial contact, owning the full account relationship and performance
• Build strong, collaborative relationships with key customer decision-makers and stakeholders to enable long-term commercial partnership
• Develop and execute Joint Business Plans (JBPs) aligned with both customer and company growth objectives
• Conduct regular business reviews to identify opportunities, mitigate risks, and drive category growth
• Represent DKSH and client professionally across all customer engagements and commercial negotiations
• Deliver sales volume, revenue, market share, and profitability targets for assigned customers through well-structured annual account plans and commercial strategies
• Identify opportunities for assortment optimization, shelf improvement, and category development to strengthen brand performance at the point of sale
• Drive effective pricing, promotional, and trade investment strategies to maximize ROI and commercial returns
• Monitor business performance consistently and implement corrective actions where required to protect and grow account results
• Negotiate annual trading terms, promotional programs, listing agreements, and commercial contracts to secure favorable and sustainable outcomes
• Manage customer-specific trade budgets and investments, evaluating pre- and post-promotion performance to continuously improve promotional effectiveness and impact
• Ensure all promotional execution is aligned with Ferrero's brand standards and category objectives
• Collaborate with internal stakeholders and demand planning teams to develop accurate sales forecasts, monitor stock availability, and minimize OOS situations, excess inventory, and operational disruptions
• Analyse customer insights and market intelligence to identify and develop growth opportunities
• Collaborate closely with Client, client management, finance, supply chain, and merchandising teams to ensure successful execution of promotional plans, new product launches, festive activations, and customer-specific initiatives
• Analyze sales performance, customer profitability, market trends, and competitive activities, preparing monthly business reviews, account scorecards, and performance reports to drive accountability and informed decision-making
• Track KPIs and ensure achievement of agreed business targets
• Manage and oversee team delivery of function goals, driving consistent execution and high performance
• Champion team learning and development in Customer Account Management (KAM) and DKSH values, while pursuing continuous self-improvement to lead by example
• Administrative duties and coordination tasks as required

Skills

Negotiation skills

Communication skills

Stakeholder management

Leadership

Education

Degree in Sales, Marketing, or related field

Tools

Microsoft Excel

Microsoft Word

PowerPoint

Job description

DKSH Malaysia Sdn Bhd seeks a Manager, Customer Account Management (KAM) to lead the commercial agenda for Modern Trade customers, driving sustainable sales growth, market share expansion, and profitable partnerships. You will own the full account relationship and shape joint business plans, while collaborating with cross-functional teams to ensure disciplined trade execution.

You will deliver forecasts, manage trade budgets, negotiate terms, and monitor performance through regular reviews.