Group Key Account Manager

Heineken NV; Malaysia; Remote; MYR 240,000 - 320,000; Full time

Job summary

Heineken Malaysia is seeking a Senior Key Account Manager to lead the commercial performance of a key account cluster within the Off-Trade channel. You will drive sustainable growth through strategic partnerships, governance, and portfolio management while building a high-performing KAM team.

In this role you will define mid- to long-term strategies, manage the cluster P&L, negotiate with retailers, and lead Joint Business Planning to unlock value.

Qualifications

• Bachelor’s degree in business, marketing, economics, commerce or equivalent.
• 8–10 years of FMCG commercial experience with 3–5 years in leadership.
• Strong KAM expertise including Joint Business Planning and retailer negotiations.

Responsibilities

• Define and execute mid- to long-term strategies aligned with the Off-Trade channel, owning cluster P&L including net revenue, gross margin, and ROI.
• Build and manage senior-level relationships with key retailer stakeholders to influence category strategy and growth.
• Lead Joint Business Planning with customers and negotiate annual trading agreements within governance frameworks.
• Manage trade investments within budgets, maintain forecasting accuracy, and ensure trading terms compliance.
• Prioritise accounts based on growth potential and profitability while optimising investments and portfolio execution.
• Monitor revenue, volume, visibility, market share, and out-of-stock metrics, driving data-led corrective actions.
• Lead and coach the KAM team with clear KPIs, strengthening negotiation and financial acumen.

Skills

Key Account Management

Joint Business Planning

Retailer negotiations

Strategic customer management

Data insights

Leadership

Stakeholder management

P&L management

Education

Bachelor’s Degree in Business, Marketing, Economics, Commerce or equivalent

Job description

Function:Commerce

This role is responsible for leading the commercial performance of a key account cluster within the Off-Trade channel. The incumbent will drive sustainable growth through strategic customer partnerships, disciplined commercial governance, and strong portfolio management while building and leading a high-performing Key Account Management (KAM) team.

Key Responsibilities

• Define and execute mid- to long-term strategies aligned with the Off-Trade channel strategy while owning the cluster P&L including Net Revenue, Gross Margin, and Trade Investment ROI.
• Build and manage senior-level relationships with key retailer stakeholders to influence category strategy, visibility, portfolio mix, and long-term growth opportunities.
• Lead Joint Business Planning with customers and negotiate annual trading agreements while ensuring alignment with governance frameworks and company priorities.
• Manage trade investments within approved budgets, ensure strong forecasting accuracy, maintain financial discipline, and ensure compliance with trading terms and governance standards.
• Prioritise accounts based on growth potential, profitability, and strategic value while optimising trade investments and portfolio execution to maximise long-term value.
• Monitor performance across revenue, volume, visibility, market share, and out-of-stock metrics while driving corrective actions and data-led decision-making to improve results.
• Lead and coach the KAM team by setting clear KPIs, strengthening negotiation and financial acumen, building succession pipelines, and fostering strong cross-functional collaboration.

Requirements

• Minimum Bachelor’s Degree in Business, Marketing, Economics, Commerce or equivalent.
• 8–10 years of commercial experience within the FMCG sector with 3–5 years of leadership or managerial experience leading commercial or sales teams.
• Strong Key Account Management expertise, including Joint Business Planning, retailer negotiations, and strategic customer management.
• Strong commercial and financial acumen, with the ability to manage P&L, trade investments, and ROI-driven decision making.
• Strong analytical and strategic thinking capabilities, with experience using data insights to drive performance and business decisions.
• Strong leadership and stakeholder management skills, with the ability to influence senior customer stakeholders and collaborate cross-functionally across teams.