Group Key Account Manager

Heineken Malaysia Berhad

Selangor

In loco

MYR 180.000 - 240.000

Tempo pieno

46 ore fa

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Descrizione del lavoro

HEINEKEN Malaysia Berhad seeks an experienced commercial leader to drive the performance of a key Off-Trade account cluster. You will own P&L, manage strategic retailer relationships, and steer portfolio strategies for sustainable growth.

You will lead Joint Business Planning with customers, oversee trade investments, and guide a high-performing KAM team through strong governance and data-driven decisions.

Competenze

Bachelor’s Degree in Business, Marketing, Economics, Commerce or equivalent.
8–10 years of FMCG commercial experience with 3–5 years in leadership or managing sales teams.
Strong KAM expertise including Joint Business Planning, retailer negotiations, and strategic customer management.
Strong commercial and financial acumen with P&L, trade investments, and ROI-driven decisions.
Analytical and strategic thinker with data-driven decision making.
Leadership and stakeholder management across cross-functional teams.

Mansioni

Define and execute mid- to long-term strategies for the Off-Trade channel cluster, including P&L ownership.
Build and manage senior relationships with key retailer stakeholders to guide category strategy and growth.
Lead Joint Business Planning and negotiate annual trading agreements within governance.
Oversee trade investments, forecasting, and compliance with terms and governance.
Prioritise accounts by growth potential and value, optimise trade investments and portfolio execution.
Monitor revenue, volume, visibility, market share, and stock-out metrics; act on data-driven insights.
Lead, coach, and develop the KAM team with clear KPIs and cross-functional collaboration.

Conoscenze

Key Account Management

Joint Business Planning

Retailer negotiations

Strategic customer management

P&L management

Trade investments

ROI-driven decision making

Data insights

Cross-functional leadership

Formazione

Bachelor's degree in Business / Marketing / Economics / Commerce

Descrizione del lavoro

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.

HEINEKEN Malaysia with its portfolio of iconic international brands is the leading brewer in the country. The Company brews, markets and distributes:

The World’s No. 1 international premium beer Heineken®

The great taste of Heineken® with dealcoholised Heineken® 0.0

The World-acclaimed iconic Asian beer Tiger Beer

The crystal-cold filtered beer Tiger Crystal

The World’s No. 1 stout Guinness

The World’s No. 1 cider Strongbow Apple Ciders

The New Zealand inspired cider Apple Fox Cider

The all-time local favourite Anchor Smooth

The premium Irish ale Kilkenny

The real shandy Anglia

HEINEKEN Malaysia also produces the wholesome, premium quality non-alcoholic Malta. HEINEKEN Malaysia’s brand portfolio also includes the No. 1 German wheat beer Paulaner and Japan’s No. 1 100% malt beer Kirin Ichiban.

HEINEKEN Malaysia through its e-commerce platform, Drinkies now delivers chilled beers and ciders on demand, within 60 minutes or as scheduled. Drinkies also offers freshly tapped beer to cater for home parties and other events including weddings and corporate dinners. For enquiries, call 012-281 8888 or visit www.drinkies.my

The Company continues to lead the responsible drinking agenda through its Drink Sensibly campaign.

Listed on the Main Market of Bursa Malaysia, HEINEKEN Malaysia’s principal shareholder is GAPL Pte Ltd based in Singapore. GAPL Pte Ltd is 100% owned by Heineken N.V.

For more information please visit: www.heinekenmalaysia.com