Key Account Executive

Tohtonku; Petaling Jaya; On-site; MYR 60,000 - 100,000; Full time

Job summary

Tohtonku is seeking an experienced Key Account Manager in Malaysia to drive sustainable growth with key accounts and strategic partnerships. You will plan data-driven commercial strategies, coordinate with marketing and supply chain, and manage budgets and travel across Modern Trade channels.

You will analyze sales trends, develop robust JBPs, and communicate insights to stakeholders while delivering profitable growth for the company in a fast-paced FMCG environment.

Qualifications

• 2–3 years in Key Account Management, Sales, or Commercial roles in FMCG.
• Strong commercial acumen driving sales growth and profitability.
• Ability to interpret sales performance data, market trends, and customer insights.
• Excellent negotiation, communication, and stakeholder management skills.
• Solid understanding of FMCG market dynamics, retail operations, and consumer behaviour.
• Results-oriented, proactive, and able to perform in a fast-paced environment.
• Proficient in PowerPoint and Excel.

Responsibilities

• Manage and grow assigned key accounts and build long-term partnerships.
• Handle Key Accounts across Modern Trade channels: Hypermarkets, Supermarkets, CVS, and Mini Markets.
• Develop understanding of customers' business needs, shopper behavior, and category dynamics.
• Lead Joint Business Planning with key clients, including forecasts and promotions.
• Collaborate with Marketing, Trade Marketing, and Supply Chain for campaigns and launches.
• Conduct regular business reviews with clients and internal teams, sharing insights on sales and trends.
• Negotiate trading terms, promotions, and commercial agreements to maximise ROI.
• Monitor sell-in/sell-out trends and campaign effectiveness for future planning.
• Manage account budgets (A&P, trade spend) within approved guidelines.
• Prepare and present account performance reports, including monthly reviews and quarterly updates.
• Support cross-selling and up-selling initiatives to expand product penetration.

Skills

Key Account Mgmt

Sales & Commercial

Analytical skills

Negotiation

Stakeholder mgmt

FMCG knowledge

MS Office

Tools

PowerPoint

Excel

Job description

Tohtonku is a local Malaysian company founded with the vision to allow everyone to look good and truly become their "best self". With brands all across South East Asia, Tohtonku Sdn Bhd strives to be the most progressive personal care company. Utilizing an entrepreneurial approach with fluidity and flexibility, we aim to respond effectively to the fast-changing environment of business.

Job Summary

Act as the primary point of contact for assigned key accounts, driving sustainable business growth through strong client partnerships, data-driven planning, and effective execution of commercial strategies. This role requires a balance of relationship management, analytical thinking, and sales performance ownership in a FMCG environment.

Key Responsibilities / Duties

• Manage and grow assigned key accounts ensuring strong and long-term business partnerships.
• Handling Key Accounts across Modern Trade channels, including Hypermarkets, Supermarkets, Convenience Stores (CVS), and Mini Markets.
• Develop a deep understanding of customers' business needs, shopper behavior, and category dynamics to identify growth opportunities.
• Lead joint business planning (JBP) with key clients, including sales forecasts, promotional planning, and in-store execution strategies.
• Work closely with internal stakeholders (Marketing, Trade Marketing, Supply Chain) to ensure seamless execution of campaigns, product launches, and stock availability.
• Conduct regular business reviews with clients (e.g. buyers) and internal teams, providing insights on sales performance, market trends, and competitor activities.
• Negotiate trading terms, promotions, and commercial agreements to maximize ROI and account profitability.
• Monitor and analyse sales data, sell-in/sell-out trends, and campaign effectiveness to optimize future planning.
• Manage account-level budgets (A&P, trade spend) and ensure effective utilisation within approved guidelines.
• Prepare and present account performance reports, including monthly reviews and quarterly business updates.
• Support cross-selling and up-selling initiatives to expand product penetration within key accounts.

Job Skills and Qualifications

• Minimum 2-3 years of working experience in Key Account Management, Sales, or Commercial roles, preferably within the FMCG industry.
• Strong commercial acumen with the ability to drive sales growth while maintaining profitability.
• Good analytical skills, with the ability to interpret sales performance data, market trends, and customer insights.
• Effective negotiation, communication, and stakeholder management skills.
• Sound understanding of FMCG market dynamics, retail operations, and consumer behaviour.
• Results-oriented, proactive, and able to perform well in a fast-paced environment.
• Proficient in Microsoft Office applications, particularly PowerPoint and Excel.

Note : Only shortlisted candidates will be contacted