Key Account Manager

Confidential; Kuala Lumpur; On-site; MYR 120,000 - 180,000; Full time

Job summary

Confidential, a leading global FMCG company, seeks an experienced Key Account Manager to drive growth across modern trade channels. You will manage key customers, develop strategic account plans, and lead business reviews.

You will work with cross-functional teams to execute promotions, product launches, and trade terms, while monitoring performance and optimizing investments.

Qualifications

• Bachelor's degree in Business, Marketing or related field.
• Minimum 5 years in Key Account Management within FMCG.
• Experience with modern trade accounts and JBP.
• Strong negotiation and data-driven decision making.

Responsibilities

• Manage and grow modern trade accounts to hit sales and profitability targets.
• Own commercial relationships, annual planning and business reviews.
• Lead JBP discussions and negotiate agreements and promotions.
• Develop customer-specific growth strategies across channels.
• Collaborate with Marketing, Supply Chain, Finance and Category Management.
• Monitor performance and derive actionable recommendations.

Skills

Key Account Management

Modern trade

Negotiation

Joint Business Planning (JBP)

Sales forecasting

Education

Bachelor's Degree in Business/Marketing

Job description

We are partnering with a leading global FMCG company to identify an experienced Key Account Manager to drive business growth across the modern trade channels. This role will be responsible for managing key customer relationships, developing strategic account plans, and delivering sales, market share, and profitability objectives within a highly competitive retail environment.

Key Responsibilities:

• Manage and grow modern trade accounts, developing strong customer relationships and driving sales, market share, and profitability targets.
• Own the commercial relationship and business performance of designated customers, including annual planning, business reviews, and growth initiatives.
• Lead Joint Business Planning (JBP) discussions and negotiate annual commercial agreements, promotional programs, and trade terms with key customers.
• Develop and execute customer-specific strategies to drive distribution, assortment, visibility, and category growth.
• Collaborate closely with cross-functional teams including Marketing, Trade Marketing, Supply Chain, Finance, and Category Management to deliver customer and business objectives.
• Plan and execute promotional activities, new product launches, and customer activation programs to maximize sales performance.
• Monitor sales performance, market trends, competitor activities, and customer insights to identify growth opportunities and mitigate risks.
• Analyze sales data, market share performance, and key business metrics to develop actionable recommendations and optimize account performance.
• Manage trade investments and promotional budgets to ensure effective resource allocation and strong return on investment.
• Ensure excellent in-store execution and availability across pharmacy and hypermarket outlets through close collaboration with internal and external stakeholders.

Requirements:

• Bachelor's Degree in Business, Marketing, or a related field.
• Minimum 5 years of Key Account Management experience within FMCG, Consumer Health, Personal Care, Healthcare, or related industries.
• Proven experience managing modern trade accounts, with responsibility for sales performance, commercial negotiations, and customer growth.
• Strong track record of achieving sales targets and building successful long-term customer partnerships.
• Experience in Joint Business Planning (JBP), annual negotiations, trade promotion management, and commercial forecasting.
• Strong understanding of modern trade dynamics, category management, and retail operations.
• Data-driven mindset with the ability to analyze sales and market data to identify opportunities and develop strategic action plans.
• Excellent communication, stakeholder management, and negotiation skills.
• Ability to thrive in a fast-paced, matrix organization and manage multiple priorities effectively.