Key Account Manager

BLACKMORES (MALAYSIA) SDN. BHD; Malaysia; On-site; MYR 80,000 - 120,000; Full time

Job summary

A leading health company in Malaysia is seeking a Key Account Manager to enhance key accounts management, drive sales and profit growth. The successful candidate will have 6-8 years of experience in the FMCG sector, with expertise in managing marketing across various retail channels. This role focuses on building strong customer relationships, executing business plans, and ensuring effective category management. The ideal candidate is strategic, independent, and passionate about driving sales growth in a dynamic environment.

Qualifications

• 6 – 8 years of experience in a similar role, preferably from the FMCG industry.
• Experience in managing the marketing of FMCG products across pharmacy, grocery, and other retail channels.
• Experience developing a bottom-up customer forecast as an input into the demand planning process.

Responsibilities

• Maintain and develop key accounts to exceed sales and profit targets.
• Lead annual JBP with strategic customers, aligning on KPIs and growth initiatives.
• Maximise sales profit through improving shelving and display.

Skills

Strategic selling and negotiation skills

Interpersonal and communication skills

Dynamic person with a growth mindset

Job description

Blackmores Group is a leading natural health company with proud Australian heritage, reaching across the Asia Pacific. Founded by visionary naturopath Maurice Blackmore in 1932, our vision is to connect every person on earth to the healing power of nature by combining our knowledge of nature and science to deliver quality health solutions to people and their pets everywhere, every day.

Purpose of role

The Key Account Manager is responsible for maintaining and developing a group of key accounts to exceed company‑set sales and profit targets across the range of ‘Must sell list’. Daily roles and responsibilities include implementing the business plan, maximising sales, forecasting and planning, range and category development, promotions planning, managing in‑stock/product lifecycle, and coordinating business activities following company direction.

Responsibilities

Principle Accountabilities

• Net Sales, total Trade Spend % (including OID), ROI, forecast accuracy, sell‑out, & SIT
• Lead annual JBP with assigned strategic customers, aligning on annual shared KPIs and key growth initiatives, tracked via a shared score card
• Trade terms management and annual review to improve productivity and ROI
• Development of channel and customer execution standards for distribution, range optimisation, merchandising, price and promotional effectiveness.

Relationship Management & Business Planning

• Establish ongoing business relations with major key accounts and customer advocates, improving our organisational customer intimacy, understanding of the customer’s strategic objectives, and ensuring these are reflected in our plans.
• Develop and implement channel and customer prioritisation, growth strategies and resource allocation.
• Develop channel and customer plans to deliver category growth, increase brand share in priority customers and improve customer profitability.
• Deliver monthly set KPI – Invoice Sales, Net Sales, Sell‑out, trade investment ROI, Stock in Trade, forecast accuracy and excellence in execution.
• Work with the Head of Sales to ensure channel plans are optimised.
• Review and align business results with Head of Sales and customers according to scheduled time, manage identified gaps and execute mitigation plans.

Category Management

• Maximise sales profit through improving shelving and display, implementing promotions and new product launches.
• Ensure the execution of the marketing plan with key accounts in a timely manner.
• Implement key store drivers (range, space, promotion, and display), working with store planning teams where applicable. Ensure appropriate approvals in place for planograms, secondary display and feature areas/special events as negotiated with buyers.

Forecasting & Inventory Management

• Generate sales forecast/analysis and market insights reports on product trend development and competitors’ activities.
• Keep track of inventory health for both national and retailer’s warehouse.
• Work closely with both demand & supply chain to track forecast accuracy & service level fulfilment with retailers.
• Identify stand‑out inventory issues, discuss possible action plans with key account (e.g. clearance or increased stock weights), and communicate issues internally.

Qualifications & Experience

• 6 – 8 years of experience in a similar role, preferably from the FMCG industry
• Experience in managing the marketing of FMCG products across pharmacy, grocery, and other retail channels
• Experience managing distributor/logistics partners to optimise customer service levels
• Experience developing a bottom‑up customer forecast as an input into the demand planning process
• Strategic selling and negotiation skills
• Able to work independently, energetic, and highly passionate about driving sales growth

Portfolio & Category Management Skills

• Fundamental understanding of shopper marketing management, especially shopper insight
• Experience in health supplements, nutrition, or skincare categories strongly preferred
• Experience in training, customer management best practices, foundation of strategic category marketing and total trade spend strategy
• Dynamic person with excellent interpersonal and communication skills, able to liaise with internal and external cross‑function stakeholders
• Confident professional with an ambitious approach to business development
• Displays a growth mindset to identify and actualise new opportunities
• Acts as the customer champion internally while being responsive to customer needs, ensuring smooth communication and follow‑up
• Detailed category management knowledge

Agencies please note: this recruitment assignment is being managed directly by Blackmores Talent Acquisition team. We will reach out to our preferred agency partners if required. Your respect for this process is appreciated.