Key Account Manager

The HEINEKEN Company; Petaling Jaya; On-site; MYR 60,000 - 90,000; Full time

Job summary

A leading company in the FMCG sector is seeking a Key Account Manager to drive business objectives and manage customer relationships. The role involves developing account plans, executing strategies, and analyzing data to identify growth opportunities. Candidates should have significant experience in key account management and strong negotiation skills.

Qualifications

• At least 4 years of key account management experience in FMCG industry.
• Minimum 3 years managing national accounts in FMCG.
• Proven negotiation skills with a successful track record.

Responsibilities

• Lead business with retailers to achieve joint objectives.
• Own customer relationships and implement annual Joint Business Planning.
• Analyze data regularly to understand sell-in & sell-out trends.

Skills

Key account management

Selling & negotiation

Customer, channel, and portfolio understanding

Strong data analysis skills

Problem-solving abilities

Effective selling skills

Joint business planning

Knowledge of category management

Education

Undergraduate degree in Business, Marketing, Economics, or equivalent

Job description

Purpose
Responsible for achieving targeted business objectives in assigned accounts. Own the customer relationship through annual joint business planning. Lead execution with excellence, track, and evaluate results. Effectively manage and leverage available resources (HMB sales team, multi-functional teams, external parties) to deliver results.

Key Responsibilities

1. Lead business with retailers to achieve joint objectives, understanding consumer profiles, business strategies, and opportunities.
2. Own customer relationships. Implement annual Joint Business Planning and quarterly reviews with key customers.
3. Develop account business plans, collaborate with multi-functional teams for alignment and approvals.
4. Lead product sell-in to retailers — new products, pricing, merchandising, assortment, promotion, and visibility plans. Coordinate with HQ buyers, store teams, merchandisers/CDRs for flawless execution.
5. Analyze data regularly to understand sell-in & sell-out trends, promotion effectiveness, gaps, and develop mitigation plans. Identify growth opportunities within the business.
6. Monitor executional results (OOS, BUF, EOE, pricing) and implement improvement action plans.
7. Collaborate with supply chain and distributors to ensure timely order fulfillment and resolve payment disputes. Influence distributor processes to meet objectives.
8. Plan optimal investment of funds with customers to meet sales targets. Ensure proper follow-up on payments and control overspending.
9. Develop accurate forecasts, manage stock levels, and maintain product freshness at distributor and store levels.
10. Support CDRs and merchandisers in executing plans through timely sharing of execution details for smooth in-store operations.
11. Work with CDMs to determine appropriate coverage plans for assigned customers.
12. Manage performance by training, motivating, coaching, and setting directions for direct reports to meet KPIs.

Requirements:

• Undergraduate degree in Business, Marketing, Economics, or equivalent.
• At least 4 years of key account management experience in FMCG industry.
• Minimum 3 years managing national accounts in FMCG.
• Proven negotiation skills with a successful track record.
• Ability to create value, derive customer insights, and execute strategies.
• Understanding of promotion management.
• Excellent analytical, communication, and influencing skills.

Functional Skills:

• Key account management
• Selling & negotiation
• Customer, channel, and portfolio understanding
• Strong data analysis skills
• Problem-solving abilities
• Effective selling skills
• Joint business planning
• Knowledge of category management