Key Account Manager

Michelin Oy; Petaling Jaya; On-site; MYR 90,000 - 130,000; Full time

Job summary

Michelin Malaysia is seeking a proactive Key Account Manager to drive growth across key customers and markets. The role emphasizes building lasting relationships with direct and indirect customers, end-users, and dealers, while collaborating with marketing, supply chain, and finance to unlock opportunities.

The ideal candidate will have a customer‑centric mindset, strong negotiation skills, and the ability to develop strategic plans for high-potential accounts.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, or related field.
• Strong stakeholder management and communication skills.
• Self-driven, entrepreneurial mindset with analytical abilities.
• Proven experience in developing and maintaining customer relationships.

Responsibilities

• Develop and grow the business portfolio by geography, market segment, or customer type.
• Manage direct and indirect customers, end-users, and dealers to drive sales.
• Identify new business opportunities through market research and networking.
• Build partnerships, collaborate with cross-functional teams, and lead account planning.
• Coordinate promotions and product launches with sales and marketing teams.
• Forecast, plan, and optimize territory coverage and resource allocation.
• Negotiate favorable terms and manage customer value programs.

Skills

Stakeholder management

Interpersonal skills

Communication

Analytical thinking

Problem solving

Independent / entrepreneurial mindset

Team collaboration

Education

Bachelor’s degree in Business Administration or Marketing

Job description

Key Account Manager - - - - - - - - - - - - Inspire Motion for Life with Michelin! A pioneer of engineered materials, Michelin is building the world’s leading manufacturer of life-changing composites and experiences. Join our Michelin Malaysia as a Key Account Manager, Malaysia based today to move your career forward, unlock exciting opportunities, and be part of a world-class organization committed to a better, more sustainable world.

Why MICHELIN APAC? Career Progression: Start your career adventure and build the skills and experience to develop in new directions. Wellbeing and Inclusion: At Michelin Malaysia experience a supportive, inclusive culture that creates space for collaboration and new ideas. Become A Player In A Dynamic Global Brand: At Michelin, we deliver products and experiences that transform everyday moments into extraordinary ones. Join us on our journey to innovate, and contribute to exciting projects that impact our world.

Our Sales Team At Michelin, Sales is not just about selling products — it’s about creating long‑term value for our customers, accelerating sustainable growth, and shaping exceptional customer experiences. Across Asia Pacific, our Sales teams are at the forefront of the business, partnering closely with Marketing, Supply Chain, Digital, HR and Finance to understand customer needs, unlock growth opportunities, and deliver differentiated solutions. We operate in diverse markets, combining local proximity with global expertise to serve customers across multiple segments and channels. We are building a best-in-class, customer‑centric and digitally enabled Sales organization, leveraging data, CRM tools, and strong commercial capabilities to drive performance and impact. Here, you will be encouraged to take ownership of customer relationships, think strategically, and continuously develop your professional skills.

Mission :

To develop and grow the business portfolio (by geography, market segment, or customer type) through the sales of products, services, and solutions to direct customers, indirect customers, professional end‑users, and dealers.

Key Expected Achievements :

• Account Management Gather and analyze customer information to understand needs, requirements, and business drivers.
• Monitor and strengthen customer relationships, incorporating feedback and lessons learned to improve future interactions.
• Identify and generate new business opportunities by tracking industry trends, conducting market research, cold calling, and securing appointments.
• Build strong internal and external partnerships, fostering trust, collaboration, and proactive problem‑solving.
• Expand customer buying centers and use cases while leading the account planning cycle to ensure customer needs and expectations are consistently met.
• Develop and deliver communication and training initiatives to keep sales and marketing teams aligned with product launches and organizational strategies.
• Streamline account management processes and procedures to optimize efficiency and achieve sales objectives.
• Opportunity Management Develop and execute sales action plans to target leads and convert them into business opportunities.
• Manage assigned territory by effectively allocating time and resources.
• Build and maintain mid‑term territory and account development plans.
• Collect and share competitor and market intelligence to inform strategy.
• Maintain and regularly update a customer target list to ensure focus on high‑potential accounts.
• Support strategic lead generation initiatives and identify profitable growth opportunities in key markets.
• Monitor and manage partnership agreements to ensure alignment with business objectives.
• Influence and manage partnerships to deliver multiple shared goals.
• Analyze complex business information, identify trends, and determine root causes of issues that may impact performance.
• Product, Service & Industry Knowledge Position the company’s products and services competitively within the market.
• Monitor related industries and assess their potential impact on the organization.
• Align product knowledge with customer needs to create tailored value propositions.
• Provide support in troubleshooting product‑related issues to ensure customer satisfaction.
• Negotiation Conduct formal negotiations with internal and external stakeholders, securing mutually beneficial agreements.
• Apply negotiation strategies tailored to each party’s priorities and interests.
• Customer Value Management Develop and execute customer and channel promotions/programs that leverage brand insights and consumer preferences to drive demand.
• Collaborate with sales strategy and planning teams to ensure accurate forecasting, opportunity maximization, and delivery of organizational objectives.
• Identify and capitalize on business opportunities based on deep knowledge of clients, markets, products, and services.
• Coordinate business planning activities across functions and stakeholders to ensure alignment and effective execution.

WHO WE ARE LOOKING FOR:

• Required: Bachelor’s degree in Business Administration, Marketing, or a related field.
• Strong stakeholder management, interpersonal, and communication skills.
• Self‑driven and independent, with an entrepreneurial mindset.
• Strong analytical and problem‑solving capabilities.
• Ability to work effectively both independently and as part of a collaborative team.
• Demonstrated eagerness to learn, adapt, and take on new challenges.
• Proven experience in developing and maintaining customer relationships, with a strong focus on service excellence and satisfaction.
• Solid track record in project and/or account management, including planning, execution, and stakeholder engagement.
• Experience in building and leveraging professional networks to achieve business objectives and organizational growth.
• Strong organizational skills with the ability to manage deliverables, deadlines, and priorities effectively.

Michelin, the leading tire company, is dedicated to sustainably improving the mobility of goods and people by manufacturing and marketing tires and services for every type of vehicle, including airplanes, automobiles, bicycles/motorcycles, earthmovers, farm equipment and trucks. It also offers digital mobility support services and publishes travel guides, hotel and restaurant guides, maps and road atlases. Headquartered in Clermont‑Ferrand, France, Michelin is present in more than 170 countries, has 111,200 employees and operates 67 production plants in 17 different countries. Michelin has a Technology Center in charge of research and development, with operations in Europe, North America and Asia. In short, whether you look at our mission, our products or our people, Michelin is a company that truly helps you to move forward… Visit our website to discover more about us www.michelin.com