Key Account Manager

Heineken Malaysia Berhad; Petaling Jaya; On-site; MYR 70,000 - 100,000; Full time

Job summary

Heineken Malaysia Berhad is seeking an experienced Key Account Manager to drive business objectives and enhance customer relationships within the FMCG sector. This role involves strategic planning, data analysis, and collaboration with cross-functional teams to optimize product visibility and sales performance. Ideal candidates will possess strong negotiation skills and a proven track record in key account management, along with an analytical mindset to track and evaluate results.

Qualifications

• Minimum 4 years of key account management experience in FMCG industry.
• At least 3 years managing national accounts in FMCG.

Responsibilities

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

Skills

Key account management

Selling and negotiation

Customer, channel, and portfolio understanding

Strong data analysis skills

Problem-solving skills

Strong selling skills

Joint business planning

Knowledge of category management

Education

Undergraduate degree in Business, Marketing, Economics, or equivalent

Job description

Role 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

• Lead business with retailers to achieve joint objectives, understanding consumer profiles, business strategies, and opportunities.
• Own customer relationships and implement annual Joint Business Planning and quarterly reviews.
• Develop account business plans and collaborate with multi-functional teams for alignment and approvals.
• Lead the sell-in process for new products, pricing, merchandising, assortment, promotion, and visibility plans. Coordinate with HQ buyers, store teams, and merchandisers for execution.
• Analyze data to understand sell-in and sell-out trends, promotion effectiveness, and identify gaps and growth opportunities.
• Monitor executional results (OOS, BUF, EOE, pricing) and develop action plans for improvement.
• Collaborate with supply chain and distributor teams to ensure order fulfillment and resolve payment disputes promptly. Influence distributor processes to meet objectives.
• Plan effective investment of funds with customers to meet sales targets, ensuring proper follow-up and no overspending.
• Develop accurate forecasts, manage stock levels, and ensure freshness at distributor and store levels.
• Support CDRs and merchandisers in execution through timely sharing of details for smooth in-store execution.
• Work with CDMs to identify appropriate coverage plans for assigned customers.
• Manage performance by training, motivating, coaching, and setting directions for direct reports to achieve KPIs.

Requirements:

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

Functional Skills:

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