Key Account Manager

SIG Combibloc Ltd.; Selangor; On-site; MYR 180,000 - 240,000; Full time

Job summary

SIG Combibloc Ltd. in Malaysia seeks a senior professional to drive P&L and deliver revenue targets for strategic customers. You will coordinate a cross-functional team to grow volume, margin, and customer satisfaction while differentiating SIG through quality, innovation and sustainability.

You will develop account plans, visit customers, capture opportunities, and maintain 12-month forecasts. Experience in KAM, sales or business development and a track record with strategic customers are

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Sales, Economics, or related field.
• MBA or relevant postgraduate qualification is an advantage.
• Experience in Key Account Management, Sales, or Business Development.
• Proven track record of managing strategic customers and delivering sales growth.
• Experience managing customer P&L, pricing, profitability, and commercial performance.
• Experience working with cross-functional teams and senior stakeholders.
• Preferably experience in B2B / FMCG / Packaging / Manufacturing industries.

Responsibilities

• Drive and manage the P&L (Revenue and StdGP) of customers under scope of responsibility – deliver financial targets.
• Lead and coordinate with internal team of specialists in delivering strong Partnership support to customers with the aim of growing our volume, share, margin of our products and customer satisfaction level – Ensure excellence and differentiation vs. competition across Quality, Innovation and Sustainability.
• Establish and implement account plans for the customers with the cooperation of the technical, production and marketing support staff by directing the required resources to the account.
• Visit customers regularly to identify their needs, resolve issues, develop SIG's value proposition and build strong professional working relationships to gain customer loyalty.
• Increase SIG Combibloc share at the customer with cooperation from Marketing by identifying conversion opportunities against direct/indirect competitors and other packaging materials and new product development.
• Establish and ensure 12-month rolling sleeve sales forecasts for each customer are accurate by monitoring the sleeve stock of customers and take appropriate actions in optimizing sleeve utilization and safety stock level.
• Be the owner of customers' claims and resolve it properly and timely through the expertise and cooperation of internal quality and technical personnel.
• Ensure company's financial risks are eliminated by ensuring customer payment, account receivable and credit limits are accurate, on time all the time, and take the necessary actions required together with the support of the Finance department to reduce the risks.
• Arrange periodic updates with the customers on various new development opportunities from overseas markets (with Marketing Team's support).
• Prepare regular reports, meeting minutes, to ensure customers and involved internal colleagues are kept informed appropriately on the relevant topics, status, and action steps.
• Participate from time to time as active member in exhibitions to seminars that promote our products and services to the customers.
• Review and update customer profiles and prognosis of filling machines movement as needed.
• Drive and complete special projects or assignments given by Country Manager.
• Leverage strong analytical thinking, leadership skills with strong teamwork spirit.
• Demonstrate the commitment and ability to follow the code of conduct and the company's core competencies.
• Establish strong knowledge of customers and local market (e.g., through diverse market information sources and media).
• Develop understanding of technical and services aspects.

Skills

Key Account Management

Sales

Business Development

Cross-functional teams

Stakeholders

Analytical thinking

Leadership

Teamwork

Education

Bachelor’s degree in Business Admin./Marketing/Sales/Economics

MBA or postgraduate qualification

Job description

Key job functions and success-relevant tasks

Drive and manage the P&L (Revenue and StdGP) of customers under scope of responsibility – deliver financial targets

Lead and coordinate with internal team of specialists in delivering strong Partnership support to customers with the aim of growing our volume, share, margin of our products and customer satisfaction level – Ensure excellence and differentiation vs. competition across Quality, Innovation and Sustainability

Establish and implement account plans (customer strategy) for the customers with the cooperation of the technical, production and marketing support staff by directing the required resources to the account

Visit customers regularly to identify their needs, resolve issues, develop SIG's value proposition and build strong professional working relationships to gain customer loyalty

Increase SIG Combibloc share at the customer with cooperation from Marketing by a) identifying conversion opportunities against direct/indirect competitors and other packaging materials and b) new product development

Establish and ensure 12-month rolling sleeve sales forecasts for each customer are accurate by monitoring the sleeve stock of customers and take appropriate actions in optimizing sleeve utilization and safety stock level

Be the owner of customers' claims and resolve it properly and timely through the expertise and cooperation of internal quality and technical personnel

Ensure company's financial risks are eliminated by ensuring customer payment, account receivable and credit limits are accurate, on time all the time, and take the necessary actions required together with the support of the Finance department to reduce the risks

Arrange (with Marketing Team's support) for periodic updates with the customers on various new development opportunities from overseas markets

Prepare regular reports, meeting minutes, to ensure customers and involved internal colleagues are kept informed appropriately on the relevant topics, status, and action steps

Participate from time to time as active member in exhibitions to seminars that promote our products and services to the customers

Review from time to time and immediately update the information to present in the customers' profiles whenever changed, including prognosis of filling machines movement

Drive and complete special projects or assignments given by Country Manager

Leverage strong analytical thinking, leadership skills with strong teamwork spirit

Demonstrate the commitment and ability to follow the code of conduct and the company's core competencies

Establish strong knowledge of customers and local market (e.g., through diverse market information sources and media)

Develop understanding of technical and services aspects

Qualifications

Bachelor’s degree in Business Administration, Marketing, Sales, Economics, or related field

MBA or relevant postgraduate qualification is an advantage

Experience in Key Account Management, Sales, or Business Development

Proven track record of managing strategic customers and delivering sales growth

Experience managing customer P&L, pricing, profitability, and commercial performance

Experience working with cross-functional teams and senior stakeholders

Preferably experience in B2B / FMCG / Packaging / Manufacturing industries

About SIG

SIG is a leading packaging solutions provider for a more sustainable world. We work in partnership with our customers to bring food products to consumers around the world in a safe, sustainable and affordable way. Our unique technology and outstanding innovation capacity enable us to provide our customers with end-to-end solutions for differentiated products, smarter factories and connected packs, all to address the ever-changing needs of consumers

Founded 1853, SIG is headquartered in Neuhausen, Switzerland. The skills and experience of our approximately 8,000 employees worldwide enable us to respond quickly and effectively to the needs of our customers in over 100 countries. In 2021, SIG produced more than 45 billion carton packs. For more information, visit www.sig.biz