Key Account Manager

Tyson Foods; Subang Jaya; On-site; MYR 56,000 - 100,000; Full time

Job summary

Tyson Foods Malaysia is seeking a Distributor Field Sales Manager to build and maintain relationships with distributors and key accounts. You will manage orders from issuing PO to delivery and payment, respond to queries, and ensure smooth execution across HQ and outlets.

You will review sales performance, devise action plans, forecast for key accounts, monitor aging and collections, open new accounts, and counter competition.

Qualifications

• Diploma or SPM with relevant FMCG experience preferred.
• Experience managing distributor or retail channel relationships.
• Fluent in English and Bahasa Malaysia; Chinese a plus.
• Able to operate in a fast-paced environment and travel when required.

Responsibilities

• Maintain relationships with distributors or channel partners and interpret their requirements.
• Review sales performance and promotion effectiveness with distributors or key accounts; propose solutions.
• Devise and implement sales action plans to achieve targets across territories.
• Forecast sales for key accounts and work towards the sales budget.
• Break down monthly targets for individual sales reps by chain.
• Review aging and collection status to minimize disputes and ensure timely payments.
• Open new accounts and list products in assigned territories.
• Investigate, resolve, and log customer issues with follow-up actions.
• Monitor trade returns and promotions to clear stock and near expiry.
• Track competitors' activities and prepare reports; suggest counter actions.
• Analyze sales trends to maximize opportunities across channels.

Skills

Sales management

Channel relations

Communication skills

Problem solving

Microsoft Office

Education

Diploma or SPM

Tools

Microsoft Office

Job description

• Maintain relationships with customers/distributors either at HQ or outlet level, through managing and interpreting their requirements. Follow up with customers/distributors, respond to queries and follow through orders from issuing PO till completion of delivery and payment received.
• Conduct reviews on sales performance and promotion effectiveness with respective distributors or their key account customer and propose solution to resolve their issues.
• Devise and implement sales action plans (e.g. mailers promotion, press ad, instore, etc.) to achieve sales targets for assigned customers/territories/distributors.
• Projecting sales forecast for respective key accounts/distributors and work towards achieving sales budget.
• Break down monthly high level target file from management for each sales rep individual target by chain.
• Review aging and collection status to minimize dispute and late payments, ensure all outstanding AR are collected.
• Responsible of opening new account and listing of products at assigned customers/territories/distributors.
• Investigate, resolve and log customer complaint or issues and advise on follow-up actions till completion.
• Monitor and process trade returns – execute promotion to clear high stocks and near expiry.
• Monitor competitors' activities/products and produce competition reports based on merchandising data. Recommend practical actions to counter competition
• Track, monitor and analyse products, reports, channels and customers sales trends in order to maximize sales opportunities.
• Ensuring distributors outstanding payment and aging are on time.

Distributor Field Sales management

• Devise and implement sales team action plans (e.g. plan sales routes, calls/visits frequency, etc.)
• Lead distributor’s sales team to achieve monthly their individual/team sales targets.
• Main person to cascade info/plans from management to sales team. Also include distributing all sales related materials ( e.g POSM ) to sales team and briefing sales team on the marketing plans.
• Track team progress on target and sales plans. Provide timely feedback to team members on the execution of sales action plans and development areas. Conduct weekly meeting to review.
• Ensure execution issues and challenges are addressed timely without comprising speed to market. Must be ready to cover sales rep outlet/routing when sales team is away.
• Collects market information by carrying out regular market visit.

Qualifications/Experience

• Diploma in Business Administration, Sales, Marketing, or a related field (some positions may accept a high school diploma with relevant experience) / SPM.
• Experience managing relationships with distributors, retailers, or channel partners.
• At least 5 years of working exposure in FMCG industry in Supermarket / Hypermarket / Minimarket / CVS channel.
• Proficient computer skills in Microsoft applications e.g. Word, Excel, PowerPoint & Outlook.
• Fluent in written & spoken English & Bahasa Malaysia. Able to communicate in Chinese and other dialects will be an added advantage.
• Result Oriented and self-motivated
• Strong interest in excelling yourself and capacity to learn.
• Good analytical skills is a great advantage.
• Able to work in challenging and face paced working environment.
• Possess strong interpersonal and communication skills, excellent inter department team player, ability to influence others and multitasking.

Other Requirement

Possess own transport and willing to travel outstation.