Key Account Manager - Off-Trade

The HEINEKEN Company; Petaling Jaya; On-site; MYR 120,000 - 180,000; Full time

Job summary

The HEINEKEN Company in Malaysia is seeking an experienced Key Account Manager to lead retailer partnerships and drive joint business plans across national accounts. You will own strategic relationships, develop account plans with cross-functional teams, and lead sell-in activities for new products and promotions to achieve sales targets.

You will analyze sales trends, forecast needs, manage stock at distributor level, and collaborate with supply chain to ensure timely delivery.

Qualifications

• Undergrad degree in Business/Marketing/Economics or equivalent.
• Min 4 years in key account management in FMCG.
• 3+ years managing national accounts in FMCG.
• Strong negotiation skills with proven success.
• Ability to create value, extract insights and execute.

Responsibilities

• Lead retailers to achieve joint business objectives and understand consumer profiles and opportunities.
• Own customer relationship and implement annual Joint Business Planning and quarterly reviews.
• Develop account business plans and align with multi-functional teams for approvals.
• Lead sell-in to retailers for new products, pricing, merchandising, assortment and promotions; ensure execution with HQ buyers and store teams.
• Analyze account sell-in/sell-out, promotions, gaps and develop mitigation plans.
• Monitor execution metrics (OOS, BUF, EOE, pricing) and drive corrective actions.
• Coordinate with supply chain and distributors to fulfill orders and resolve payment disputes.
• Plan optimal investments with customers to achieve sales targets and monitor payments.

Skills

Key account management

Selling & negotiation

Customer, Channel, Portfolio

Data analysis

Problem solving

Selling skills

Joint business planning

Category management

Education

Undergraduate degree in Business, Marketing, Economic or equivalent

Job description

Purpose

Responsible to achieve targeted business objectives in the assigned accounts. Own the customer relationship through annual joint business planning as way of working. Lead to execute with excellence, track and evaluating results. Effectively manage & leverage resources available to deliver on results (HMB sales team, multi-functional team as well as external parties) responsible to achieve targeted business objectives in the assigned accounts. Own the customer relationship through annual joint business planning as way of working. Lead to execute with excellence, track and evaluating results. Effectively manage & leverage resources available to deliver on results (HMB sales team, multi-functional team as well as external parties)

Key Responsibilities

• Lead the business with retailers to achieve joint business objectives, which includes understanding its consumer profile, business strategy & opportunities.
• Own the customer relationship. Implement annual Joint Business Planning and Quarterly review with key customers.
• Develop the account business plans, collaborate with multi functional teams to seek the appropriate alignments/approvals within guidelines.
• Lead the sell in to retailers - new products, pricing, merchandising, assortment, promotion plans or visibility plans. Lead the follow through with HQ buyers, store level, merchandisers/CDRs team to ensure execution with excellence.
• Regular data analysis to understand account’s sell-in & sell out trends, promotion effectiveness, potential gaps and lead to develop mitigation plans if any. Identify opportunity areas within the business, tap onto those opportunities for growth
• Track and monitor executional results (OOS, BUF, EOE, pricing ) and take actions plans for improvement.
• Collaborate with supply chain & distributors team to ensure customers’ orders are fulfilled & timely resolution of any payment disputes. Influence the distributor’s work processes to achieve objectives
• Plan the most effective investment of funds with customers in order to deliver sales targets. Follow through to payment and ensure no overspend.
• Develop accurate forecast, manage healthy stock level and freshness at distributor level & store level
• Support the CDRs & merchandisers team to execute with excellence via timely sharing of executional details to enable a smooth in-store execution.
• Collaborate with CDMs to identify right coverage plan for assigned customers.
• Performance Management > train, motivate, coach and direction setting for direct report to deliver the annual KPIs

Requirements

• Undergraduate degree in Business, Marketing, Economic or equivalent
• Min 4 years of key account management experience from the FMCG industry
• Experienced in managing national accounts in FMCG (minimum 3 years)
• Very good negotiation skills with proven track of success
• Ability to create value, find customer insights and execute
• Understanding of promotion management
• Excellent analytical thinking and communication skills, together with the ability to influence others

Functional Skills

• Key account management skills
• Selling & negotiation
• Customer, Channel, Portfolio Understanding
• Strong in data analysis skills
• Problem solving skills
• Strong selling skills
• Joint business planning
• Working knowledge of category management