Key Account Manager - Off Trade

The HEINEKEN Company; Petaling Jaya; On-site; MYR 90,000 - 140,000; Full time

Job summary

The HEINEKEN Company in Malaysia seeks a dynamic Senior Key Account Manager to lead strategic collaboration with key retailers and drive joint business planning. You will own customer relationships, analyze trends, and coordinate with a cross-functional team to deliver growth while protecting brand integrity and profitability.

You will implement annual business plans, manage promotions, pricing, and shelf execution, and work closely with supply chain and distributors to ensure timely orders and

Qualifications

• 4+ years in key account management within FMCG.
• Experience managing national accounts in FMCG (≥3 years).
• Strong negotiation skills with a proven success track.
• Ability to derive value, insights, and execute effectively.
• Understanding of promotion management.
• Excellent analytics and communication, with ability to influence others.

Responsibilities

• Lead retailers to achieve joint business objectives and understand consumer profiles.
• Own customer relationships; implement annual Joint Business Planning and quarterly reviews.
• Collaborate with multi-functional teams to align plans and approvals.
• Drive sell-in for new products, pricing, merchandising, and promotions.
• Analyze data on sell-in/sell-out, promos, gaps; develop mitigation actions.
• Coordinate with supply chain and distributors to fulfill orders and resolve disputes.
• Forecast accurately and manage stock and freshness at distributor/store levels.
• Support merchandisers to ensure in-store execution.
• Identify coverage plans with CDMs for assigned customers.
• Coach and develop direct reports to hit annual KPIs.

Skills

Key account management

FMCG industry experience

Negotiation skills

Analytical thinking

Communication skills

Influence others

Job description

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:

• 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