Key Account Manager - Off-Trade

Heineken Malaysia Berhad

Selangor

On-site

MYR 120,000 - 180,000

Full time

37 hours ago

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Job summary

HEINEKEN Malaysia Berhad is seeking a seasoned Key Account Manager to lead relationships with retailers and drive annual business plans. You will coordinate with cross-functional teams, manage promotions, and analyze data to uncover growth opportunities.

A strong track record in FMCG account management, negotiation, and strategic planning is essential for success. The role focuses on building value, ensuring optimal product assortment, pricing, and in-store execution across national accounts,

Qualifications

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.

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 ensurecustomers’ 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
Supportthe 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

Skills

Key account management

Negotiation skills

Account planning

Data analysis

Communication skills

Influence others

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 ensurecustomers’ 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
Supportthe 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

Functional Skills:

Key account management skills
Strong in data analysis skills
Strong selling skills
Joint business planning
Working knowledge of category management

Unlock job insights

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HEINEKEN Malaysia with its portfolio of iconic international brands is the leading brewer in the country. The Company brews, markets and distributes:

The World’s No. 1 international premium beer Heineken®

The great taste of Heineken® with dealcoholised Heineken® 0.0

The World-acclaimed iconic Asian beer Tiger Beer

The crystal-cold filtered beer Tiger Crystal

The World’s No. 1 stout Guinness

The World’s No. 1 cider Strongbow Apple Ciders

The New Zealand inspired cider Apple Fox Cider

The all-time local favourite Anchor Smooth

The premium Irish ale Kilkenny

The real shandy Anglia

HEINEKEN Malaysia also produces the wholesome, premium quality non-alcoholic Malta. HEINEKEN Malaysia’s brand portfolio also includes the No. 1 German wheat beer Paulaner and Japan’s No. 1 100% malt beer Kirin Ichiban.

HEINEKEN Malaysia through its e-commerce platform, Drinkies now delivers chilled beers and ciders on demand, within 60 minutes or as scheduled. Drinkies also offers freshly tapped beer to cater for home parties and other events including weddings and corporate dinners. For enquiries, call 012-281 8888 or visit www.drinkies.my

The Company continues to lead the responsible drinking agenda through its Drink Sensibly campaign.

Listed on the Main Market of Bursa Malaysia, HEINEKEN Malaysia’s principal shareholder is GAPL Pte Ltd based in Singapore. GAPL Pte Ltd is 100% owned by Heineken N.V.

For more information please visit: www.heinekenmalaysia.com