Key Account Manager - On Trade

The HEINEKEN Company; Petaling Jaya; On-site; MYR 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a driven Key Account Manager to oversee Modern On Trade outlets. This role involves building strong relationships with key accounts, driving profitability through strategic account management, and leading promotional events. The ideal candidate will have a solid background in sales within the FMCG sector, showcasing exceptional negotiation and analytical skills. Join a dynamic team that values collaboration and innovation, where your contributions will directly impact the company's growth and success in a competitive market.

Qualifications

• 8+ years of experience in Sales, preferably in FMCG with Key Account Management.
• Proficient in English; other languages are a plus.

Responsibilities

• Acquire new key accounts and defend existing ones.
• Manage distribution of new product launches and promotional activities.

Skills

Negotiation Skills

Analytical Thinking

Communication Skills

Sales Experience

Event Coordination

Agile Thinking

Education

Bachelor’s degree in Business

Bachelor’s degree in Marketing

Bachelor’s degree in Economics

Job description

The role is accountable for key account and international outlets in Modern On Trade (MOT) outlets delivering the following key activities:

• Deliver the On Trade Key Account’s annual KPIs in line with the overall Company’s annual operating Plan.
• Build relationship with account outlets.
• Identify potential outlets/areas/opportunities to dominate in terms of volume and branding.

Key Accountabilities:

1. Account Acquisitions

• Aggressively acquire new key accounts, convert potential ones from competitors and defend existing outlets.

2. Achieve On Trade Key Accounts annual profits

• Review business performance and identify opportunities in outlets/period by creating promotional/calendar activities.
• Grow profit by ensuring a profitable product mix.
• Ensure outlet acquisitions are within the company’s broad guidelines in terms of spending.

3. Distribution/Promotion and Events

• Lead distribution of new product launches in outlets and ensure that key products are made available.
• Manage stakeholders i.e. TM/BM in selling in promotions/events.

4. Account/Contract Management

• Ensure outlet contracts are signed within the company’s broad guidelines in terms of targets and sponsorships.
• Ensure all sponsorships and payment milestones are compliant with the company’s policies.
• Manage legal pursuits with CRL on overdrawn outlets.
• Engage to drive better relationships with Trade Partners.
• Enhance the business relationship with trade partners by providing value-added services and consultancy advice on the business. Identify potential and recommend emerging areas.

5. Teamwork and Collaboration

• Encourage the team to have a healthy and collaborative working relationship with regions in contract negotiations for new and existing chains.
• Work closely with regions to ensure all operations are executed on-time and in-full.

Requirements:

• Bachelor’s degree in Business, Marketing, Economics or equivalent.
• Minimum 8 years of experience, preferably in Sales, from the FMCG industry with at least 3-5 years of Key Account Management.
• Proficient in English; conversant in other languages is an added advantage.
• Strong negotiation and influence skills with a proven track record of success.
• Excellent analytical thinking and communication skills.
• Ability to identify opportunities to create value.
• Agile thinking.
• Willing to work extended hours.
• Event coordination experience.