Key Account Manager - On Trade

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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 relationships 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 guideline in terms of spends.
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 promotion/events.
4. Account/Contract Management
   Ensure outlet contracts are signed within the Co’s broad guideline in terms of targets and sponsorships. Ensure all sponsorships and payment milestones are compliant with the company’s policies. Manage legal pursuit with CRL on overdrawn outlets. Engage to drive better relationships with Trade Partners. Enhance the business relationship with the trade partners by providing value-added services and consultancy advice on the business. Identify potential and recommend in 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-in-full.

Requirements:

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

How do your skills match this job?

Your application will include the following questions:

• Which of the following statements best describes your right to work in Malaysia?
• Which of the following types of qualifications do you have?
• How many years' experience do you have as a key account manager?
• Do you have experience in a sales role?
• Do you have experience in a role which requires relationship management experience?
• Are you willing to travel for this role when required?

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.

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

For more information please visit: www.heinekenmalaysia.com