Key Account Manager/ Senior

Haleon; Ampang Jaya; On-site; MYR 100,000 - 156,000; Full time

Job summary

Haleon in Malaysia is seeking a qualified Key Account Manager to drive sales across the pharmacy channel. You will develop Joint Business Plans with strategic accounts to deliver sustainable growth, ensure visibility, stock, and pricing discipline, and achieve sales targets.

The role requires a degree and at least 5 years of Key Accounts experience in FMCG with pharmacy exposure, plus fluent English. Excellent negotiation and analytical skills are essential.

Qualifications

• Degree holder.
• Minimum 5 years of relevant experience in managing Key Accounts within FMCG with Pharmacy business exposure.
• Proficiency in spoken English.

Responsibilities

• Achieve Sales Targets: Ensure annual sales targets by value and volume for assigned accounts.
• Merchandising Objectives: Achieve merchandising objectives with accounts and in-store execution.
• Promotional Strategy: Analyze trends and plan promotions with Trade Marketing to meet targets.
• Optimize Trade-Marketing Spend: Improve profit contribution by managing trade budgets.
• Sales Forecasting: Maintain accurate monthly sales forecasts for brands and accounts.
• Stock Management: Ensure Haleon products are stocked to meet customer requirements.
• Product/SKU Listings: Secure listings with accounts as agreed with management.
• Implement Brand Promotions: Execute promotions per Haleon trade plan.
• Trade Promotion Strategies: Develop effective strategies to drive visibility and targets.
• Customer Understanding: Meet changing customer needs with value-added service.
• Business Reviews: Conduct periodic reviews with accounts to improve performance.
• Customer Relations: Build strong relationships with key contacts and decision-makers.
• Company Norms: Conduct business per margins, schedules, terms, and concessions.
• Pricing Policy: Ensure pricing policy is implemented with accounts.
• Field Visits: Regular visits to monitor stock, displays, and consumer response.

Skills

Selling skills

Negotiation

Computer skills

Market analysis

Presentation skills

Analytical thinking

Key account management

Education

Bachelor's degree

Job description

Hello. We’re Haleon. A new world-leading consumer health company, shaped by all who join us. Together, we’re improving everyday health for billions of people. Our global portfolio of category-leading brands, including Sensodyne, Panadol, Advil, Voltaren, Theraflu, Otrivin, and Centrum, is driven by deep human understanding and trusted science. We're not just part of a company; we're co-creating a unique culture and environment. Care to join us? It isn’t a question.

With category-leading brands like Sensodyne, Voltaren, and Centrum, built on trusted science and human understanding, combined with our passion, knowledge, and expertise, we’re uniquely positioned to grow a strong, successful business. This is an exciting time to join us and help shape the future. It’s an opportunity to be part of something special.

About the Role Reporting to: Channel Manager – Key Chain Pharmacies

The Key Account Manager would be responsible for delivering sales objectives as cascaded from the 3/1 plan in terms of Sales, Merchandising, and Commercial within the assigned pharmacy channel. You will develop Joint Business Plans with identified strategic accounts to deliver sustainable and profitable growth and achieve sales targets. You will work with customers to deliver visibility KPIs, including numeric and weighted distribution, plus share of shelf/SKU across categories.

Essential Duties and Responsibilities:

• Achieve Sales Targets: Ensure annual sales targets by Value and Volume for assigned accounts are achieved as per agreed annual targets.
• Merchandising Objectives: Achieve merchandising objectives agreed by Sales and Brand teams through proper presentations to accounts and in-store implementation by the field team.
• Promotional Strategy: Analyze sales trends with each customer and agree on a promotional strategy with Trade Marketing to meet periodic volume objectives.
• Optimize Trade-Marketing Spend: Improve profit contribution of each account by effectively apportioning, phasing, and controlling trade support budgets.
• Sales Forecasting: Ensure accurate monthly sales forecasting of brands with each account.
• Stock Management: Manage account stocks in-store and in warehouse to ensure Haleon’s products are sufficiently stocked to meet customer requirements promptly.
• Product/SKU Listings: Achieve product/SKU listings with accounts as agreed with Line management.
• Implement Brand Promotions: Execute brand promotions in line with Haleon’s trade promotion plan for the channel.
• Trade Promotion Strategies: Develop and implement innovative and effective trade promotion strategies to achieve ambitious targets and create visibility for Haleon products.
• Customer Understanding: Anticipate and satisfy changing customer needs through differentiated and value-added customer service and care initiatives.
• Business Reviews: Conduct half-yearly and annual Business Reviews with assigned customer accounts to improve performance and develop Haleon business.
• Customer Relations: Build effective working relationships with key customer contacts and decisionmakers.
• Conduct Business by Company Norms: Ensure all business is conducted per company norms, including margins, delivery schedules, credit terms, and concessions.
• Implement Pricing Policy: Ensure Haleon’s pricing policy is implemented with accounts.
• Field Visits: Undertake regular field visits to monitor stock levels and displays, build positive relationships at the store level, and observe consumer responses and purchase patterns.

Basic Qualifications:

• Degree holder
• Minimum 5 years of relevant experience in managing Key Accounts within FMCG with Pharmacy business exposure.
• Proficiency in spoken English.

Preferred Qualifications:

• Professional Selling Skills
• Negotiation Skills
• Computer Skills
• Market and Sales Analysis
• Presentation Skills
• Proven Analytical Thinking
• Proven Experience in Managing Key Accounts