Key Accounts Manager

Kao (Malaysia) Sdn. Bhd.; Selangor; On-site; MYR 60,000 - 80,000; Full time

Job summary

A leading consumer goods company is seeking to hire an experienced professional to lead strategic account management. The role involves developing partnerships, executing commercial strategies, and driving profitability across key accounts. Candidates should have a Bachelor's degree, 3–5 years of relevant FMCG experience, and strong negotiation skills. This position requires excellent analytical abilities and communication skills for effective stakeholder management. Willingness to travel for customer visits is essential.

Qualifications

• Minimum 3–5 years of FMCG experience in key account management, trade marketing, or category management.
• Proven success in managing high-volume retailers (e.g., pharmacy, GT, MT, e-commerce).
• Willingness to travel for customer visits and store checks.

Responsibilities

• Lead the development and execution of annual Joint Business Plans with key accounts.
• Build and maintain strong relationships with buyers and senior customer stakeholders.
• Collaborate with Trade Marketing on in-store visibility and execution standards.

Skills

Strong negotiation skills

Analytical mindset

Excellent communication

Stakeholder management

Presentation skills

Organised and proactive

Education

Bachelor’s Degree in Business, Marketing or relevant field

Job description

To lead and drive the growth of Kao Malaysia’s strategic customers by developing strong customer partnerships, executing robust commercial strategies, and delivering sustainable sales, distribution, and profitability performance across assigned key accounts.

Key Responsibilities

1. Strategic Account Leadership

• Lead the development and execution of annual Joint Business Plans (JBP) with key accounts.
• Drive distribution, visibility, and category growth strategies aligned with Kao’s brand and commercial priorities.
• Achieve sales, market share, and margin targets for assigned channels/customers.
• Identify growth opportunities through consumer and customer insights.

2. Customer Relationship & Negotiation

• Build and maintain strong relationships with buyers, category managers, and senior customer stakeholders.
• Lead negotiations on trading terms, promotion plans, pricing strategies, and new listings.
• Serve as the primary escalation point for issue resolution and operational matters.
• Ensure timely and accurate communication with customers on all commercial activities.

3. Commercial Planning & In-Store Excellence

• Develop customer-specific promotion calendars and activation strategies.
• Collaborate with Trade Marketing on in-store visibility, POSM deployment, and execution standards.
• Conduct store audits to monitor on-shelf availability, competitor activities, and planogram compliance.
• Drive excellence in new product launches (NPI) and promotional rollouts.

4. Business Analysis & Performance Tracking

• Analyse sell-in, sell-out, POS data, and market trends to guide business decisions.
• Track promotional performance and ROI to optimise future execution.Prepare monthly business reviews and present insights to management.
• Ensure accurate sales forecasting and demand planning in collaboration with SCM.

5. Cross-Functional Collaboration

• Work closely with Marketing, SCM, Finance, and Trade Marketing to ensure seamless execution of business initiatives.
• Represent customer voice internally to improve operational efficiency and customer satisfaction.
• Lead or participate in cross-functional projects related to category development, channel strategy, or Go-To-Market enhancements.

Job Requirements

• Bachelor’s Degree in Business, Marketing, or relevant field.
• Minimum 3–5 years of FMCG experience in key account management, trade marketing, or category management.
• Strong negotiation skills with proven success in managing high-volume retailers (e.g., pharmacy, GT, MT, e-commerce).
• Analytical mindset with the ability to translate data into actionable strategies.
• Excellent communication, stakeholder management, and presentation skills.
• Highly organised, proactive, and able to manage multiple priorities.
• Possesses own transport; willing to travel for customer visits and store checks.