Manager Customer Account Management

DKSH Group; Petaling Jaya; On-site; MYR 70,000 - 110,000; Full time

Job summary

DKSH Group in Malaysia is seeking a Customer Account Manager with 3–5 years of FMCG KAM experience to drive sales, profitability and in-store execution for assigned customers. You will collaborate with customers to align brand strategies and achieve growth in a dynamic market.

Develop local go-to-market plans, lead negotiations, and manage 5P execution while building strong cross-functional partnerships across Trade Marketing, Product and Supply Chain for successful implementation.

Qualifications

• 3 to 5 years’ experience in FMCG KAM.
• Degree in Sales/Marketing or related field.
• Demonstrate advanced knowledge of the industry/market/competitors/customers.
• Proven key account management experience in fast moving consumer goods.
• Understanding of supplier and customer relationship management including supply chain, field marketing and branding.
• Strong negotiation and communications skills.
• Proficiency with office tools; fluent in English.

Responsibilities

• Manage operating departmental budgets and costs according to annual allocation.
• Develop and implement local go-to-market strategies, sales strategies and customer strategies.
• Monitor KPI achievement and provide feedback on performance gaps and improvements.
• Identify short-term business needs of key customers and develop proactive solutions across the demand/supply chain.
• Lead annual negotiations, including trading terms and conditions, to secure margins.
• Oversee 5P execution (availability, pricing, share of shelf) and resolve issues quickly.
• Develop insights from post-evaluation analyses and apply to customer strategies.
• Report sales and forecast margins; analyze trends for strategic decisions.
• Improve processes, customer services and techniques (category management, scanning, etc.).
• Build relationships with customers and cross-functional teams to meet objectives.

Skills

Key account management

Negotiation

Communication

Market knowledge

Education

Degree in Sales/Marketing

Tools

Excel

PowerPoint

Word

Job description

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Location: Petaling Jaya, MY, MY

Global Business Unit: CG

Job Function: Sales

Requisition Number: 245521

Description:

About The Role

Manage sales, profitability and 5P in-store execution for assigned customers. Partner with customers to align company, category and brand strategies to increase demand and profitable growth

What You Will Deliver

• Manage operating departmental budgets and costs according to annual allocation to ensure efficient usage of resources, where applicable
• Develop and implement processes and strategies (local go-to-market strategies, sales strategies and customer strategies) for assigned customers to ensure achievement of goals
• Monitor team key performance indicators achievement. Conduct regular reviews to provide feedback on achievements, performance gaps and requirements for improvement
• Identify the short-term business needs and objectives of key customers and develop/sell proactive business solutions across the full demand/supply chain
• Manage annual negotiations, including trading terms and conditions, to facilitate sales agreements and achieve targeted margins
• Manage and monitor 5P execution performance (availability, pricing, share of shelf, etc.) and ensure issues are quickly resolved by the team
• Develop deep insights and actionable recommendations from post-evaluation analyses and incorporate into customer strategies
• Manage reporting of sales and projected sales/margin forecasts. Evaluate trends and form meaningful conclusions to facilitate strategic decisions
• Develop, monitor and recommend improvement initiatives on business processes, customer services and new techniques (category management, scanning, etc.)
• Develop and build relationships with customers and a network of contacts to order to understand customer needs and achieve business objectives
• Work closely with the cross-functional teams (e.g. Trade Marketing, Product Manager and Supply Chain Management) to ensure efficient and effective execution

What You Bring

• Minimum 3 to 5 years’ experience in FMCG KAM is a MUST.
• Degree in Sales/Marketing, or related fields.
• Demonstrate advanced knowledge and understanding of the industry/market/competitors/customers.
• Demonstrate sound selling skills and proven key account management experience in fast moving consumer goods.
• Demonstrate a general understanding in all aspects of supplier and customer relationship management including supply chain, field marketing and branding.
• Demonstrate strong negotiation and communications skills.
• Demonstrate proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)Demonstrate fluency in English, both written and spoken

Why Join DKSH

At DKSH, we help companies grow in Asia and enable people to perform at their best. You will be part of an organization that values accountability, collaboration, and long-term partnerships. We offer a dynamic environment where your contributions are visible and where you can build a meaningful career in Customer Account Management.
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