Manager Customer Account Management (FMCG, KAM)

DKSH Malaysia Sdn Bhd; Selangor; On-site; MYR 120,000 - 180,000; Full time

Job summary

DKSH Malaysia Sdn Bhd seeks a Manager, Customer Account Management to drive growth for key accounts in the Consumer Goods division. You will lead strategies across go-to-market, sales, and customer programs to improve demand and margins while aligning with brand and category goals.

You will manage budgets, negotiate terms, monitor KPI performance, and collaborate with Trade Marketing, Product Management, and Supply Chain teams to deliver sustainable, profitable outcomes for assigned customers in

Qualifications

• Degree in Sales, Marketing, or related field.
• 3–5 years of experience in a similar role (KAM).
• Fluency in English (written and spoken).
• Advanced knowledge of FMCG industry, CVS experience preferred.

Responsibilities

• Manage operating budgets and costs according to annual allocations.
• Develop and implement local go-to-market, sales, and customer strategies for assigned accounts.
• Lead negotiations including trading terms to achieve margin targets.
• Monitor KPI performance and provide structured feedback.
• Build and maintain strong relationships with customers and cross-functional teams.
• Oversee 5P in-store execution: availability, pricing, share of shelf, promotions, placement.
• Provide insights and recommendations from post-evaluation analyses.
• Coordinate with Trade Marketing, Product Management and Supply Chain.
• Drive continuous improvement across processes and commercial techniques.

Skills

Negotiation

Communication

FMCG knowledge

Account management

Education

Degree in Sales/Marketing or related field

Tools

Microsoft Excel

Microsoft Word

PowerPoint

Job description

The Manager, Customer Account Management is responsible for managing sales, profitability, and 5P in-store execution for assigned customers within DKSH's Consumer Goods division in Malaysia. This role drives sustainable and profitable growth by partnering with customers to align company, category, and brand strategies that increase demand and deliver meaningful commercial outcomes.

• 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
• Manage operating budgets and costs in line with annual allocations to ensure efficient and accountable use of resources
• Develop and implement local go-to-market strategies, sales strategies, and customer-specific strategies for assigned accounts to ensure the consistent achievement of commercial goals
• Monitor team Key Performance Indicator (KPI) achievement, conducting regular performance reviews to provide structured feedback on achievements, performance gaps, and areas for improvement
• Identify the short-term business needs and objectives of key customers, developing and proposing proactive business solutions that span the full demand and supply chain
• Lead annual negotiations including trading terms and conditions to facilitate sales agreements and achieve targeted margin outcomes
• Manage and monitor 5P in-store execution performance across product availability, pricing, share of shelf, promotion, and placement, ensuring any execution issues are identified and resolved swiftly by the team
• Develop deep insights and actionable recommendations from post-evaluation analyses, incorporating learnings into customer strategies to continuously improve commercial outcomes
• Manage the reporting of sales and projected sales and margin forecasts, evaluating trends and forming meaningful conclusions to facilitate well-informed strategic decisions
• Develop, monitor, and recommend continuous improvement initiatives across business processes, customer service standards, and commercial techniques including category management
• Develop and build strong, trust-based relationships with customers and a broad network of contacts to deepen understanding of customer needs and drive achievement of business objectives
• Work closely with cross-functional teams including Trade Marketing, Product Management, and Supply Chain Management to ensure efficient and effective execution of commercial plans
• Manage and oversee team delivery of function goals, driving consistent execution and accountability against agreed targets
• Drive team learning and development in Customer Account Management practices and DKSH values, while pursuing continuous self-improvement to lead and model high-performance behaviors
• Administrative duties and coordination tasks as required
• Degree in Sales, Marketing, or a related fieldMinimum 3 to 5 years of experience in a similar role
• Advanced knowledge and understanding of the industry, market landscape, competitors, and customers
• Sound selling skills and proven Key Account Management experience in the Fast Moving Consumer Goods (FMCG) industry, preferable KAM experience in CVS.
• General understanding of supplier and customer relationship management, including supply chain, field marketing, and branding
• Strong negotiation and communication skills with the ability to influence effectively at all levels
• Proficiency in office productivity tools including Microsoft Excel, Word, and PowerPoint
• Fluency in English, both written and spoken

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 (KAM).

• 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
• Manage operating budgets and costs in line with annual allocations to ensure efficient and accountable use of resources
• Develop and implement local go-to-market strategies, sales strategies, and customer-specific strategies for assigned accounts to ensure the consistent achievement of commercial goals
• Monitor team Key Performance Indicator (KPI) achievement, conducting regular performance reviews to provide structured feedback on achievements, performance gaps, and areas for improvement
• Identify the short-term business needs and objectives of key customers, developing and proposing proactive business solutions that span the full demand and supply chain
• Lead annual negotiations including trading terms and conditions to facilitate sales agreements and achieve targeted margin outcomes
• Manage and monitor 5P in-store execution performance across product availability, pricing, share of shelf, promotion, and placement, ensuring any execution issues are identified and resolved swiftly by the team
• Develop deep insights and actionable recommendations from post-evaluation analyses, incorporating learnings into customer strategies to continuously improve commercial outcomes
• Manage the reporting of sales and projected sales and margin forecasts, evaluating trends and forming meaningful conclusions to facilitate well-informed strategic decisions
• Develop, monitor, and recommend continuous improvement initiatives across business processes, customer service standards, and commercial techniques including category management
• Develop and build strong, trust-based relationships with customers and a broad network of contacts to deepen understanding of customer needs and drive achievement of business objectives
• Work closely with cross-functional teams including Trade Marketing, Product Management, and Supply Chain Management to ensure efficient and effective execution of commercial plans
• Manage and oversee team delivery of function goals, driving consistent execution and accountability against agreed targets
• Drive team learning and development in Customer Account Management practices and DKSH values, while pursuing continuous self-improvement to lead and model high-performance behaviors
• Administrative duties and coordination tasks as required

Unlock job insights

Hirer responsiveness Salary match Number of applicants

Advertising, Marketing & Communications Services 1,001-5,000 employees

DKSH’s purpose is to enrich people’s lives. For nearly 160 years, we have been marketing, selling, and

distributing high-quality products and brands for multinational and Fortune 500 companies. Through our

Business Units Consumer Goods, Healthcare, Performance Materials, and Technology, we deliver

sustainable growth for our partners. We contribute to improving the quality of life for our employees and

people in the local communities in which we operate. Headquartered in Switzerland, DKSH is publicly

listed and operates in 36 markets across Asia Pacific, Europe, and North America. We employ over

29,000 specialists and produced net sales of CHF 11.1 billion in 2023.

DKSH’s purpose is to enrich people’s lives. For nearly 160 years, we have been marketing, selling, and

distributing high-quality products and brands for multinational and Fortune 500 companies. Through our

Business Units Consumer Goods, Healthcare, Performance Materials, and Technology, we deliver

sustainable growth for our partners. We contribute to improving the quality of life for our employees and

people in the local communities in which we operate. Headquartered in Switzerland, DKSH is publicly

listed and operates in 36 markets across Asia Pacific, Europe, and North America. We employ over

29,000 specialists and produced net sales of CHF 11.1 billion in 2023.

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