NATIONAL KEY ACCOUNT MANAGER - MODERN TRADE

TC Boy Marketing Sdn Bhd; Shah Alam; On-site; MYR 120,000 - 180,000; Full time

Job summary

TC Boy Marketing Sdn Bhd seeks a National Key Account Manager to lead the Modern Trade channel nationwide. You will own end-to-end P&L, drive top-line growth, and optimize trade spend while coordinating with leadership, Finance, and Supply Chain.

You will lead annual JBP negotiations, secure optimal commercial terms, and oversee assortment, promotions, and shelf execution across IKA and LKA networks.

Qualifications

• 7–10 years of progressive Key Account Management experience in FMCG Modern Trade.
• Proven track record of managing multi-category portfolios and leading field sales teams.
• Strong understanding of trade finance, margins, listings and ROI evaluation.

Responsibilities

• Own full MT P&L accountability and drive top-line revenue and margin.
• Lead JBP negotiations with major retail partners for optimal terms and shelf presence.
• Manage demand forecasting, promotions, and cross-functional alignment with Marketing and Finance.
• Develop and optimize field sales network, coverage, and KPI governance.

Skills

KAM Experience

JBP Negotiations

Leadership

Commercial Acumen

Education

Bachelor's degree in Business or Marketing

Tools

Microsoft Excel

PowerPoint

Job description

NATIONAL KEY ACCOUNT MANAGER - MODERN TRADE

We are seeking a high-calibre, commercially driven National Key Account Manager (NKAM) to lead, scale, and transform our Modern Trade (MT) commercial business nationwide. Reporting directly to Executive Leadership, this pivotal role holds end-to-end commercial P&L accountability for our multi-category FMCG portfolio across International Key Accounts (IKA) and Local Key Accounts (LKA).

The successful candidate will lead a dedicated team of sales and field execution personnel, optimize trade spend efficiency, drive strategic joint business planning, and unlock high-growth distribution channels across both core categories and high-potential new product launches.

Key Responsibilities

Own full commercial P&L accountability for the Modern Trade channel, driving top-line revenue growth, net margin targets, and overall trade spend efficiency.

Lead annual Joint Business Planning (JBP) and trading terms negotiations with major retail partners to secure optimal commercial terms, primary shelf positioning, and high-impact promotional alignment.

Establish rigorous pre- and post-ROI evaluation mechanisms for all in-store promotions, listing investments, and shopper marketing activations.

2. Channel Expansion & Brand Rollouts

Formulate and execute robust Go-To-Market (GTM) strategies to expand distribution footprint, enhance numeric and weighted coverage, and capitalize on whitespace opportunities across IKA and regional LKA chains nationwide.

Lead category expansion initiatives, driving brand visibility, planogram compliance, and seamless execution of New Product Developments (NPDs) across targeted retail accounts.

Conduct continuous strategic reviews of account profitability, cost-to-serve, and channel dynamics to maximize commercial yield.

3. Team Leadership & Field Organization Optimization

Directly manage, mentor, and build capabilities across a multi-layered field sales, merchandising, and promoter organization to achieve operational excellence.

Evaluate and optimize field coverage models, resource allocation, and key performance indicators (KPIs) across in-store availability, share of shelf, and promotional execution.

Drive team performance governance, capability development, and clear accountability across all field execution tiers.

4. Demand Forecasting & Cross-Functional Alignment

Lead monthly demand forecasting for the MT channel with high accuracy, aligning closely with Supply Chain and Operations to ensure high order fulfilment rates (OTIF) and prevent stock-outs during major promotional periods.

Collaborate with Brand Marketing and Trade Marketing teams to design impactful promotional calendars and in-store execution strategies.

Partner with Finance to maintain strict credit control, optimize payment terms, and resolve commercial claims effectively.

Key Requirements & Qualifications

Experience:

Minimum 7–10 years of progressive Key Account Management experience within FMCG Modern Trade, with a proven track record of managing multi-category portfolios and leading field sales teams.

Negotiation Track Record:

Proven expertise in leading end-to-end Annual Terms Negotiations (JBP) with major Malaysian retail chains (IKA and regional LKA networks).

Commercial Acumen:

Deep understanding of commercial finance, trade margin structures, listing structures, and ROI evaluation.

Leadership & Execution:

Strong track record in driving team performance, optimizing field sales networks, and setting operational execution standards.

Education & Skills:

Bachelor’s degree in Business, Marketing, or a related discipline. Advanced proficiency in Microsoft Excel and PowerPoint for data analysis and executive presentations.

Languages:

Fluency in written and spoken English is required; fluency in Bahasa Malaysia or Mandarin is an added advantage given local key chain relationships.