On Trade Key Account Manager, Malaysia (Contractor)

Suntory Global Spirits; Kuala Lumpur; On-site; MYR 120,000 - 180,000; Full time

Job summary

Suntory Global Spirits in Malaysia is seeking a dynamic Marketing Manager/Account Manager to drive commercial growth across the Malaysia market, with a focus on Kuala Lumpur. You will manage distributor relationships, develop and implement commercial plans, and work closely with marketing, activation, and finance to deliver NSV and distribution expansion.

You will lead local strategic prioritization, build lighthouse on-trade accounts, and translate brand objectives into actionable sales plans.

Qualifications

• 3–5+ years of experience in sales, commercial, or account management within FMCG/beverages/spirits.
• Proven experience managing distributors and key accounts and delivering against targets.
• Experience in the on-trade channel (bars, restaurants, hotels, nightlife) is highly preferred.
• Experience working with cross-functional teams including Marketing, Trade Marketing, Activation, and Finance.
• Strong understanding of the Malaysia market, especially Kuala Lumpur’s commercial landscape.

Responsibilities

• Assist and support market P&L growth and NSV delivery in Malaysia by driving distribution growth and sound delivery of strategic imperatives.
• Assist development and implementation of Malaysia’s commercial plans and activities focusing on Kuala Lumpur.
• Develop commercial frameworks and sales toolkits for the local distributor and coordinate with marketing/activation.
• Collaborate with regional team and functional heads to articulate local commercial strategy and ensure support to the distributor.
• Position BSI brands in the On-trade channel and build lighthouse accounts in key cities.
• Drive distributor teams to use the commercial excellence framework to measure growth and adjust accordingly.
• Monitor distributor alignment with local big bets and regional imperatives, developing a high-performance commercial organization.
• Support merchandising execution and marketing program implementation and conduct monthly distributor reviews to ensure targets are met.

Skills

Commercial acumen

Distributor management

Key account management

Negotiation

Stakeholder management

Sales forecasting

Cross-functional collaboration

Job description

What makes this a great opportunity?

At Suntory Global Spirits , you'll have the opportunity to play a key role in driving commercial growth for some of the world's most iconic premium brands. This position offers a unique blend of distributor management, key account engagement, and commercial strategy execution, making it an excellent opportunity for ambitious sales and commercial professionals looking to accelerate their career in the FMCG and premium spirits industry.

Role Responsibilities

Job Scope:

• Assist and support the management of the market P&L growth & consistent NSV delivery in Malaysia by helping drive exponential distribution growth & sound delivery of key strategic imperatives. The aforementioned are to be achieved through sound distributor & key account management for and on behalf of Beam Suntory.
• Assist with the development and implementation of all of Malaysia's commercial plans & activities focusing on the core cities of Kuala Lumpur. Help support development and implementation of commercial frameworks & sales toolkits for the local distributor. Directs the efforts of the distributor team and coordinates at the strategic and tactical levels with the marketing & activation functions to help Beam Suntory deliver the business and brand objectives to enhance value (NSV) growth.

Key Deliverables

• Assist Beam Suntory to manage and drive relationship with local distributor team and key accounts in order to obtain local buy in and support of the BSI portfolio
• Recommend and help Beam Suntory to establish, implement and track aggressive, highly competitive, proactive and reactive, short and long- range distribution plans, commercial strategies and tactics in support of identified strategic imperatives
• Collaborate with the regional team, business and other functional heads to articulate the local commercial strategy. This process will involve rigorous prioritization and planning to ensure that the regional commercial, marketing & activation team provides adequate support to the local distributor
• Understand BSI portfolio of brands, products and solutions and suggest how to position them in the On-trade Channel
• Build key on-trade lighthouse accounts within key cities for priority brands
• Assist Beam Suntory to Drive distributor teams to use the BSI commercial excellence framework to drive and measure business growth and adjust accordingly
• Assist Beam Suntory to manage a local distributor team to continuously work in strategic alignment of the local big bets & regional strategic imperatives
• Help Beam Suntory to develop the distributor team into a high performance, best in class organization that exemplifies commercial excellence, strong leadership and first-class execution
• Assist Beam Suntory to monitor and develop the merchandising execution and implementation of all marketing programs.
• Conduct monthly business review with the distributors to ensure on-trade distribution target is met
• Partner with Trade Marketing to drive commercial and marketing excellence and support in on-trade data reporting

Qualifications

• Experience 3-5+ years of experience in sales, commercial, key account management, distributor management, or customer development within FMCG, consumer goods, beverages, spirits, wine, beer, or related industries.
• Proven experience managing distributors and/or key accounts and delivering against sales, distribution, and revenue targets.
• Experience in the On-Trade channel (bars, restaurants, hotels, clubs, nightlife, and entertainment venues) is highly preferred.
• Experience working across cross-functional teams including Marketing, Trade Marketing, Activation, and Finance.
• Strong understanding of the Malaysia market, particularly the Kuala Lumpur commercial landscape and key On-Trade customers.
• Experience in premium spirits, alcoholic beverages, or luxury consumer brands is a strong advantage.
• Knowledge & Skills Strong commercial acumen with the ability to translate business strategies into actionable sales plans.
• Understanding of route-to-market strategies, distributor management, sales forecasting, and business planning.
• Ability to analyze sales performance, distribution metrics, and market trends to identify growth opportunities.
• Strong negotiation, influencing, and stakeholder management skills.

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