Senior Group Key Account Leader – Off-Trade Growth & Strategy

Heineken NV; Malaysia; Remote; MYR 240,000 - 320,000; Full time

Job summary

Heineken Malaysia is seeking a Senior Key Account Manager to lead the commercial performance of a key account cluster within the Off-Trade channel. You will drive sustainable growth through strategic partnerships, governance, and portfolio management while building a high-performing KAM team.

In this role you will define mid- to long-term strategies, manage the cluster P&L, negotiate with retailers, and lead Joint Business Planning to unlock value.

Qualifications

• Bachelor’s degree in business, marketing, economics, commerce or equivalent.
• 8–10 years of FMCG commercial experience with 3–5 years in leadership.
• Strong KAM expertise including Joint Business Planning and retailer negotiations.

Responsibilities

• Define and execute mid- to long-term strategies aligned with the Off-Trade channel, owning cluster P&L including net revenue, gross margin, and ROI.
• Build and manage senior-level relationships with key retailer stakeholders to influence category strategy and growth.
• Lead Joint Business Planning with customers and negotiate annual trading agreements within governance frameworks.
• Manage trade investments within budgets, maintain forecasting accuracy, and ensure trading terms compliance.
• Prioritise accounts based on growth potential and profitability while optimising investments and portfolio execution.
• Monitor revenue, volume, visibility, market share, and out-of-stock metrics, driving data-led corrective actions.
• Lead and coach the KAM team with clear KPIs, strengthening negotiation and financial acumen.

Skills

Key Account Management

Joint Business Planning

Retailer negotiations

Strategic customer management

Data insights

Leadership

Stakeholder management

P&L management

Education

Bachelor’s Degree in Business, Marketing, Economics, Commerce or equivalent

Job description

Heineken Malaysia is seeking a Senior Key Account Manager to lead the commercial performance of a key account cluster within the Off-Trade channel. You will drive sustainable growth through strategic partnerships, governance, and portfolio management while building a high-performing KAM team.

In this role you will define mid- to long-term strategies, manage the cluster P&L, negotiate with retailers, and lead Joint Business Planning to unlock value.