Senior Key Account Executive

Hong Yang Hoo Pharma Sdn Bhd; Kuala Lumpur; On-site; MYR 150,000 - 200,000; Full time

Job summary

A leading pharmaceutical company in Malaysia is seeking a Senior Key Accounts Executive (Trade) to independently manage and grow the trade channel. The role requires ownership of account performance, focusing on sales growth, outlet expansion, and effective execution. Ideal candidates will have a deep understanding of retail dynamics and work autonomously to develop strategic plans. The position offers significant responsibility and the opportunity to drive measurable outcomes in a dynamic environment.

Qualifications

• Deep understanding of retail and trade dynamics.
• Strong autonomy in planning and executing account strategies.
• Capable of implementing actionable growth plans.

Responsibilities

• Drive sales growth within assigned trade accounts.
• Own end-to-end performance of assigned accounts.
• Design and manage coverage plans and outlet prioritization.
• Analyze performance weekly and propose solutions.
• Provide accurate sales forecasts to teams.

Job description

Job Summary

This role is for a senior commercial contributor to independently own and grow TYT’s trade channel across Malaysia. The Senior Key Accounts Executive (Trade) is expected to take full responsibility for account performance, including sales growth, outlet expansion, execution quality, and profit delivery. The role operates with a high degree of autonomy, requiring the individual to plan, prioritise, and execute their own account strategies, and to actively test and implement ideas that drive sustainable results. This position is suited for someone who is comfortable working without rigid structure, understands retail and trade dynamics deeply, and is motivated by ownership, accountability, and measurable outcomes.

Key Responsibilities

1. Sales Growth & Execution – Drive sales growth within assigned trade accounts through strong outlet management, brand visibility, and effective product mix optimisation.
2. Account Ownership – Own the end-to-end performance of assigned accounts. Develop and execute clear, actionable growth plans at both account and outlet level.
3. Promotional Strategy & Discipline – Plan and execute promotions selectively and strategically to support volume and brand objectives, without over-reliance on price-led discounting.
4. Route-to-Market Execution – Design and manage coverage plans, outlet prioritisation, visit discipline, and POSM execution to ensure consistent TYT presence in market.
5. New Account & Area Development – Identify coverage gaps and growth opportunities. Onboard new trade partners and expand TYT’s footprint in underserved or high-potential areas.
6. Reporting & Performance Analysis – Track performance on a weekly basis. Analyse results, identify execution gaps, and propose practical commercially grounded solutions.
7. Forecasting & Demand Planning – Provide accurate sales forecasts to production and supply teams based on account strategies్వ, promotional plans, and market trends.
8. Business Reviews & Trade Engagement – Plan and conduct structured business reviews with key trade partners to align objectives, review performance, and unlock growth opportunities.
9. Strategic Trade Planning – Prepare and submit quarterly trade plans and account strategies to management, supported by data, insights, and clear commercial logic.
10. Cross-Functional & Distributor Collaboration – Work closely with distributor teams, merchandisers, and internal stakeholders to ensure alignment and effective execution across the trade channel.