Strategic FMCG Key Account Manager

The HEINEKEN Company; Petaling Jaya; On-site; MYR 120,000 - 180,000; Full time

Job summary

The HEINEKEN Company in Malaysia is seeking an experienced Key Account Manager to lead retailer partnerships and drive joint business plans across national accounts. You will own strategic relationships, develop account plans with cross-functional teams, and lead sell-in activities for new products and promotions to achieve sales targets.

You will analyze sales trends, forecast needs, manage stock at distributor level, and collaborate with supply chain to ensure timely delivery.

Qualifications

• Undergrad degree in Business/Marketing/Economics or equivalent.
• Min 4 years in key account management in FMCG.
• 3+ years managing national accounts in FMCG.
• Strong negotiation skills with proven success.
• Ability to create value, extract insights and execute.

Responsibilities

• Lead retailers to achieve joint business objectives and understand consumer profiles and opportunities.
• Own customer relationship and implement annual Joint Business Planning and quarterly reviews.
• Develop account business plans and align with multi-functional teams for approvals.
• Lead sell-in to retailers for new products, pricing, merchandising, assortment and promotions; ensure execution with HQ buyers and store teams.
• Analyze account sell-in/sell-out, promotions, gaps and develop mitigation plans.
• Monitor execution metrics (OOS, BUF, EOE, pricing) and drive corrective actions.
• Coordinate with supply chain and distributors to fulfill orders and resolve payment disputes.
• Plan optimal investments with customers to achieve sales targets and monitor payments.

Skills

Key account management

Selling & negotiation

Customer, Channel, Portfolio

Data analysis

Problem solving

Selling skills

Joint business planning

Category management

Education

Undergraduate degree in Business, Marketing, Economic or equivalent

Job description

The HEINEKEN Company in Malaysia is seeking an experienced Key Account Manager to lead retailer partnerships and drive joint business plans across national accounts. You will own strategic relationships, develop account plans with cross-functional teams, and lead sell-in activities for new products and promotions to achieve sales targets.

You will analyze sales trends, forecast needs, manage stock at distributor level, and collaborate with supply chain to ensure timely delivery.