Strategic Key Account Manager — FMCG Growth & Partnerships

Heineken Malaysia Berhad; Selangor; On-site; MYR 120,000 - 180,000; Full time

Job summary

HEINEKEN Malaysia Berhad is seeking a seasoned Key Account Manager to lead relationships with retailers and drive annual business plans. You will coordinate with cross-functional teams, manage promotions, and analyze data to uncover growth opportunities.

A strong track record in FMCG account management, negotiation, and strategic planning is essential for success. The role focuses on building value, ensuring optimal product assortment, pricing, and in-store execution across national accounts,

Qualifications

• Min 4 years of key account management experience from the FMCG industry.
• Experienced in managing national accounts in FMCG (minimum 3 years).
• Very good negotiation skills with proven track of success.
• Ability to create value, find customer insights and execute.
• Understanding of promotion management.
• Excellent analytical thinking and communication skills, together with the ability to influence others.

Responsibilities

• Lead the business with retailers to achieve joint business objectives, which includes understanding its consumer profile, business strategy & opportunities.
• Own the customer relationship. Implement annual Joint Business Planning and Quarterly review with key customers.
• Develop the account business plans, collaborate with multi functional teams to seek the appropriate alignments/approvals within guidelines.
• Lead the sell in to retailers - new products, pricing, merchandising, assortment, promotion plans or visibility plans. Lead the follow through with HQ buyers, store level, merchandisers/CDRs team to ensure execution with excellence.
• Regular data analysis to understand account’s sell-in & sell out trends, promotion effectiveness, potential gaps and lead to develop mitigation plans if any. Identify opportunity areas within the business, tap onto those opportunities for growth
• Track and monitor executional results (OOS, BUF, EOE, pricing ) and take actions plans for improvement.
• Collaborate with supply chain & distributors team to ensurecustomers’ orders are fulfilled & timely resolution of any payment disputes. Influence the distributor’s work processes to achieve objectives
• Plan the most effective investment of funds with customers in order to deliver sales targets. Follow through to payment and ensure no overspend.
• Develop accurate forecast, manage healthy stock level and freshness at distributor level & store level
• Supportthe CDRs & merchandisers team to execute with excellence via timely sharing of executional details to enable a smooth in-store execution.
• Collaborate with CDMs to identify right coverage plan for assigned customers.
• Performance Management > train, motivate, coach and direction setting for direct report to deliver the annual KPIs

Skills

Key account management

Negotiation skills

Account planning

Data analysis

Communication skills

Influence others

Job description

HEINEKEN Malaysia Berhad is seeking a seasoned Key Account Manager to lead relationships with retailers and drive annual business plans. You will coordinate with cross-functional teams, manage promotions, and analyze data to uncover growth opportunities.

A strong track record in FMCG account management, negotiation, and strategic planning is essential for success. The role focuses on building value, ensuring optimal product assortment, pricing, and in-store execution across national accounts,