Trade Key Account Manager

Emax Corporate; Kuala Lumpur; On-site; MYR 60,000 - 100,000; Full time

Job summary

Emax Corporate is seeking commercially driven Key Trade Account Managers to grow Sales and distribution across assigned trade channels in Malaysia. You will own the commercial relationship with distributors and direct accounts—from identifying opportunities and securing listings to negotiating terms, driving repeat orders and delivering profitable growth.

This is a hands-on role requiring new business acquisition and ongoing account development.

Qualifications

• 3–6 years of FMCG, beverage or consumer-product sales experience, including key account management or business development.
• Proven success securing new accounts, negotiating listings and growing existing customers.
• Strong understanding of channel buying processes, trading terms and promotional mechanics.
• Commercial confidence in pricing, margins, trade investment and sales forecasting.
• Strong negotiation, presentation, relationship-management and follow-through skills.

Responsibilities

• Identify, prospect and secure new retail groups, trade accounts and distribution partners within the assigned channel.
• Build relationships with buyers, category managers, procurement teams and business owners.
• Lead product presentations, commercial proposals, negotiations and account onboarding.
• Build and maintain a qualified sales pipeline with clear next steps, expected order values and listing timelines.
• Act as the main commercial contact for assigned accounts and develop account plans for sales targets, listings and promotions.
• Deliver revenue, volume, distribution and gross-margin targets; negotiate pricing, listing fees, rebates and terms.
• Develop promotional plans with Marketing and Trade Execution and review sell-through to improve account performance.
• Prepare sales forecasts and coordinate with Operations on stock readiness and outlet launches.
• Remain accountable for the commercial relationship and provide handover of terms and commitments.

Skills

FMCG sales

Key account management

Negotiation

Relationship management

Sales forecasting

Job description

Role overview

We are looking for commercially driven Key Trade Account Managers to grow Upbound's sales and distribution across assigned trade channels.
You will own the commercial relationship with your distributors / direct accounts- from identifying opportunities and securing listings to negotiating trading terms, driving repeat orders and delivering profitable sales growth. This is a hands-on sales role requiring both new business acquisition and ongoing account development.

Key responsibilities

New business and distribution expansion

• Identify, prospect and secure new retail groups, trade accounts and relevant distribution partners within the assigned channel.




• Build relationships with buyers, category managers, procurement teams and business owners.




• Lead product presentations, commercial proposals, negotiations and account onboarding.




• Build and maintain a qualified sales pipeline with clear next steps, expected order values and listing timelines.

Key account management

• Act as the main commercial contact for assigned accounts.




• Develop account plans covering sales targets, product listings, outlet expansion, promotions and reorder growth.




• Conduct regular account reviews to identify opportunities and resolve commercial issues.




• Develop productive relationships at both head-office and outlet level, as appropriate.

Sales and profitability

• Deliver agreed revenue, volume, distribution and gross-margin targets.




• Negotiate pricing, listing fees, rebates, payment terms and promotional support within approved limits.




• Evaluate commercial opportunities against their costs and expected returns.




• Monitor deductions, returns and overdue payments, coordinating resolution with Finance and relevant teams.

Trade promotions and sell-through

• Develop account-specific promotional plans with Marketing and Trade Execution.




• Secure promotional participation, product visibility and secondary placements where commercially justified.




• Review sell-in, sell-through and reorder trends to improve account performance.




• Translate buyer and shopper feedback into practical commercial recommendations.

Forecasting and cross-functional coordination

• Prepare sales forecasts and communicate promotional demand and new-listing requirements.




• Work with Operations and Trade Execution on stock readiness, fulfilment and outlet launches.




• Provide a clear handover of agreed trading terms, listing requirements and promotional commitments.




• Remain accountable for the commercial relationship while partnering with the execution team on delivery.

Proposed performance measures

• Net sales and gross-margin achievement.




• New accounts, listings and active outlets secured.




• Repeat orders and growth within existing accounts.




• Trade-spend effectiveness and promotional performance.




• Forecast accuracy and overdue-receivables follow-up.

Requirements

• Typically 3-6 years of relevant FMCG, beverage or consumer-product sales experience, including key account management or business development.




• Proven success securing new accounts, negotiating listings and growing existing customers.




• Strong understanding of the assigned channel's buying process, trading terms and promotional mechanics.




• Commercial confidence in pricing, margins, trade investment and sales forecasting.




• Strong negotiation, presentation, relationship-management and follow-through skills.




• Comfortable with regular customer visits and travel within the assigned territory.




• Relevant buyer relationships are an advantage; demonstrated sales results are essential.