Key Account Manager - On Trade

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The HEINEKEN Company
Petaling Jaya
MYR 100,000 - 150,000
Be among the first applicants.
Yesterday
Job description

The role is accountable for key account and international outlets in Modern On Trade (MOT) outlets delivering the following key activities:

  • Deliver the On Trade Key Account’s annual KPIs in line with the overall Company’s annual operating Plan.
  • Build relationship with account outlets.
  • Identify potential outlets/areas/opportunities to dominate in terms of volume and branding.

Key Accountabilities:

1. Account Acquisitions

  • Aggressively acquire new key accounts, convert potential ones from competitors and defend existing outlets.

2. Achieve On Trade Key Accounts annual profits

  • Review business performance and identify opportunities in outlets/period by creating promotional/calendar activities.
  • Grow profit by ensuring a profitable product mix.
  • Ensure outlet acquisitions are within the company’s broad guidelines in terms of spending.

3. Distribution/Promotion and Events

  • Lead distribution of new product launches in outlets and ensure that key products are made available.
  • Manage stakeholders i.e. TM/BM in selling in promotions/events.

4. Account/Contract Management

  • Ensure outlet contracts are signed within the company’s broad guidelines in terms of targets and sponsorships.
  • Ensure all sponsorships and payment milestones are compliant with the company’s policies.
  • Manage legal pursuits with CRL on overdrawn outlets.
  • Engage to drive better relationships with Trade Partners.
  • Enhance the business relationship with trade partners by providing value-added services and consultancy advice on the business. Identify potential and recommend emerging areas.

5. Teamwork and Collaboration

  • Encourage the team to have a healthy and collaborative working relationship with regions in contract negotiations for new and existing chains.
  • Work closely with regions to ensure all operations are executed on-time and in-full.

Requirements:

  • Bachelor’s degree in Business, Marketing, Economics or equivalent.
  • Minimum 8 years of experience, preferably in Sales, from the FMCG industry with at least 3-5 years of Key Account Management.
  • Proficient in English; conversant in other languages is an added advantage.
  • Strong negotiation and influence skills with a proven track record of success.
  • Excellent analytical thinking and communication skills.
  • Ability to identify opportunities to create value.
  • Agile thinking.
  • Willing to work extended hours.
  • Event coordination experience.
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