Key Account Manager (Modern Trade)

Role Purpose

The Key Account Manager (KAM) is responsible for driving the strategic growth and commercial success of the company’s product portfolio within the Modern Trade (MT) channel. You will manage high -value relationships with major retailers—including hypermarkets, supermarkets, and health & beauty chains—to achieve sales targets, optimize trade spend, and ensure dominant brand presence.

Requirements

Key Responsibilities

1. Strategic Account Management

• Joint Business Planning (JBP): Develop and execute annual business plans with key retail partners to ensure mutual growth and alignment of objectives.
  

• Relationship Management: Act as the primary point of contact for category buyers, fostering long -term partnerships through regular business reviews and collaborative planning.
  

• Listing & Distribution: Secure listings for New Product Development (NPD) and expand the distribution of existing core SKUs across all assigned account outlets.
  

2. Trade Marketing & Execution

• Promotion Planning: Design and negotiate effective promotional calendars that drive volume while maintaining healthy profit margins.
  

• In -Store Excellence: Collaborate with the field sales and merchandising teams to ensure 100% execution of planograms, prominent secondary displays, and POSM placement.
  

• Campaign Management: Lead large -scale festive and seasonal campaigns (e.g., CNY, Hari Raya) to capture maximum share of shelf and consumer attention.
  

3. Financial & Data Analysis

• Trade Spend Optimization: Manage and monitor the trade investment budget (rebates, listing fees, and promo funds) to ensure the highest possible ROI.
  

• Sales Forecasting: Provide accurate monthly and quarterly sales forecasts to the supply chain team to ensure optimum stock availability.
  

• Market Intelligence: Utilize retail data (e.g., Nielsen, Kantar, or retailer portal data) to analyze brand performance, competitor activity, and shopper trends
  

Requirements & Qualifications

• Education: Minimum Bachelor’s Degree in Business, Marketing, or a related field.
  

• Experience: * 5–8 years of experience in FMCG Sales or Key Account Management.
  

  • Proven track record of managing major Modern Trade accounts in Malaysia (e.g., Lotus’s, AEON, Giant, Watsons, or Guardian).
    

• Industry Knowledge: Deep understanding of the Home Care (detergents/cleaning) and Food & Beverage (packaged food) landscapes in Malaysia.
  

• Technical Skills: * Strong negotiation and "Category Management" skills.
  

• Soft Skills: Excellent communication and presentation skills; ability to influence stakeholders at all levels.
  

• Mobility: Must possess a valid driving license and be willing to travel for store visits and regional meetings.