Group Key Account Manager
The HEINEKEN Company
Date: 3 weeks ago
City: Petaling Jaya
Contract type: Full time
This role is responsible for leading the commercial performance of a key account cluster within the Off-Trade channel. The incumbent will drive sustainable growth through strategic customer partnerships, disciplined commercial governance, and strong portfolio management while building and leading a high-performing Key Account Management (KAM) team.
Key Responsibilities
Key Responsibilities
- Define and execute mid- to long-term strategies aligned with the Off-Trade channel strategy while owning the cluster P&L including Net Revenue, Gross Margin, and Trade Investment ROI.
- Build and manage senior-level relationships with key retailer stakeholders to influence category strategy, visibility, portfolio mix, and long-term growth opportunities.
- Lead Joint Business Planning with customers and negotiate annual trading agreements while ensuring alignment with governance frameworks and company priorities.
- Manage trade investments within approved budgets, ensure strong forecasting accuracy, maintain financial discipline, and ensure compliance with trading terms and governance standards.
- Prioritise accounts based on growth potential, profitability, and strategic value while optimising trade investments and portfolio execution to maximise long-term value.
- Monitor performance across revenue, volume, visibility, market share, and out-of-stock metrics while driving corrective actions and data-led decision-making to improve results.
- Lead and coach the KAM team by setting clear KPIs, strengthening negotiation and financial acumen, building succession pipelines, and fostering strong cross-functional collaboration.
- Minimum Bachelor’s Degree in Business, Marketing, Economics, Commerce or equivalent.
- 8–10 years of commercial experience within the FMCG sector with 3–5 years of leadership or managerial experience leading commercial or sales teams.
- Strong Key Account Management expertise, including Joint Business Planning, retailer negotiations, and strategic customer management.
- Strong commercial and financial acumen, with the ability to manage P&L, trade investments, and ROI-driven decision making.
- Strong analytical and strategic thinking capabilities, with experience using data insights to drive performance and business decisions.
- Strong leadership and stakeholder management skills, with the ability to influence senior customer stakeholders and collaborate cross-functionally across teams.
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