Key Account Manager (FrieslandCampina Professional)

Job Responsibilities:

1. Account Management:

• Implement the Select – Develop – Manage – Grow standardized Key account management model to achieve desired commercial results.
• Initiate and maintain relationships with (potential) customers via effective relationship management.
• Nurture relationships within the key account buying organization and work on new business opportunities in cooperation with other functional disciplines including ideation and menu co-creation
• Visit accounts and monitor the execution of the agreed account plans and promotional activities, and ensure the promotional activities are executed as agreed.
• Monitor the development and performance of customers and act as a business partner for customers and support customers in optimizing business using in-depth technical and product expertise.
• Take ownership of customer demand forecast and ensure it's reflected in the S&OP and stocks are available.

2. Long-Term Sales/Account Planning:

• Define an account plan (including relationship management activities and budget), in line with other relevant commercial plans and, after approval, realize the plan and update the plan regularly based on (own) analysis or trends and developments.
• Contribute to the development of the operational plan, based on own expertise and experience, concerning (for instance) channel development, promotions, price, presentation, distribution, and product development.
• Provide insights at request or at own initiative regarding quantitative and qualitative developments using periodical and ad hoc reports and/or analyses, based on reporting guidelines.
• Drive joint business planning with assigned Key accounts.

3. Contracting and Negotiating:

• Prepare (proposals for) contracts, lead and/or participate and/or support negotiations, including defining the negotiation strategy and ensuring proper administration of agreements and contracts.

Job Requirements:

• Bachelor's Degree with 8 - 10 years of relevant working experience
• Good knowledge of the HoReCa & Bakery market in Malaysia
• Proven experience in Key Account Management.
• Great curiosity for customer (operator) insights and thinking outside in
• Ability to make good presentations (PowerPoint etc) and data-driven decision making
• Knowledge of Financial Management (business case & P&L)
• Willing to travel within Malaysia