Petaling Jaya, Malaysia





Job ID


Be a part of a revolutionary change! At PMI, we have chosen to do something incredible. We are committed to inclusion & diversity and is proud to be an equal opportunity employer. You’ll enjoy the freedom to dream up and deliver better brighter solutions and the space to move your career forward in endlessly different directions. The Manager Key Accounts contributes to the growth of PMM volume, share and OCI objectives within the assigned channel and accounts through establishing and maintaining a professional relationship and an understanding of the external developments which may impact the industry and/or PMM to translate such issues into business opportunities. He/she will be responsible to drive the implementation of the strategies, plans and programs via optimizing availability and share of space with focus also on program management, retail activation, knowledge education, trade advocacy, digital adoption, efficiency projects management and relationship-building in all assigned accounts. Your ‘day to day’ • Establish an Account Plan which comprises business planning and trade development for respective account. Build and maintain profitable business relations with Key Accounts customers through actively participating in developing and constructing relevant strategies in line with overall fit within the department and PMM business objectives and strategy whilst capitalizing on unique opportunities within the account. • Develop and implement strategic initiatives and programs to be incorporated within the account that deliver volume, share and OCI. Involves but not limited to trade programs activation and incentives at both HQ and store level. Activate account strategies according to Account Plan. • Provide feedback and participate in the co-development of strategies with other relevant departments within the organization in line with relevant business objectives and strategies • Ensure timely and efficient implementation of the approved strategies and plans with sufficient resources for execution to drive volume and share. • Track and report on account performance and utilize appropriate KSI's to measure performance against objectives. • Analyze all results and share trends to identify issues and opportunities to contribute to the ongoing development of competitive Key Accounts strategies and plans ensuring continuous improvement of key accounts/banners' performance. • Propose and justify account budget needs, including trading term/trade program/engagement resources and hardware investment in line with R&C and procurement procedures. • Manage the budget in a cost-effective manner considering commercial activities to support the agreed strategies and plans whilst regularly monitoring budget utilization and report variances. • Ensure that all executions are adequately approved by respective supervisor, External Affairs Manager, Legal Counsel, prior to implementation. Maintain strict controls of all account receivables and ensure compliance with the approved trade terms and procedures set forth in PMI policies. • Establish and maintain effective business relationships with key partners. Seek business development opportunities within key accounts, design and implement corrective steps, next level strategies for improvement through regular Business Review and Top-To-Top Business Review. • Develop joint business plan with the designated accounts through providing business consultancy and expertise. Establish PM, as ‘Preferred’ Partners with priority key customers. Identify customer profile and actively participate to develop relationship building platform for all levels. • Develop and negotiate trading term agreement components which are relevant within overall PMM business objectives and account plan to ensure strategic agreement that provides PMM with a sustainable competitive retail platform whilst in line with PMM marketing and legal direction. • Obtain appropriate market information and commercial data from key accounts management and keep PMM management aware of significant developments. • Maximize data analysis to seek opportunities or challenges with solutions and regularly communicates up-to-date information on changes impact to Key Accounts team. • Establish execution excellence through successful retail partnerships at multiple levels with accounts to deliver assigned objectives and targets. Turn sales from passive to active in all identified priority accounts. • Work closely with relevant stakeholders (i.e. Field Team) and provide ongoing guidance and consultancy to the Field Force on application of KA definitions and segmentation, thus, supporting development of Key Accounts expertise within PMM Sales organization. Essential Skills and competencies: • Minimum 6 years of working experience in an FMCG company, focusing on key accounts management, sales, merchandising and retailer engagement in a managerial capacity. • Demonstrate strong analytical skills, resource management, negotiation and selling skills. • Strongly driven by customer centricity and service excellence. • A result-driven team player who can work independently, efficiently and effectively across levels & functions. • Microsoft Office savvy, especially Excel. • Excellent written and verbal communication skills. • Proven exposure in project management environment with good problem-solving skills. • Degree with major in Business Admin, Marketing, Commerce or equivalent.