Job Summary:
The Key Account Manager (KAM) for Modern Trade is responsible for managing and
growing strategic modern trade accounts (e.g. AEON, Giant, Tesco/Lotus's, 99
Speed mart, etc.) to achieve sates targets, enhance brand visibility, optimize trade
investment, and ensure excellent execution at store level. The KAM acts as the main
liaison between the company and modern trade retailers, driving business plans aligned
with corporate objectives.
Key Responsibilities:
1. Account Management & Sales Growth
- Develop and implement strategic account plans for key modern trade partners.
- Achieve sales targets, market share, and growth objectives by managing the
entire business relationship.
- Identify and develop business opportunities within assigned accounts.
2. Promotion & Trade Marketing Execution
- Plan and execute joint business plans (JBP), category management, and
promotional calendars.
- Coordinate with trade marketing and merchandising teams to ensure optimal
product visibility, placement, and promotion execution.
- Monitor and evaluate promotion performance, ROI, and competitor activities.
3. Negotiation & Contract Management
- Lead annual negotiations including trading terms, listing fees, pricing, and trade
investment.
- Manage trade spend within allocated budgets and ensure compliance with
internal control policies.
4. Forecasting & Supply Chain Coordination
- Provide accurate sales forecasts to demand planning and supply chain teams.
- Collaborate closely to reduce out-of-stock (OOS), overstock, and ensure smooth
replenishment and supply.
5. Business Analysis & Reporting
- Analyze sell-in and sell-out data, market trends, and consumer insights to
optimize performance.
- Provide regular updates, dashboards, and strategic recommendations to
management.
6. Relationship Building
- Maintain strong relationships with modern trade buyers, category managers, and
store operations.
- Act as the main contact for issue resolution and account development.
Qualifications & Requirements:
- Education: Bachelor's degree in Business Administration, Marketing, or related
field.
- Experience: Minimum 3-5 years in key account or sales management in the
FMCG industry; modern trade experience is essential.
- Skills:
o Strong negotiation and interpersonal skills
o Analytical mindset with proficiency in Excel and sales analytics tools
o Solid understanding of retail math and trade structures
o Excellent communication and presentation skills
o Ability to work independently and cross-functionally
Job Types: Full-time, Permanent
Pay: RM7,000.00 - RM8,000.00 per month
Experience:
- Key Account Sales: 3 years (Preferred)
Work Location: In person
