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Head - Key Account & E-Commerce

confidentialShah Alam, Selangor, Malaysia

13 hours ago

Job description

Purpose / Summary of Position

The Head of Key Account and E-Commerce primarily responsible in driving profitable growth across all YHS Malaysia direct accounts in the Modern Trade channel. To lead and drive strategic excellence of annual business plan with Modern Trade Direct Account.
The incumbent is accountable for achieving Modern channel direct accounts sales & profitability (topline & bottomline), product distribution, market share and merchandising objectives. He / She will lead a team of 30 team member comprising of Key Account Management team and field operations team.
The incumbent need to demonstrate strong leadership and contribute to the development of the strategic Modern trade channel planning, trade and consumer promotional activities to create demand & maximize ROI. Effective management of trade fund is essential to ensure sales targets, account and channel profitability are met.

Duties & Responsibilities : -

To deliver Modern Trade Key Account sales and profitability target, market share and distribution

objectives

To achieve monthly and annual sales turnover and profit as per target set and improve margin and sales mix.

To improve and achieve market share of YHS products category

To achieve distribution (RAO) target, merchandising objectives for Must Sell Skus ( MSS) and desire share of shelve.

To optimize and effective management of trade promotional fund to generate ROI and achieve desire profitable sales mix.

Operation excellence of great execution in-store.

Building Organisational Goal

Setting direction and regular coaching and engagement to Key Account team in order to meet company's objectives.

To develop talents & succession plan and individual career developments plans to build Key Account team capability.

To cultivate high performing sales team, establish cross functional collaboration relationship to win with customers.

To collaborate closely with Region RSMs in ensuring sales initiatives are executed to meet sales deliverables.

To develop and implement Modern Trade - Key Account sales strategy.

To develop channel / customer strategies & plans in alignment with the company Commercial strategy and plan to achieve the set target.

To lead the implementation of Customer Business Planning process, conduct top to top business review to gain competitive advantage.

To recommend and negotiate appropriate Customer Trading Terms within company guidelines. Provide input on customer's trading issues.

To ensure channel pricing are complied with company guidelines.

To manage company's relationship with customer with an emphasis on developing new business opportunities.

Main Prerequisite : -

a) Educational / Professional Qualification

Possess a recognized Degree / diploma in commercial discipline or equivalent.

b) Working Experience

Minimum 15 years related working experience in FMCG industry, preferable 10 years in Modern Trade Key account management experience.

c) Other skills

Good sales management of track record with Key Account management experience in handling retailers HQ in FMCG.

Strong leadership, analytical, presentation, negotiation, communication and managing people skills.

Independent, confident and results-driven and strong financial acumen.

Ability to motivate, stretch and develop Modern trade team in a highly competitive business environment.

Computer literate in Microsoft Office applications.

d) Personality / traits / aptitude

Strong ownership

Customer focus

e) Language proficiency (Spoken & Written)

Written : English, Malay

Spoken English, Malay, Mandarin is a plus

Key Account • Shah Alam, Selangor, Malaysia