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Head - Key Account & E-Commerce

Head - Key Account & E-Commerce

ConfidentialShah Alam, Selangor, Malaysia
30+ days ago
Job description

Overview

The Head of Key Account and E-Commerce primarily responsible in driving profitable growth across all Malaysia direct accounts in the Modern Trade channel. To lead and drive strategic excellence of annual business plan with Modern Trade Direct Account.

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 Company 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.
  • 2. 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.
  • 3. 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 Prerequisites

    Educational / Professional Qualification

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

    • Working Experience

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

    • 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.

    • Personality / traits / aptitude

  • Strong ownership

    • Language proficiency (Spoken & Written)

  • Spoken English, Malay, Mandarin is a plus

    • Seniority level

  • Mid-Senior level

    • Employment type

  • Full-time

    • Industries

  • Food and Beverage Manufacturing

    • #J-18808-Ljbffr

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    Key Account • Shah Alam, Selangor, Malaysia

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