Channel Manager, Malaysia

1 week ago


Kuala Lumpur, Kuala Lumpur, Malaysia Ferrero Full time
Job Title: Key Account Manager Company: Ferrero Location: Kuala Lumpur About Ferrero

Ferrero is a family-owned company with a progressive and global outlook, renowned for iconic brands such as Nutella, Tic Tac, Ferrero Rocher, Raffaello, Kinder Bueno, and Kinder Surprise. With a presence in over 50 countries and products sold in more than 170, Ferrero is a beloved brand worldwide. Our success is built on the dedication of 40,000 employees who share a passion for care and quality.

About the Role

The Key Account Manager will be responsible for driving sales growth by developing and executing account plans, analyzing customer performance, and negotiating contracts and promotional activities. This role requires a strong commercial acumen, excellent communication and negotiation skills, and the ability to work independently and as part of a team.

Main Responsibilities:
  • Develop and implement account plans to achieve strategic business growth
  • Propose commercial policies, trade terms, and customer plans for key accounts nationwide
  • Monitor sales targets and propose revisions as necessary
  • Analyze customer performance and identify future business opportunities
  • Define customer-specific goals and strategies, develop SWOT analyses, and performance reviews
  • Negotiate contracts with assigned customers
  • Develop sales arguments to achieve strategic goals
  • Negotiate promotional plans with customers
  • Implement planograms and positions at central and local levels
  • Manage trade spending within commercial policy guidelines
  • Approve payments and invoices
  • Analyze trade spending and ensure optimal return on investment
  • Communicate agreements and action plans to stakeholders
  • Monitor in-store deployment and local execution
  • Evaluate and approve proposals from sales teams
  • Monitor sales, stocks, and KPIs for assigned customers
  • Resolve problems and outstanding matters
  • Collaborate with distributor key account teams
Requirements:
  • University degree
  • Commercial experience in sales/key account management in FMCG industry
  • Distributor management experience and key accounts knowledge
  • Advanced market knowledge: traditional & modern trade, impulse channel
  • Strong business acumen, analytical capabilities, and result orientation
  • Excellent communication, negotiation, and influencing skills
  • Leadership and cross-teams collaboration skills
  • Effective time management and adaptability to changing environments
  • Ability to communicate effectively across different teams and stakeholders
  • Proactivity, dynamism, responsibility, and ability to work under pressure
  • People management capabilities
  • Advanced MS Office knowledge, SAP proficiency is a plus
  • Fluency in English, spoken and written
How to be successful in the role and at Ferrero:

We encourage our people to think creatively, set personal targets, and push new ways to work. Employee contribution and engagement at Ferrero is based on individual, team, and organization dimensions. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you build your position among stakeholders and achieve expected sales outcomes.



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