Key Accounts Executive Petaling Jaya, Malaysia

5 days ago

Petaling Jaya, Malaysia Philip Morris International Full time

At PMI, we’ve chosen to do something incredible. We’re totally transforming our business, and building our future on smoke-free products with the power to improve the lives of a billion smokers worldwide.

With huge change, comes huge opportunity. So, wherever you join us, 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.

Our Key Account team have a direct impact on our new mission: converting smokers to our ground-breaking, smoke-free IQOS products. It’s an energized, exciting, engaging experience.

Your ‘day to day’

A Key Account Executive contributes to the growth of Philip Morris Malaysia market share through establishing and maintaining professional and profitable trade relations with Key Accounts in order to achieve optimal distribution, full availability, recommended pricing, quality display and generate effective trials through Retailer Engagement.

You will also responsible to:
1) BUSINESS PLANNING and TRADE DEVELOPMENT
- Seek business development opportunities with both existing and new customers by leveraging in-depth analysis and subsequently devise a realistic business plan with Key Accounts Manager(s) with an aim to improve PM sales performances.
- Develop joint business plan along with Key Account Manager(s) through providing business consultancy and expertise to designated accounts in order to uphold Philip Morris’s position as reputable business partner with an aim to grow the business together.
- Continuously evaluating accounts’ business performances via different dimensions in order to identify opportunities, re-design and execute the improvement processes.

2) CONTRACT AGRREEMENT
- Involved in preparation of contract proposal to PMM managements with business sound justifications, profitability analysis and accurate market information for management decision making purposes.
- Responsible in drawing up contract clauses in which aligned with both internal and external needs based on the agreed KPIs to respective accounts.

3) SALES PERFORMANCES REVIEW AND COMMERCIAL INTELLIGENCE
- Perform in-depth analysis on the In-Market Sales (IMS) and Offtakes data for the designated Key Accounts along with providing comprehensive reports to illustrate the historical and latest market situations in which serves as meaningful business insights to internal stakeholders in developing realistic business strategies.
- Obtain appropriate market information and commercial data from key account management and keep PMM management aware of significant developments.
- Maintain up-to-date Key Account information in IKAD database or similar system in order to provide management with information for decision making.

4) BUDGET MANAGEMENT:

- Working closely with Key Accounts Manager(s) in ensuring efficient budget managements based on the allocated key accounts budget.
- Propose to supervisor contract proposal with sound return of investment justifications to both internal management and key accounts.
- Ensure accurate monthly accrual spending for respective accounts.
- Actively participate in developing OBLRP proposal with investment strategies on yearly basis.

5) KEY ACCOUNT ACTIVATIONS
- Opportunity to propose various cashier and HQ based incentive programs to Key Accounts during the program months
- Continuously to seek creative way to devise incentive programs that can motivate cashiers to drive PM brand portfolio performances
- Work closely with Indirect Touch Point Planner in alignment of brand/commercial calendar and co-develop effective communications to Commercial Forces

6) CORPORATE IMAGE, POLICIES AND PROCEDURES
- Build and maintain solid image for Philip Morris as responsible corporation and preferred business partner, through providing professional and high quality services to the trade, following Business Conduct policies, and performing activities in line with PM Marketing Code.
- Continuously promote and provide consultancy to the trade on the principles and objectives of Youth Smoking Prevention Program.
- Adhere to PM policies and procedures and maintain good condition of all company equipment and property.

Who we’re looking for
- Minimum 2 years working experience within FMCG environment/ Retail experience/ knowledge.
- A natural influencer with strong planning skills, analytical skills and negotiation skills.
- Demonstrate solid stakeholder management skill, relationship building skills, conflict resolution skills and presentation skills.
- Microsoft Office savvy, especially Excel.
- Excellent written and verbal communication skills.
- Proven exposure in project management environment with good problem solving skills.
- Preferred business degree with major in HR, Business Admin or Business Management. Other relevant Degrees can also be considered that relates to the fields of Marketing/ Communication/ Advertising or equivalent to it.

What we offer

Our success depends o

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