Key Accounts Manager

2 weeks ago

Petaling Jaya, Malaysia FrieslandCampina Full time

Drive the commercial agenda with specified Key Accounts in Malaysia. Set up and implement the standardized FC-P key account management framework. Collaborate with & leverage all available commercial and marketing resources and assets to deliver the assigned commercial objectives. Anticipate opportunities and actively pursue these opportunities by initiating ideation/co-creation with key accounts leading to increased sales and/or share of wallet.

What we ask
- Bachelor Degree in Business / Science with 10 years of relevant experience
- Good knowledge of the HoReCa & Bakery market in Malaysia
- Great curiosity for customer (operator) insights and thinking outside in
- Ability to make good presentations using PowerPoint and data driven decision making
- Knowledge of Financial Management (eg. cogs build-ups, understanding/ building business cases)
- Willing to travel within Malaysia for meetings and onsite demos together with culinary and/or marketing team

What we offer-
- Vacancy descriptionAccount Management:

- Implement the Select - Develop - Manage - Grow standardized Key account management model to achieve desired commercial results.
- Initiate and maintain relationship with (potential) customers via effective relationship management.
- Nurture relationships within the key account buying organization and work on new business opportunities in cooperation with other functional disciplines including ideation and menu co creation
- Visit accounts and monitor the execution of the agreed account plans and promotional activities, and ensure the promotional activities are executed as agreed.
- Monitor the development and performance of customers and act as business partner for customers and support customers in optimizing business using in depth technical and product expertise.
- Take ownership of customer demand forecast and ensure its reflected in the S&OP and stocks are available.

Long Term Sales/Account Planning:

- Define an account plan (including relationship management activities and budget), in line with other relevant commercial plans and, after approval, realize the plan and update the plan regularly based on (own) analysis or trends and developments.
- Contribute to the development of the operational plan, based on own expertise and experience, with regard to (for instance) channel development, promotions, price, presentation, distribution and product development.
- Provide insights at request or at own initiative regarding quantitative and qualitative developments by means of periodical and ad hoc reports and/or analyses, based on reporting guidelines.
- Drive joint business planning with assigned key accounts.

Contracting and Negotiating:

- Prepare (proposals for) contracts, lead and/or participate and/or support negotiations, including defining the negotiation strategy and ensure proper administration of agreements and contracts.

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