Group Key Account Manager (FMCG)

This role offers you the opportunity to drive sustainable growth through nurturing strategic customer partnerships, maintaining disciplined commercial governance, and expertly managing a diverse portfolio. You will be empowered to build and lead a high-performing Key Account Management team, fostering an environment where collaboration and cross-functional teamwork are at the heart of success.

What you'll do:

As a Group Key Account Manager, you will play a central role in shaping the commercial direction of a key account cluster within the Off-Trade channel. Your day-to-day responsibilities will revolve around developing impactful strategies that support sustainable growth while ensuring financial discipline across all activities. You will engage regularly with senior retailer stakeholders to influence their category strategies and secure advantageous trading agreements. By prioritising accounts based on their strategic importance and potential for profitability, you will optimise trade investments for maximum return. Your leadership skills will be instrumental in guiding a talented Key Account Management team towards achieving ambitious targets through collaborative efforts. Success in this role requires you to monitor performance metrics closely, respond proactively to challenges using data-driven insights, and maintain compliance with established governance standards. Through your commitment to fostering cross-functional collaboration and nurturing professional development within your team, you will contribute significantly to the overall success of the organisation.

• Define and execute comprehensive mid- to long-term strategies that are closely aligned with the Off-Trade channel objectives while taking full responsibility for the cluster’s P&L including Net Revenue, Gross Margin, and Trade Investment ROI.
• Establish and nurture senior-level relationships with key retailer stakeholders to positively influence category strategy, enhance product visibility, optimise portfolio mix, and identify long-term growth opportunities.
• Lead Joint Business Planning sessions with customers and negotiate annual trading agreements to ensure alignment with governance frameworks and organisational priorities.
• Manage trade investments within approved budgets by ensuring strong forecasting accuracy, maintaining financial discipline, and upholding compliance with trading terms and governance standards.
• Prioritise accounts based on their growth potential, profitability, and strategic value while optimising trade investments and portfolio execution to maximise long-term value creation.
• Monitor performance across revenue, volume, visibility, market share, and out-of-stock metrics while driving corrective actions through data-led decision-making processes.
• Coach and lead the Key Account Management team by setting clear KPIs, enhancing negotiation capabilities, building succession pipelines, and promoting robust cross-functional collaboration.
• Drive continuous improvement in commercial performance by leveraging analytical insights to inform business decisions and implement effective strategies.
• Ensure adherence to company policies regarding commercial governance while maintaining transparency in all dealings with customers and internal teams.
• Foster a culture of collaboration within the team by encouraging knowledge sharing and supporting professional development initiatives.

What you bring:

To excel as a Group Key Account Manager in this organisation’s Off-Trade channel cluster, you will bring extensive experience from the FMCG sector along with a solid academic foundation in business-related disciplines. Your expertise in Key Account Management will be evident through your track record of successful Joint Business Planning initiatives and effective retailer negotiations. You possess advanced commercial acumen supported by strong financial skills that enable you to manage complex P&L responsibilities while making ROI-driven decisions about trade investments. Analytical prowess combined with strategic thinking allows you to interpret data insights accurately for driving performance improvements across multiple metrics. Your leadership style is collaborative; you inspire teams by setting clear goals and nurturing professional development through coaching. Stakeholder management comes naturally as you build trust-based relationships with senior customers while facilitating cross-functional cooperation internally. Your commitment to compliance ensures all activities adhere strictly to governance frameworks. With these attributes—alongside your dedication to transparent communication—you are well-positioned for success in this influential role.

• Minimum Bachelor’s Degree in Business, Marketing, Economics, Commerce or equivalent qualification is required for this position.
• 8–10 years of proven commercial experience within the FMCG sector coupled with 3–5 years of leadership or managerial experience leading commercial or sales teams.
• Expertise in Key Account Management including Joint Business Planning processes, retailer negotiations, and strategic customer relationship management.
• Exceptional commercial acumen combined with strong financial skills enabling you to manage P&L responsibilities effectively as well as oversee trade investments with ROI-driven decision making.
• Advanced analytical abilities paired with strategic thinking skills allowing you to utilise data insights for driving performance improvements and informed business decisions.
• Outstanding leadership qualities complemented by stakeholder management skills that empower you to influence senior customer stakeholders while collaborating seamlessly across teams.
• Demonstrated ability to coach teams by setting clear KPIs, strengthening negotiation capabilities, building succession pipelines, and fostering cross-functional collaboration.
• Experience in managing trade investments within approved budgets while ensuring forecasting accuracy and compliance with trading terms.
• Proficiency in monitoring key performance indicators such as revenue growth, volume targets, market share expansion, visibility enhancement, and out-of-stock reduction.
• Commitment to upholding commercial governance standards through transparent communication and ethical business practices.

What sets this company apart:

The organisation stands out as a global leader renowned for its commitment to excellence within the consumer goods industry. Employees benefit from flexible working opportunities designed to support work-life balance alongside access to generous training programmes that foster ongoing professional development. Supportive leadership creates an inclusive environment where every team member feels valued for their contributions. The company’s focus on nurturing talent ensures ample opportunities for career progression while encouraging collaborative approaches that drive collective achievement. By joining this organisation as a Group Key Account Manager within the Off-Trade channel cluster, you become part of a network that prioritises shared success through open communication channels and robust support systems—making it an ideal place for those who seek both personal fulfilment and professional advancement.

What's next:

If you are ready to make an impact by driving commercial success through collaborative partnerships in a thriving global environment—this is your moment!

Apply today by clicking on the link provided.

Do note that we will only be in touch if your application is shortlisted.

Agensi Pekerjaan Robert Walters Sdn Bhd
Business Registration Number : 729828-T
Licence Number : JTKSM 423C