Senior Key Account Manager (FMCG)

An established European FMCG principal company is seeking a Senior Key Account Manager to spearhead its commercial launch in Malaysia, with future expansion into Indonesia. This is an exceptional opportunity to become the first dedicated commercial hire for a premium brand making its debut in the region.

What you'll do:

As Senior Key Account Manager, you will be entrusted with full account ownership from day one. Your primary mission will be to establish robust partnerships across Malaysia’s most influential retail channels pharmacy chains, premium grocers, hypermarkets, mother-and-baby specialists, and digital marketplaces ensuring our client’s ultra-premium products are not only listed but thrive on shelves. You will take charge of negotiating trading terms that benefit both parties while adhering strictly to industry regulations governing infant food marketing. By providing precise demand forecasts and collaborating closely with supply chain colleagues, you will guarantee consistent product availability. Your ability to monitor sell-through rates at each account will enable you to implement timely interventions that sustain high performance. As you shape channel strategy for this premium offering, your insights into market trends will help open new avenues for growth. Working hand-in-hand with founders as well as cross-functional teams including branding, regulatory affairs, and logistics you’ll play an integral part in driving success from launch through scale-up.

• Build and nurture long-term relationships with key retail and trade accounts such as pharmacy chains, premium grocery outlets, hypermarkets, mother-and-baby speciality retailers, and major e-commerce partners to ensure optimal brand presence.
• Secure product listings from launch and systematically grow both numeric and weighted distribution by managing the path to shelf and executing channel-by-channel rollout strategies.
• Negotiate trading terms, margins, and joint business plans with buyers while effectively managing trade spend within agreed budgets to maximise return on investment.
• Ensure compliant in-store visibility by working within regulatory guidelines set by the Malaysian Code of Ethics for the Marketing of Infant Foods and Related Products, collaborating closely with the brand team to develop permissible shopper engagement initiatives.
• Provide accurate demand forecasts by analysing sales data and trends; coordinate with supply chain and logistics teams to maintain stock availability while minimising out-of-stocks and returns.
• Monitor sell-through performance at account level by tracking replenishment cycles and implementing actions that keep the product range performing strongly across all channels.
• Shape channel strategy for a premium brand by identifying new opportunities for expansion, opening new doors as the business scales nationally and regionally.
• Track account performance metrics including pricing dynamics and competitor activity; deliver actionable insights back to the business to inform commercial decisions.
• Collaborate directly with founders as well as brand, regulatory, and logistics functions to ensure seamless execution of go-to-market plans.
• Champion a relationship-driven approach that prioritises integrity, compliance-first thinking, and effective teamwork within a small but ambitious founding team.

What you bring:

To excel as Senior Key Account Manager, you will bring an impressive portfolio of established buyer relationships spanning Malaysia’s most important retail channels. Your background includes significant achievements in key account management within fast-moving consumer goods preferably focused on category where you have successfully launched new brands or expanded challenger offerings. Your negotiation prowess ensures mutually beneficial agreements while your deep familiarity with regulatory frameworks guarantees every initiative remains above board. Commercially astute with an eye for detail in forecasting and pricing disciplines, you are adept at balancing growth ambitions against operational realities. A self-motivated contributor who thrives on collaboration within small teams, your excellent communication skills foster trust among colleagues as well as clients. Additional strengths such as experience handling premium imports or managing e-commerce accounts further enhance your suitability for this multifaceted role. Multilingual abilities or formal qualifications add extra value but are not prerequisites.

• Mandatory: Existing buyer relationships across relevant Malaysian channels such as pharmacy chains, premium grocery outlets, hypermarkets, mother-and-baby speciality retailers, and key e-commerce platforms that can be activated quickly for immediate impact.
• Mandatory: Proven experience in key account management within FMCG sectors in consumer health in Malaysia; demonstrated track record of securing listings and building distribution for new or challenger brands.
• Strong negotiation skills coupled with expertise in joint business planning; comfort managing trading terms, margin structures, and trade spend budgets effectively.
• Comprehensive understanding of regulations governing marketing (the Malaysian Code), ensuring all activities remain fully compliant.
• Commercial acumen including forecasting proficiency as well as pricing and margin discipline necessary for sustainable growth.
• Self-starter mentality with hands-on approach; comfortable building processes from scratch within a small team environment where adaptability is essential.
• Excellent written and spoken English communication skills enabling clear interaction with internal stakeholders and external partners alike.
• Advantageous: Experience working with premium or imported brands adds valuable perspective when positioning products in high-end retail environments.
• Advantageous: Established connections specifically within mother-and-baby speciality retail sector enhance speed-to-market potential.
• Advantageous: E-commerce or marketplace account management experience supports omnichannel growth strategies.
• Advantageous: Prior involvement launching brands into Malaysian (and/or Indonesian) markets provides critical insight into local nuances.
• Advantageous: Distributor or sub-distributor management experience broadens reach across complex supply networks.
• Advantageous: Degree qualification in business administration, marketing or related field demonstrates foundational knowledge.

What sets this company apart:

This organisation stands out by offering candidates the rare opportunity to join at ground level during the regional launch of an internationally renowned brand. As the first commercial hire in Malaysia and soon Indonesia you will enjoy unparalleled autonomy combined with direct access to company founders who value input from every team member. The culture is built around relationship-driven success where integrity is non-negotiable due to strict industry regulations. Rather than mass-market tactics, emphasis is placed on carefully curated partnerships that reflect true premium positioning. Flexible working arrangements support work-life balance while ongoing collaboration across departments ensures everyone shares in collective achievements. The company actively welcomes applicants from all backgrounds as part of its commitment to equal opportunity employment making it an inclusive workplace where your contributions truly matter.

What's next:

If you are ready to make your mark by shaping the future of this category in Malaysia and beyond this is your moment to shine!

Apply today by clicking on the link provided; take the next step towards joining a passionate team committed to excellence.

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