Key Accounts Manager (Food Service)

As FC-P in Malaysia launched its Global professional brand “Debic” and local brand “Dutch Lady Professional” in 2021 with the vision to become the most preferred European dairy brand in Malaysia/Singapore. With sustained momentum in the business and overwhelming response from operators the business and team size continue to grow. With the commissioning of a new milk processing factory at Bandar Enstek a major part of future growth in Malaysia will come from professional customers. With a relatively new position in the market FC-P Malaysia’s main objective is to grow presence via coverage extension and growing share of wallet with existing customers while building brand credentials. Key accounts play an important role in this by ensuring steady volume. In order to be successful and keeping in mind long selling cycle and complex buying hierarchies a strong Key Account Management approach is required leveraging all available resources.

As the business is expanding, we are looking for experience candidate to join us as Key Account Manager with the below requirements:

• Bachelor Degree with 8 - 10 years of relevant working experience

• Good knowledge of the HoReCa & Bakery market in Malaysia

• Proven experience in Key Account Management.

• Great curiosity for customer (operator) insights and thinking outside in

• Ability to make killer presentations (PowerPoint etc) and data driven decision making

• Knowledge of Financial Management (business case & P&L)

• Willing to travel within Malaysia

This is a fantastic opportunity for candidate who is entrepreneur in spirit. The candidate will be given the opportunity to create and learn about new business, new innovation, new processes, and new ways of working. We welcome new ideas and and dare to take risks as part of our continuous improvement to drive efficiency and results. The successful candidate will also get the chance to be exposed to different areas and work with other countries to share experiences.

1. Account 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.

2. 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.

3. 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.