What we ask

At least 10 years of relevant working experience
Bachelor Degree in business or relevant field
Good knowledge of the QSR and HoReCa market in Malaysia
Proven experience in Key Account Management.
Customer focus: 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 (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

QSR

First point of contact for existing business with McDonalds, YUM and BK
Maintain and strengthen the good relationships and take it to the next level of our partnership
Educate our own organization (QC, QA, SC) on customer way of working
Active responsibility within Global McD system
Translate the overarching sales strategy and objectives on volume, returns, and market shares
Realize turnover and margin objectives of the account plans
Actively manage sales forecasts with all stakeholders.
Focus on serving the customer instead of boosting short term sales
Plan and Lead business review meetings with customers

Coffee & Tea:

Implement the Select – Develop – Manage – Grow standardized Key account management model to achieve desired commercial results with specific Coffee and Tea chains
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

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

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
Proactively engage with QSR and C&T chains on price increase discussions. Prepare price increase deck/communication inline with DRM trends and other factors