Job Purpose

The Key Account Manager role at CPF Global Food Solution Public Co., Ltd. is central to driving sustained business growth within the Modern Trade function, specifically focusing on the Makro & Lotus's Sales Business division. Situated at the C.P.Tower 2, 29th Floor, this position holds a strategic responsibility for managing and nurturing key client relationships, ensuring alignment with the company’s objectives and the Domestic Trade Business Unit’s goals. The successful candidate will be instrumental in expanding market share, enhancing customer satisfaction, and facilitating seamless collaboration between internal teams and external stakeholders.

This role demands proactive engagement in the development and execution of comprehensive sales strategies tailored to key accounts, thereby elevating CPF Global Food Solution’s brand presence and profitability across major trade channels. As a pivotal liaison, the Key Account Manager will champion innovative approaches to meet client needs, analysing market trends and competitor activities to deliver competitive advantages.

Job Description (Accountability)

• Develop and implement strategic account plans focused on achieving revenue targets and expanding business opportunities within key accounts such as Makro and Lotus's.
• Forge strong, trust-based relationships with key customers, understanding their business requirements and delivering bespoke solutions that align with their goals.
• Collaborate seamlessly with cross-functional teams including marketing, supply chain, and product development to ensure consistent service delivery and customer satisfaction.
• Monitor market trends, competitor activities, and consumer behaviour to identify potential threats and opportunities, adjusting strategies accordingly.
• Lead negotiations, contract renewals, and promotional activities to maximise profitability and secure long-term partnerships.
• Prepare and present detailed reports on account performance, sales forecasts, and key metrics to senior management.
• Drive continuous improvement initiatives aimed at streamlining operational efficiencies and enhancing the customer experience across all touchpoints.

Competencies

Education Description

Applicants should possess a bachelor's degree in Business Administration, Marketing, Sales, or a related discipline. Advanced qualifications such as a master’s degree or professional certifications in key account management or sales leadership would be advantageous. A solid academic foundation equips candidates with the analytical and strategic skills necessary for effective decision-making and managing complex accounts within the modern trade sector.

Ongoing professional development is encouraged to stay abreast of industry advancements and innovative sales methodologies. Familiarity with contemporary business tools and customer relationship management (CRM) platforms is also recommended to enhance performance and reporting capabilities.

Education (Max. 2 Major)

Experience

• Proven experience of at least 5 years in key account management or sales roles within the fast-moving consumer goods (FMCG) sector, preferably involving the Modern Trade channel.
• Demonstrated success in managing large accounts such as Makro and Lotus's or comparable retail chains, with a track record of meeting or exceeding sales targets.
• Experience in negotiating contracts, implementing joint business plans, and coordinating cross-functional teams to achieve account objectives.
• Strong background in market analysis and competitive intelligence to drive strategic decision-making.
• Prior involvement in launching new products or promotional campaigns within key accounts is highly desirable.

Knowledge

Comprehensive knowledge of Modern Trade retail dynamics, including understanding buyer behaviours, trade marketing strategies, and supply chain logistics. Familiarity with CPF Global Food Solution's range of products and competitive positioning in the food solutions market is advantageous.

Expertise in key account management principles, sales forecasting, and data-driven performance analysis is essential. Proficiency in CRM systems, Microsoft Office suite, and data analytics tools will support efficient account management and reporting.

Awareness of regulatory and compliance standards impacting food and retail industries is beneficial to ensure all activities align with legal and corporate guidelines.

Skills Description

• Communication: Excellent interpersonal and negotiation skills to engage with diverse stakeholders effectively and foster lasting partnerships.
• Analytical Thinking: Ability to interpret complex data and market trends to inform strategic sales initiatives.
• Client-Centric Approach: Commitment to understanding client needs and delivering tailored solutions that enhance satisfaction and loyalty.
• Project Management: Proficient in planning, executing, and monitoring projects ensuring milestones and objectives are achieved timely.
• Adaptability: Capacity to navigate a fast-paced and evolving retail environment with agility and resilience.
• Team Collaboration: Strong collaborative skills to work effectively with cross-departmental teams, driving synergy and shared success.
• Problem Solving: Innovative mindset to address challenges proactively and implement effective solutions.

Skills (Attribute)

Key Performance Indicator

• Achievement of sales targets and revenue growth within assigned key accounts, measured quarterly and annually.
• Customer satisfaction and retention rates, assessed through regular feedback and relationship health checks.
• Successful execution of joint business plans and promotional activities, evaluated against predefined KPIs.
• Timeliness and accuracy of sales forecasting and reporting, ensuring data integrity for strategic planning.
• Effectiveness in contract negotiations and renewal rates, supporting sustainable business partnerships.
• Contribution to market share expansion within key trade channels.
• Collaboration outcomes reflected in cross-functional project completions and innovation initiatives.