Key Account Manager QSR & C&T
Key Account Manager QSR & C&T
FC-Professional (~€2.4B NS) –FAT valorization at a profitable growth YoY. FC-P will drive farmer profit in the B2B customer channels and is the go-2-partner (in dairy and plant-based value-added ingredients) for our customers. In close cooperation with customers and through the exchange of in-depth market, ingredient and application expertise, FC-P helps customers to win in their markets. FC-P is a global business with local offices, and dedicated product and application development and production facilities around the world.
FC-P in Malaysia launched its Global professional brand “Debic” and local brand “Dutch Lady Professional” in 2021 in addition to having a strong business with McDonalds & Burger King on softserve” 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. 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 like international QSRs and Coffee & tea chains 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.
This role will drive the commercial agenda with specified QSR and Coffee & Tea accounts in Malaysia. Set up and implement the standardized FC-P key account management framework. Collaborate with & leverage all available commercial and marketing resources and assets to deliver the assigned commercial objectives. Anticipate opportunities and actively pursue these opportunities by engaging with relevant stakeholders in the contact matrix leading to increased sales and/or share of wallet.
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
- Unique company culture of Dutch heritage and international presence
- Competitive salary & benefits package
- A team of talented and passionate innovation enthusiasts as sparring partners
- Cross disciplinary career growth learning opportunities
Vacancy description
- Key Account Management:
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
- 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
- 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
- Proactively engage with QSR and C&T chains on price increase discussions. Prepare price increase deck/communication inline with DRM trends and other factors
Team Details
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We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.