Key Responsibilities
Industry Insights & Solution Design
- Develop a deep understanding of Malaysia's FMCG market, including market structure, consumer behavior, channel evolution, and supply chain challenges.
- Identify key pain points across different sub-categories (e.g., ready-to-drink beverages, snacks, personal care), and formulate differentiated value propositions and scalable industry playbooks.
- Collaborate with Product, Operations, Logistics, and Tech teams to design and implement end-to-end solutions that enhance merchants supply chain efficiency (e.g., inventory turnover, fulfillment lead time, digital collaboration).
Resource Integration & Cross-functional Collaboration
- Proactively identify and mobilize internal resources (Marketing, IT, Warehousing, Finance, etc.) to build customized and executable merchant enablement solutions.
- Drive cross-functional initiatives and ensure end-to-end execution from planning to delivery.
Key Account Business Development
- Lead strategic partnerships with local and multinational FMCG brands and major distributors in Malaysia, driving onboarding and platform adoption.
- Navigate complex decision-making structures (including procurement, supply chain, e-commerce, finance) to identify key stakeholders and entry points.
- Develop and execute annual business plans and growth strategies for high-value accounts.
Customer Success & Continuous Operations
- Monitor merchant performance metrics (GMV, SKU assortment, fulfillment KPIs) and proactively identify optimization opportunities.
- Coordinate internal resources to resolve merchant challenges in operations, system integration, and promotional campaigns.
- Establish customer health metrics and drive standardization of service processes and continuous experience improvement.
Relationship Management & Satisfaction Enhancement
- Conduct regular business reviews (QBRs) to showcase performance outcomes and future plans.
- Build long-term partnerships, improving NPS (Net Promoter Score) and driving retention and category expansion.
- Gather frontline feedback to support product and strategy optimization.
Qualifications
Industry Background
- Bachelor's degree or above in Business, Marketing, Supply Chain Management, or related fields.
- Minimum 5 years of experience in the FMCG industry, with strong knowledge of the Malaysian market landscape, key brands, and distribution systems.
- Experience with e-commerce platforms (e.g., Shopee, Lazada, PG Mall) or B2B platforms (e.g., Fave, Gogopasar, Setel B2B) is preferred.
Key Account Management & Project Management
- At least 5 years of experience in Key Account Management or Strategic Business Development.
- Proven ability to manage the full lifecycle: opportunity identification, proposal development, negotiation, and execution.
- Strong cross-functional collaboration and project management skills, with the ability to handle multiple high-priority initiatives simultaneously.
Professional Knowledge & Skills
- Solid understanding of e-commerce and B2B business models, including order fulfillment, inventory management, and digital marketing.
- Strong analytical skills with proficiency in Excel; familiarity with BI tools such as Tableau or Power BI is a plus.
- Ability to develop structured and persuasive business proposals (Proposal / GTM Plans).
Soft Skills
- Fast learner with the ability to adapt to emerging business models (e.g., social commerce, instant retail, D2C).
- Highly responsible, results-driven, and capable of thriving in a fast-paced, high-pressure environment.
- Excellent communication skills in English and Malay (mandatory); Mandarin is a plus.
