Head of Key Accounts, Modern Trade

Morgan Philips Group has been exclusively mandated by a leading Global FMCG to identify and acquire a top-tier Head of Key Accounts, Modern Trade.

This position would lead large-scale channel transformations, build strategic retail alliances, and coach high-performing account manager. If you thrive on shaping long-term joint business plans, maximizing trade spend ROI, and driving market share across National and Regional Key Accounts, this opportunity offers exceptional organizational visibility and clear global career progression.

​Key Responsibilities

• Lead the total Modern Trade commercial strategy, managing top-line revenue, bottom-line profitability, and market share growth across IKAs and LKAs
•  Drive high-level relationships with major key accounts, co-creating Joint Business Planning (JBP) growth roadmaps and leading annual trading term negotiations.
• Partner with Trade Marketing, Brand, Supply Chain, and Finance to optimize trade spend ROI, execute NPD launches, and ensure perfect store execution.
• Manage, coach, and elevate a high-performing team of Key Account Managers and Executives to build a culture of commercial excellence and accountability.

Requirements:

• Minimum 10 years of progressive Modern Trade sales and key account management experience within FMCG environments, with at least 3 years in a managerial or head-of-channel role.
• Proven success delivering top-line growth, managing P&Ls, and negotiating annual terms with major national key accounts.
• Solid background managing large key accounts, coupled with working knowledge in Trade Marketing, Shopper Marketing, or Category Management.
•  Strong people management skills with a track record of building and mentoring capability in sales teams; adept at influencing matrixed cross-functional stakeholders.

What’s in it for you?

• Ownership of the Modern Trade P&L with direct influence over major retail channel growth in Malaysia.
• High organizational visibility with clear pathways into regional commercial roles or country management.
• Highly competitive salary package, strong performance bonuses, and premium corporate benefits.