Manager, Key Account

Who We Are

About your role

What You'll Do

• Manage and develop key accounts within the On Premise AFH (Away From Home) channel to achieve assigned sales targets while building strong, long-term customer relationships that drive loyalty and sustainable business growth.
• Develop and execute strategic account plans in collaboration with the AFH Asia team, including designing and implementing marketing and promotional campaigns to increase beverage sales alongside food offerings. This includes creating joint promotion plans with customers, driving sales uplift for Pepsi beverages, and initiating joint projects and new product development (NPD) initiatives with key accounts.
• Implement pricing strategies, discount structures, and commercial policies in alignment with account plans to maximize sales performance, while optimizing D&A (Discounts & Allowances) spend to drive beverage off-take within managed accounts.
• Analyze market conditions, business performance, and industry trends to identify growth opportunities, define strategies, and translate insights into actionable plans. Regularly monitor and report competitor activities to maintain a strong and competitive market position.
• Identify and acquire new business opportunities, particularly within the Quick Service Restaurant (QSR) channel, including managing onboarding processes and overseeing P&L performance related to both new customer acquisition and contract renewals.
• Ensure all assigned customers comply with contractual terms and conditions, while managing account development, monitoring receivables, and following up on overdue payments to maintain healthy cash flow.
• Coordinate cross-functionally with internal teams to ensure accurate sales forecasting, smooth supply chain operations, and seamless service delivery to customers. Maintain strong organizational skills, punctuality, and a high level of responsibility and accountability in all tasks.
• Collaborate closely with the MEM (Marketing Equipment Management) team to ensure timely installation, maintenance, and effective operation of post-mix systems for customers.
• Facilitate the introduction of new products, innovations, and marketing initiatives to assigned key accounts to support business growth.
• Support the AFH Asia team by preparing and contributing to reporting, strategic reviews, and business development initiatives as required.

What's in it for you

What You need to be successful

• Bachelor's degree in any related field.
• Minimum 3–5 years of experience in key account management, sales, or trade marketing, preferably within the FMCG, beverage, or food service industry.
• Demonstrated experience managing accounts in On Premise, AFH, or QSR channel is highly advantageous.
• Proven track record of achieving sales targets and driving business growth through strategic account development.
• Strong understanding of key account management principles, commercial negotiations, and P&L management.
• Experience developing and executing joint business plans, promotional campaigns, and NPD initiatives with customers.
• Solid knowledge of pricing strategies, discount structures, and D&A management.
• Ability to analyze market data, competitor activities, and business performance to develop actionable insights and strategies.
• Familiarity with post-mix systems and marketing equipment management is an advantage.
• Excellent communication, presentation, and interpersonal skills with the ability to build strong relationships at all levels.
• High level of organizational skills with the ability to manage multiple accounts and priorities simultaneously.
• Proficient in Microsoft Office Suite (Excel, PowerPoint, Word); experience with CRM tools is a plus.
• Strong sense of accountability, punctuality, and professional responsibility.

Our DEI Commitment

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.