Manager, National Key Account Manager

OBJECTIVE OF JOB

Own the Corporate Sales channel in Malaysia and its results, in support of management direction. Prioritise and operationalise the sales potential of the corporate segment end to end – acquiring, nurturing, activating and maximising real potential – and deliver it through the Agent network. Reporting to the Head of Corporate Sales, retain ownership of strategic national accounts: lead customer relationships, negotiate NFM agreements, and develop tailored sales measures and long-term partnerships, and operationalize the conversion through Agents network and back-office teams while continuing to own the strategic customer relationship. Remain accountable for a clear, unblocked end-to-end process, from lead to sales delivery, by identifying and removing bottlenecks in the sales process, systems, approvals and Agent execution.

Performance measures (channel-level business outcomes):

• Channel results: corporate/fleet sales volume; new accounts acquired and activated; retention, penetration and incremental growth; NFM agreements signed, renewed and expanded.

• Pipeline and conversion: qualified pipeline coverage, lead-to-order conversion and account activation rate across the Agent network.

• End-to-end process health: sales cycle time from enquiry to order and delivery; number and turnaround time of blockages escalated and cleared (approvals, quotations, ordering, delivery); Agent and back-office process compliance.

• Network and stakeholder enablers: Agent performance and collaboration; regional business development coverage; quality and frequency of executive engagement with key accounts.

JOB DESCRIPTION

1. Strategic account acquisition and growth

• Identify, prioritise and acquire high-potential national accounts across Malaysia. Build a robust pipeline through market intelligence, executive networking, referrals, events and targeted prospecting.

• Account planning: Develop and execute strategic account plans for sustainable sales volume, and relationship growth.
  • Executive engagement and field activity: Lead senior-level conversations on corporate mobility, fleet strategy, employee benefits and partnership value. Spend most working time with customers, prospects and Agents. Maintain a disciplined travel rhythm, pipeline and account-visit plan.
  • National coordination: Coordinate a consistent account strategy across regions, Agents and internal stakeholders. Ensure a premium customer experience at key touchpoints.

• Approximate regional activity: 60% Klang Valley, 20% Northern Region and 20% Southern Region.

2. NFM contracts and commercial negotiation

• Lead negotiations for National Fleet Management (NFM) agreements and related framework contracts. Prepare commercial proposals, customer value propositions and business cases.

• Manage pricing, terms, renewals and account expansion within approved governance frameworks.

3. Tailored business development

• Design account-specific acquisition campaigns, mobility solutions and sales measures. Create and execute corporate showcases, executive briefings, roadshows, test-drive formats and industry events.

• Collaborate with Marketing, Product Management, Finance and Retail Operations to maximise account penetration and conversion.

4. Agent and back-office coordination

• Engage and align Agents nationwide to convert qualified opportunities. Transfer operational quotation, ordering, delivery and aftersales coordination to the responsible Agent and back-office teams once business is secured.

• Provide account intelligence and strategic direction while maintaining customer-facing ownership.
  
  

OBJECTIVE OF JOB

Own the Corporate Sales channel in Malaysia and its results, in support of management direction. Prioritise and operationalise the sales potential of the corporate segment end to end – acquiring, nurturing, activating and maximising real potential – and deliver it through the Agent network. Reporting to the Head of Corporate Sales, retain ownership of strategic national accounts: lead customer relationships, negotiate NFM agreements, and develop tailored sales measures and long-term partnerships, and operationalize the conversion through Agents network and back-office teams while continuing to own the strategic customer relationship. Remain accountable for a clear, unblocked end-to-end process, from lead to sales delivery, by identifying and removing bottlenecks in the sales process, systems, approvals and Agent execution.

Performance measures (channel-level business outcomes):

• Channel results: corporate/fleet sales volume; new accounts acquired and activated; retention, penetration and incremental growth; NFM agreements signed, renewed and expanded.

• Pipeline and conversion: qualified pipeline coverage, lead-to-order conversion and account activation rate across the Agent network.

• End-to-end process health: sales cycle time from enquiry to order and delivery; number and turnaround time of blockages escalated and cleared (approvals, quotations, ordering, delivery); Agent and back-office process compliance.

• Network and stakeholder enablers: Agent performance and collaboration; regional business development coverage; quality and frequency of executive engagement with key accounts.

JOB DESCRIPTION

1. Strategic account acquisition and growth

• Identify, prioritise and acquire high-potential national accounts across Malaysia. Build a robust pipeline through market intelligence, executive networking, referrals, events and targeted prospecting.

• Account planning: Develop and execute strategic account plans for sustainable sales volume, and relationship growth.
  • Executive engagement and field activity: Lead senior-level conversations on corporate mobility, fleet strategy, employee benefits and partnership value. Spend most working time with customers, prospects and Agents. Maintain a disciplined travel rhythm, pipeline and account-visit plan.
  • National coordination: Coordinate a consistent account strategy across regions, Agents and internal stakeholders. Ensure a premium customer experience at key touchpoints.

• Approximate regional activity: 60% Klang Valley, 20% Northern Region and 20% Southern Region.

2. NFM contracts and commercial negotiation

• Lead negotiations for National Fleet Management (NFM) agreements and related framework contracts. Prepare commercial proposals, customer value propositions and business cases.

• Manage pricing, terms, renewals and account expansion within approved governance frameworks.

3. Tailored business development

• Design account-specific acquisition campaigns, mobility solutions and sales measures. Create and execute corporate showcases, executive briefings, roadshows, test-drive formats and industry events.

• Collaborate with Marketing, Product Management, Finance and Retail Operations to maximise account penetration and conversion.

4. Agent and back-office coordination

• Engage and align Agents nationwide to convert qualified opportunities. Transfer operational quotation, ordering, delivery and aftersales coordination to the responsible Agent and back-office teams once business is secured.

• Provide account intelligence and strategic direction while maintaining customer-facing ownership.
  
  

EDUCATION LEVEL

• Bachelor’s degree in Business, Marketing, Economics, Management, Automotive Business or a related discipline.

EXPERIENCE

• Minimum 5 years of relevant experience in key account management, business development, corporate sales, fleet sales or B2B sales.
• Preferred exposure to automotive, premium mobility, leasing, fleet management, financial services, enterprise solutions or comparable industries.

• Demonstrated success acquiring and developing complex corporate accounts.

KNOWLEDGE / SKILL

• Strategic business planning and forecasting.
• Financial / commercial analysis (deal profitability, business cases)
• Influencing Agents and cross-functional teams without direct authority
• Executive-level communication and relationship-building, with professional presence and credibility at HR, Purchasing and C-suite level.
• Strong commercial judgement, negotiation skills and business acumen.
• Highly self-driven, resilient and comfortable working independently in the field.
• Entrepreneurial hunter mindset with disciplined follow-through.
• Strong collaboration across Agents and internal functions.
  
  

EDUCATION LEVEL

• Bachelor’s degree in Business, Marketing, Economics, Management, Automotive Business or a related discipline.

EXPERIENCE

• Minimum 5 years of relevant experience in key account management, business development, corporate sales, fleet sales or B2B sales.
• Preferred exposure to automotive, premium mobility, leasing, fleet management, financial services, enterprise solutions or comparable industries.

• Demonstrated success acquiring and developing complex corporate accounts.

KNOWLEDGE / SKILL

• Strategic business planning and forecasting.
• Financial / commercial analysis (deal profitability, business cases)
• Influencing Agents and cross-functional teams without direct authority
• Executive-level communication and relationship-building, with professional presence and credibility at HR, Purchasing and C-suite level.
• Strong commercial judgement, negotiation skills and business acumen.
• Highly self-driven, resilient and comfortable working independently in the field.
• Entrepreneurial hunter mindset with disciplined follow-through.
• Strong collaboration across Agents and internal functions.
  
  

16A Jalan BK 1/13 (MY47180A)
16A Jalan BK 1/13
Puchong, 47180