Key Account Manager

Overall purpose of job:

This role is a key contributor in leveraging Bunge’s global key account best practices and Asia capabilities to strengthen regional relationships and drive contribution margin growth with our Key Account customers. The position aligns with our global strategic account management strategies and aims to generate scalable value for both Bunge and its partners.

Key Responsibilities

Strategic/Key Account Leadership
• Apply an entrepreneurial, proactive mindset to identify growth opportunities and deliver strategic impact.
• Set, execute, and monitor growth and development plans in collaboration with global teams.
• Actively utilize the Key Account Plan to drive growth, project execution, pipeline tracking, and opportunity management via Salesforce and Bunge best practices.

Pricing & Tender Management
• Coordinate pricing during formal RFP cycles and manage ad hoc pricing outside the RFP cycle.
• Lead pricing discussions in alignment with the Regional Sales Lead and Global Key Account Team, involving cross-functional teams to ensure mutual value creation.

Market Intelligence & Competitive Analysis
• Work with regional marketing and sales teams to conduct market mapping and intelligence gathering: Customer demand trends, product formats, annual consumption, and market share.
Competitive analysis: production capacity, product mix, branding, packaging/logistics formats, expansion plans, SWOT analysis, etc.
• Keep the organization informed on new product launches, innovations, and trends within key accounts.

Customer Engagement & Pipeline Development
• Build and maintain customer org charts and strengthen cross-level relationships (“zipper relationship building”).
• Collaborate closely with Innovation, Technical Service, and Product Development teams on customer projects and new pipeline opportunities.

Forecasting & Sales Reporting
• Prepare and deliver detailed monthly sales forecasts (down to SKU level) and reports analyzing variances, trends, and customer feedback.
• Partner with Demand Planning, Sales Operation and Order Management to drive continuous improvement in forecasting accuracy, execution, and contract management.

Desired Qualities/Skills

Education & Language
• Minimum of a bachelor’s degree, ideally with experience on Key Account management or B2B sales, preferred Food Industry background.
• English and Mandarin as working languages; exceptional verbal and written communication skills.

Commercial & Strategic Experience
• At least 8 years of proven success in sales and commercial roles, including key account management.
• Prior experience in B2B sales especially on Key account management. Food industry, oils and fats industry with technical selling experience is an added advantage.

Functional & Cultural Agility
• Demonstrated ability to build and navigate cross-functional relationships across geographies, cultures, and customer channels.
• Broad business acumen with a deep understanding of cross-functional operations (e.g., sales, technical, supply chain, innovation).

Execution Excellence
• Entrepreneurial mindset with strong problem-solving capabilities and initiative-driven leadership.
• Highly organized with the ability to manage internal and external complexities, prioritize effectively, and perform under pressure.
• Strong negotiation skills with a results-driven focus and a consistent track record of closing deals.