Key Account Manager (Insurance Partnerships)

• Highly visible role combining business development, account management, data analysis and operational execution.
• Direct exposure to senior stakeholders within insurance companies.
• Expected to use data-driven insights to influence decisions, improve performance and grow vehicle volumes.
• Opportunity to help position Pickles Asia as a trusted partner within the insurance ecosystem.

Critical Success Factor: Advanced Excel & Analytical Skills

Strong Excel and analytical capability are non-negotiable for this role

The successful candidate must enjoy working with data and be comfortable analysing large datasets, identifying trends, uncovering root causes and presenting actionable insights.

·     Build and manipulate reports using advanced Microsoft Excel.

·     Use Pivot Tables, XLOOKUPs, conditional formulas and other analytical tools.

·     Analyse auction performance, recovery outcomes, conversion rates and operational trends.

·     Consolidate information from multiple data sources and identify key drivers of business performance.

·     Convert complex information into meaningful commercial insights and recommendations.

·     Present findings confidently to insurance partners and the Pickles leadership team.

·     Use data to challenge assumptions, improve business processes and drive better outcomes.

Business Development & Account Growth

• Increase the number of vendors, primarily insurance companies, and grow the overall volume of vehicles consigned to auction.
• Develop, sustain and promote the concept of a Malaysia-wide shared insurance claims assessment centre.
• Identify opportunities to expand Pickles Asia’s services within existing accounts.
• Support strategic initiatives that strengthen Pickles Asia’s position within the insurance industry.
• Make Pickles Asia an indispensable part of our customers’ business operations and create barriers to entry for competitors.

Relationship Management

• Build and maintain Pickles Asia’s reputation within the insurance industry.
• Become a trusted partner and thought leader within the motor and general insurance community.
• Deliver outstanding customer service to both vendors and buyers to maximise recovery outcomes.
• Conduct monthly performance reviews with vendors and quarterly business reviews covering industry trends and opportunities.
• Ensure all vendor and buyer requests are responded to promptly, professionally and in accordance with Pickles procedures.
• Maintain accurate client relationship records within the company CRM

Operational Execution

• Monitor and control all vehicle pre-intake activities and ensure timely extraction of vehicles from repairers to Pickles facilities.
• Build and support an effective pre-intake and customer service function to improve vendor and buyer experience.
• Complete pre-auction activities including valuation work, lot preparation, reserve recommendations and marketing support.
• Assist in auction activities aimed at maximising vendor returns.
• Work collaboratively across departments to ensure efficient execution and service delivery.

Reporting & Analysis

• Prepare monthly account performance reports and sales updates.
• Analyse auction results, recovery outcomes and operational performance trends.
• Provide vendor-versus-market performance reporting and recommendations.
• Share industry insights, identify areas for improvement and support data-driven decision-making.
• Report relevant sales and business issues during fortnightly Departmental Managers meetings.

What We’re Looking For

• 3–5 years’ experience in account management, business development, sales operations or analytical roles.
• Advanced proficiency in Microsoft Excel, including Pivot Tables, XLOOKUPs and report building.
• Proven ability to work with large volumes of data and convert findings into practical business recommendations.
• Strong commercial acumen and problem-solving capability.
• Excellent presentation, communication and stakeholder management skills.
• Experience dealing with insurance companies, automotive businesses or corporate clients will be an advantage.
• Proficient in Microsoft PowerPoint and Word.
• Self-motivated, results-oriented and comfortable working in a fast-paced environment.
• Passionate about making a positive impact for clients and the business.

Key Performance Indicators

1. Vehicle volume growth - Growth in monthly vehicle volumes.
2. Account development - Account retention and expansion.
3. Pre-intake performance - Vehicle conversion and turnaround performance.
4. Vendor relationship - Vendor satisfaction and relationship strength.
5. Commercial contribution - Contribution to auction revenue and recovery outcomes.
6. Analytical reporting - Achievement of reporting and account review standards.

Key Stakeholders

• Internal - Finance, Warehouse Management, Auctions Team, Marketing Team and other sales leaders
• External - Insurance companies