Overview
The
Group KAM Indomaret role is responsible to lead and drive the full commercial performance of the Indomaret business nationally, with accountability for customer P&L, revenue growth, trade investment effectiveness, and strategic partnership development. The role defines and executes customer-specific strategies aligned with overall Modern Trade priorities, ensuring sustainable sales, profitability, and market share growth.
Responsibilities
What you will be responsible for:
- Own full Indomaret P&L, delivering NSV, gross margin, trade investment efficiency, and market share targets.
- Develop and execute annual customer business plans and Joint Business Plans (JBP) aligned with company channel strategy.
- Lead national negotiations covering pricing, promotional agreements, listings, assortment, and visibility terms.
- Define customer-specific investment and promotional strategies to maximize ROI and sustainable profitability.
- Drive distribution expansion, assortment optimization, and in-store execution excellence across the banner.
- Monitor customer performance through structured business reviews and implement corrective actions to close performance gaps.
- Collaborate with Field Execution, Trade Marketing, Supply Chain, and Finance to ensure seamless execution and service levels.
- Lead and develop account team members, building strong commercial capability and succession pipeline.
Qualifications
What you will need to have:
- 8+ years of FMCG commercial experience, including significant exposure to Modern Trade key account management.
- Proven experience managing national key accounts with full revenue and trade investment accountability.
- Strong negotiation skills with experience handling annual trade agreements and complex commercial discussions.
- Solid financial acumen, including pricing strategy and trade spend management.
- Strong understanding of minimarket business models, shopper behavior, and promotional architecture.
- Ability to translate channel strategy into customer-specific commercial plans.
- Strong cross-functional collaboration and stakeholder management skills.
- Leadership capability in managing and developing account team members.
