Overview
The
Head of Modern Trade and E-Commerce role will be assigned to lead and drive the full P&L performance of the Modern Trade channel, with primary accountability for the company's largest revenue segment—Minimarkets (Indomaret & Alfamart)—while accelerating the growth of E-Commerce. The role defines channel strategy, governs trade and digital investment, leads national-level negotiations, and ensures sustainable revenue, profitability, and market share growth across MT & E-Commerce.
Responsibilities
What you will be responsible for:
- Own Modern Trade performance, revenue growth, margin delivery, and market share, , with primary accountability for Minimarket (Indomaret & Alfamart).
- Define and execute channel strategy for Minimarket and E-Commerce, aligning portfolio, pricing, and promotional architecture to maximize scale and profitability.
- Lead Annual Operating Plan (AOP) for MT & E-Commerce, including revenue, distribution, assortment, and trade investment governance.
- Lead strategic negotiations and long-term Joint Business Plans with Indomaret, Alfamart, and key digital platforms.
- Govern trade investment and promotional funding across major MT accounts, ensuring ROI discipline and margin optimization.
- Drive E-Commerce growth strategy across marketplaces and omni-channel partners, building scalable digital capabilities.
- Lead and develop GKAMs and E-Commerce teams, building strong commercial and digital leadership bench strength.
- Represent MT & E-Commerce in commercial leadership forums and contribute to overall company growth strategy.
Qualifications
What you will need to have:
Key Skills/Experience Required (Mandatory)
- 12–15+ years of progressive FMCG commercial experience, with significant exposure to Modern Trade leadership roles.
- Proven track record of owning and managing large-scale channel or national key account P&L, including revenue and margin accountability.
- Extensive experience leading strategic negotiations with top-tier minimarket chains (e.g., Indomaret, Alfamart) and managing complex annual trade agreements.
- Strong financial acumen, including trade investment governance, pricing strategy, margin optimization, and ROI management.
- Demonstrated ability to lead multi-layered commercial teams and develop senior account leaders.
- Deep understanding of Modern Trade dynamics, shopper behavior, and promotional architecture.
- Experience driving omni-channel or E-Commerce initiatives, including marketplace management and digital growth levers.
- Strong strategic thinking capability with the ability to translate insights into scalable commercial growth plans.
- Executive presence and ability to influence cross-functional stakeholders at senior leadership level.
Differentiating Competencies Required
- Strategic Enterprise Mindset - Ability to think beyond channel performance and shape integrated commercial strategies that balance short-term delivery with long-term, sustainable growth across Modern Trade and E-Commerce.
- Advanced Negotiation & Influence - Exceptional ability to lead complex, high-stakes negotiations with top-tier partners, influencing outcomes in ambiguous and high-pressure situations while protecting company profitability.
- Commercial Judgment & Decision Quality - Strong ability to make data-driven yet pragmatic decisions on pricing, trade investments, and portfolio strategy, balancing growth, margin, and competitive dynamics.
- Stakeholder Influence & Executive Presence - Capability to influence senior internal and external stakeholders, including C-level counterparts, and represent the organization effectively in critical business forums.
- People Leadership & Talent Development - Strong coaching mindset with the ability to build, inspire, and develop high-performing, multi-layered teams, including future commercial leaders.
- Resilience & Performance Under Pressure - Demonstrated ability to operate effectively in highly demanding environments, managing trade-offs, uncertainties, and aggressive growth expectations.
- Customer & Shopper-Centric Thinking - Deep understanding of customer and shopper behavior, with the ability to translate insights into winning commercial strategies and execution.
