Key Account Manager

We are representing an established FMCG company with a growing footprint in Indonesia. The company is currently scaling its commercial organization, with a strong focus on strengthening strategic retail partnerships and building long-term growth across the Modern Trade channel.

Role Overview

The Key Account Manager will be responsible for driving business growth across strategic Modern Trade accounts, with ownership spanning sales performance, account development, commercial planning, and profitability.

The role will work closely with major retail partners to develop account strategies, negotiate commercial agreements, maximize distribution and visibility, and identify opportunities to grow both sales and market presence. Beyond managing day-to-day account performance, the KAM will play an important role in translating company priorities into actionable account plans and ensuring strong execution in the market.

Responsibilities

• Develop and execute sales strategies for assigned Modern Trade accounts to achieve sales, revenue, and profitability targets.
• Manage and maintain strong relationships with key retail partners, such as HABA retailers, supermarkets, and other Modern Trade accounts.
• Develop annual account plans, Joint Business Plans (JBP), sales forecasts, and promotional strategies aligned with company objectives.
• Lead negotiations on trading terms, promotions, visibility, assortment, pricing, and commercial agreements with key accounts.
• Monitor and analyze sell-in, sell-out, stock levels, distribution, and account performance to identify business opportunities and risks.
• Drive new product launches, product assortment, promotional programs, and in-store execution across assigned accounts.
• Collaborate closely with Marketing, Trade Marketing, Supply Chain, Finance, and other cross-functional teams to ensure smooth execution of account plans.
• Conduct regular business reviews with key accounts and provide insights on market trends, competitor activities, and consumer behavior.
• Identify opportunities to expand distribution, improve market share, and strengthen the company's presence across Modern Trade channels.
• Ensure effective management of P&L, sales performance, trade spending, and account profitability.

Qualifications & Experience

• Bachelor's degree in Business, Marketing, Management, or a related field.
• Minimum 4–6 years of experience in Key Account Management, Sales, or Modern Trade, preferably within FMCG industry.
• Strong experience managing Modern Trade accounts and commercial negotiations.
• Proven experience handling JBP, trading terms, promotions, sales forecasting, and account planning.
• Good understanding of sell-in/sell-out, distribution, assortment, pricing, and trade spending.
• Strong analytical and commercial mindset, with the ability to translate data into actionable business strategies.
• Excellent negotiation, communication, and relationship-management skills.
• Ability to work collaboratively with cross-functional teams and manage multiple priorities.

Due to confidentiality considerations, detailed company information will be shared during the recruitment process.